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Abstract:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times, higher on-time
shipping percentages, a manageable amount of expediting, and improved customer service. Several guidelines are suggested to
improve a firm's sales and operations planning process (...)
Excerpt related to
sales and:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times,
higher on-time shipping percentages...
Published:
2003-12-11
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Abstract:
Rack-optimized servers are reported to have increased their quarter-over-quarter unit sales by over 50% (...)
Excerpt related to
sales and:
Rack-optimized servers are reported to have increased their quarter-over-quarter unit sales by over 50%.
Published:
2000-08-17
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Abstract:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Consideration of these factors can be illustrated with four common scenarios. This is an excerpt from the
book Managing Your Supply Chain Using Microsoft Navision. (...)
Excerpt related to
sales and:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Conside...
Published:
2003-12-12
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Abstract:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact reflects a trend among vendors of customer-facing applications and back-end fulfillment products to
expand their solutions. (...)
Excerpt related to
sales and:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact re...
Published:
2000-05-05
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Abstract:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, missed shipments, partial shipments, expediting efforts, and improvements in customer service. This is
an excerpt from the book Managing Your Supply Chain Using Mi (...)
Excerpt related to
sales and:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, miss...
Published:
2003-12-13
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Abstract:
Compaq Computer told financial analysts it plans to start selling more of its computers directly to customers, and this time
the company says it means it. (...)
Excerpt related to
sales and:
Compaq Plans Direct Sales. ... Still, analysts who have heard Compaq talk about direct sales
before say that the goal could be tough to meet. ...
Published:
2000-03-01
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Abstract:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, most successful multichannel retailers of today had to either build a complete set of the services in-house
or outsource some or all of them. (...)
Excerpt related to
sales and:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, m...
Published:
2005-04-12
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Abstract:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for
an organization. Reporting tools and graphical representations are just a couple of these key features. Find out what else
to look for in an SOP system. (...)
Excerpt related to
sales and:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable
assets for an organization. Reporti...
Published:
2008-02-01
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Abstract:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and the related reinforcement tools can make the difference. We examine the key challenges and propose some
solutions. (...)
Excerpt related to
sales and:
Many organizations find it challenging to adopt sales force automation and customer relationship management
solutions. Formal sales training and t...
Published:
2006-05-23
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Abstract:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buyer. The new, competitive sales high ground is to effectively manage a convenient on-line/off-line buy cycle
experience at every point of contact. (...)
Excerpt related to
sales and:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn
to adapt to today's self-directed buye...
Published:
2006-03-31
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Abstract:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including
clear goals and time constraints (showing respect for team (...)
Excerpt related to
sales and:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather ot...
Published:
2005-07-01
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Abstract:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the customer's total experience, and provides little information for planning. The solution is to reorient
performance metrics to become value-driven. (...)
Excerpt related to
sales and:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the c...
Published:
2006-03-20
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Abstract:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the real drivers of sales performance. An improvement strategy can then be created, and with integrated
budgets, success metrics, etc. (...)
Excerpt related to
sales and:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the re...
Published:
2006-03-22
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Abstract:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the
buy cycle to deliver value and begin an influential on (...)
Excerpt related to
sales and:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts.
Today's self-directed buyers delay sales...
Published:
2006-03-30
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Abstract:
Customer relationship management (CRM) solutions have changed. What was once used to help sales personnel maintain records
of contacts, sales-related activities, and individual team progress has now become so much more. But since CRM is now intertwined
with other sales management solutions, it has left b (...)
Excerpt related to
sales and:
What was once used to help sales personnel maintain records of contacts, sales-rela... Global
CRM: Managing the Multinational Sales Force. ...
Published:
2010-03-11
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Abstract:
A company with a global presence can easily face “double trouble” with regard to financial reporting. Each division needs
to keep books, pay employees, manage accounts, and pay taxes in the currency of its region. But all accounts must be consolidated,
which involves processes that can cause inaccura (...)
Excerpt related to
sales and:
Solving Sales and Finance in the Multicompany Enterprise. ... Find out how to more effectively
close your books, and manage your disparate sales teams. ...
Published:
2010-03-11
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Abstract:
To work through all the issues necessary to improve sales performance, executives have a number of options for leveraging
people and knowledge. However, an area that shows significant potential for helping sales teams meet or exceed their goals
is the effective alignment of sales process and technology. (...)
Excerpt related to
sales and:
To work through all the issues necessary to improve sales performance, executives have a number of options
for leveraging people and knowledge. Ho... ...
Published:
2010-03-11
-
Abstract:
Sales benchmarking is a diagnostic discipline that objectively identifies opportunities for sales-related performance improvement
and enables best-practice solutions. This Sales Benchmarking Primer includes two important chapters from the best-selling
book Making the Number—and provides a process-b (...)
Excerpt related to
sales and:
Sales benchmarking is a diagnostic discipline that objectively identifies opportunities for sales-related
performance improvement and enables best... ...
Published:
2010-03-11
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Abstract:
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits
from service operations. This will lead in turn to significant overall profit margins. (...)
Excerpt related to
sales and:
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits
from service operations....
Published:
2006-08-15
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Abstract:
To achieve the top level of sales success, you need tools that work. First, you need to be able to leverage data to plan
for the future. Customer relationship management (CRM) software can provide your company with a way to accurately manage customer
relations, allowing all departments across the organiz (...)
Excerpt related to
sales and:
To achieve the top level of sales success, you need tools that work. ... Customer ... Gain
Business Insight and Achieve Sales Success with CRM. ...
Published:
2010-03-11