FieldStudy2011 copy

FieldStudy2011 copy - Sales Management Fall 2011 Field...

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Sales Management Fall 2011 Field Study Report DesignCraft Advertising Dylan Abruscato Yunshin Cho Lukas Effman Arielle Lever Holly Raeder
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Table of Contents Executive Summary……………………………………………………………………. ...... Industry Analysis……………………………………………………………………. .......... What is Advertising? ………………………………………………………………. Industry History and Overview……………………………………………………. . Industry Structure…………………………………………………………………. .. Industry Trends……………………………………………………………………. . Economic Impact on the Industry…………………………………………………. . Major Players………………………………………………………………………. WPP………………………………………………………………………. .. Omnicom Group…………………………………………………………… Interpublic Group…………………………………………………………. .. Publicis Groupe……………………………………………………………. . Company Overview……………………………………………………………………. ...... Company History………………………………………………………………… Sales Force……………………………………………………………………. ........ Competition and Threats…………………………………………………………… Clientele……………………………………………………………………. ............ Ideal Salespeople…………………………………………………………………. .. Training Salespeople………………………………………………………………. . Sales Compensation and Employee Evaluation……………………………………. Sales Process……………………………………………………………………. ..... The Interviewing Process…………………………………………………………. .. The Importance of Customer Service and Customer Relationships………………. . Issues and Recommendations……………………………………………………………… Issue 1……………………………………………………………………. ............... Recommendation 1………………………………………………………………… Issue 2……………………………………………………………………. ............... Recommendation 2…………………………………………………………………
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This note was uploaded on 03/28/2012 for the course MHR 441 taught by Professor Kim during the Spring '12 term at Wisconsin.

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FieldStudy2011 copy - Sales Management Fall 2011 Field...

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