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Hautes études commerciales de Pari (HEC Paris) ** School Info Hautes études commerciales de Pari (HEC Paris) has 37 departments in Course Hero with 1,511 documents and 1 answered question.

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  • 3 pages Ethics-Assignment 1
    • Ethics-Assignment 1
    • HEC Paris
    • Ethics
    • MBA CORPORATE - Winter 2016
    • ETHICS: SUSTAINABILITY AND ETHICAL CHALLENGES COURSE Assignment #1 Accounting Fraud at WorldCom case SALMAN MUZAFFAR Introduction: This case analyzes and explores in deep details the intricate workings of the WorlCom scandal. It analyzes why and where the
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    Ethics-Assignment 1

  • 2 pages MANAGEMENT notes (20)
    • MANAGEMENT notes (20)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • and shared only with upper- and middle-level managers. Sometimes business plans are considered confidential. This causes the sales force to be disconnected. There is a parable about three bricklayers who are asked what they are doing: the first replies, l
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    MANAGEMENT notes (20)

  • 2 pages MANAGEMENT notes (25)
    • MANAGEMENT notes (25)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • and allow the sales managers to monitor and coach the reps progress. These plans must be developed by the individual sales reps, and include step-by-step, account-specific initiatives to obtain new accounts, to increase penetration in existing accounts, a
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    MANAGEMENT notes (25)

  • 2 pages MANAGEMENT notes (36)
    • MANAGEMENT notes (36)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • Do you have custom model in stock? Sales person should recognize these comments as signs of interest and shift to closing techniques. These we will discuss in detail in next lesson. 7. Follow-up: is essential to building a relationship between the seller
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    MANAGEMENT notes (36)

  • 2 pages MANAGEMENT notes (22)
    • MANAGEMENT notes (22)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • have taken the time to understand and explain how to maximize profitability, these top managers display the body language that motivates the sales force. Translate into a compensation plan: In some year, or more companies, objectives are changed each freq
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    MANAGEMENT notes (22)

  • 2 pages MANAGEMENT notes (10)
    • MANAGEMENT notes (10)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • must be taken as they appear. If competitors initiate actions not foreseen at budget-making time, funds must be allocated to counter-act them. A realistic attitude toward the dynamic character of a market is part of effective sales budgeting. When the bud
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    MANAGEMENT notes (10)

  • 2 pages MANAGEMENT notes (11)
    • MANAGEMENT notes (11)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • budget is best prepared in an atmosphere where the bottom-up planning style predominates, with each echelon preparing a tentative budget of revenue and expense. In reality, the sales budget is a composite of quotas-for sales, profits, and expenses - and i
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    MANAGEMENT notes (11)

  • 2 pages MANAGEMENT notes (24)
    • MANAGEMENT notes (24)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • like writing a paper without taking the time to develop an effective outline. For example, a rep may simply plan to increase revenues by a certain percent for a cluster of accounts. This is a hope, not a plan. By contrast, an effective individual sales pl
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    MANAGEMENT notes (24)

  • 2 pages MANAGEMENT notes (8)
    • MANAGEMENT notes (8)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • vehicles, promotional costs, discounts, rebates etc. It is wise to tighten control over expenses especially under circumstances when sales forecasts are not being met or sales budgets are being exceeded. (E) FLEXIBILITY IN BUDGETING If sales budget estima
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    MANAGEMENT notes (8)

  • 2 pages MANAGEMENT notes (9)
    • MANAGEMENT notes (9)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • accurate sales forecasts, use budgetary procedures without definite forecasts. One way is to prepare alternate budgets, based on different assumptions about the level of sales volume. Thus, efficiency can be evaluated, even though wide variations exists b
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    MANAGEMENT notes (9)

  • 2 pages MANAGEMENT notes (21)
    • MANAGEMENT notes (21)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • They do not hand off to the head of sales the responsibility for this vital communication. This direct communication creates two important benefits. First, because most top managers have a deeper understanding of the factors that create profitability acro
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    MANAGEMENT notes (21)

  • 2 pages MANAGEMENT notes (18)
    • MANAGEMENT notes (18)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • imperative that top managers have a deep enough knowledge of profitability management to be able to communicate that wisdom to the sales force. It is futile to simply instruct the sales force to produce the most profitable results. Translate into business
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    MANAGEMENT notes (18)

  • 2 pages MANAGEMENT notes (13)
    • MANAGEMENT notes (13)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • average, or above average job. They are yardsticks for measuring sales performance. Comparisons of quotas with sales performance identify weak and strong points, but management must dig deeper to uncover reasons for variations. (ii) To furnish goals and i
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    MANAGEMENT notes (13)

  • 2 pages MANAGEMENT notes (1)
    • MANAGEMENT notes (1)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • so that he may sell the firms product in an efficient manner. OBJECTIVES OF SALES TRAINING The main objectives of Sales training are : (i) Acquainting the newly appointed salesmen with the principles of salesmanship and techniques of selling. (ii) Imparti
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    MANAGEMENT notes (1)

  • 2 pages MANAGEMENT notes (47)
    • MANAGEMENT notes (47)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • demand in any one year does not include demand originating from the family that had a five-year-old machine that it traded to a dealer for a new machine, with the dealer reselling the old machine to another family who buys it secondhand. Only when a parti
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    MANAGEMENT notes (47)

  • 2 pages MANAGEMENT notes (23)
    • MANAGEMENT notes (23)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • force every day. The sales force should be driven by the compensation plan. Work your pay plan is one of the central tenets of sales management. Simply telling the sales reps to maximize profitability without giving them an understanding of how to do this
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    MANAGEMENT notes (23)

  • 2 pages MANAGEMENT notes (38)
    • MANAGEMENT notes (38)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • prospect for example What were prospects chief objections , who makes the decision and what are the prospects primary needs. If the sales person made any critical mistake during presentation they should be noted so that they are not repeated in the next v
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    MANAGEMENT notes (38)

  • 2 pages MANAGEMENT notes (17)
    • MANAGEMENT notes (17)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • through a five-step process. Understand profitability: A surprisingly frequent underlying reason why the sales force does not succeed in maximizing company profitability is that the senior managers themselves do not have a clear understanding of the compa
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    MANAGEMENT notes (17)

  • 2 pages MANAGEMENT notes (50)
    • MANAGEMENT notes (50)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • SALES TRAINING PROGRAMMES : AIM, METHODS AND EVALUATIONS OF SALES TRAINING PROGRAMMES INTRODUCTION Having selected the most suitable salespeople in the organisation, the next important function of the sales management is to train and develop these new peo
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    MANAGEMENT notes (50)

  • 2 pages MANAGEMENT notes (12)
    • MANAGEMENT notes (12)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • Quotas are devices for directing and controlling sales operations. Their effectiveness depends upon the kind, amount, and accuracy of marketing information used in setting them, and upon managements skills in administering the quota system. In effective s
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    MANAGEMENT notes (12)

  • 2 pages MANAGEMENT notes (45)
    • MANAGEMENT notes (45)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • (that is, by simulating the total situation), sales are forecast. An econometric model (unlike a regression model) is based upon an underlying theory about relationships among a set of variables, and parameters are estimated by statistical analysis of pas
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    MANAGEMENT notes (45)

  • 2 pages MANAGEMENT notes (26)
    • MANAGEMENT notes (26)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • profitability and sales force productivity. It determined that the highest-payoff sales objective was to turn around high potential, under penetrated accounts that were clustered in areas that minimized installation costs. However, the reps were focused o
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    MANAGEMENT notes (26)

  • 2 pages MANAGEMENT notes (5)
    • MANAGEMENT notes (5)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • entertainment, commissions on sales, office expenses, promotional material selling aids, contest awards, product sample etc. These district budgets are submitted to the divisional or regional office, where they are added together and are included with the
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    MANAGEMENT notes (5)

  • 2 pages MANAGEMENT notes (3)
    • MANAGEMENT notes (3)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • interact with many pleasant and courteous people; but they also meet some who are unpleasant and rude, with whom it is difficult to deal. They are frequently frustrated, particularly when aggressive competing sales personnel are vying for the same busines
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    MANAGEMENT notes (3)

  • 2 pages MANAGEMENT notes (28)
    • MANAGEMENT notes (28)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • becoming less effective. The problem was that these pilots were having difficulty with information overload. The best pilots had learned to focus on the few things that mattered most. Once the other pilots were taught what to focus on in specific situatio
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    MANAGEMENT notes (28)

  • 2 pages MANAGEMENT notes (16)
    • MANAGEMENT notes (16)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • Why does this occur so often, and what can managers do about it? The process of transforming top managements goals into concrete sales typically breaks down for one or more of the following reasons: Lack of top management clarity about objectives. Diffic
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    MANAGEMENT notes (16)

  • 2 pages MANAGEMENT notes (7)
    • MANAGEMENT notes (7)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • (i) To ascertain whether the variance is a result of poor performance by the sales group - necessary steps should be taken to ensure that sales persons organise their selling efforts more carefully, so that budgeted expenses can be brought back into line.
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    MANAGEMENT notes (7)

  • 2 pages MANAGEMENT notes (31)
    • MANAGEMENT notes (31)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • buyer. A need-satisfaction approach involves carefully listening to the buyers needs and then clearly explaining how the product can satisfy those needs. Questioning and listening are more important than talking. Presentations using Microsofts PowerPoint
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    MANAGEMENT notes (31)

  • 2 pages MANAGEMENT notes (4)
    • MANAGEMENT notes (4)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • bottom up. In top down planning, top management sets the objectives and drafts the plans for all organisational units. By contrast, in bottom-up planning different organisational units (generally departments) prepare their own tentative objectives and pla
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    MANAGEMENT notes (4)

  • 2 pages MANAGEMENT notes (6)
    • MANAGEMENT notes (6)
    • HEC Paris
    • gettyu
    • GETT 656 - Fall 2016
    • will accept responsibility for it and later enthusiastically implement it. (iii) Selling the sales budget to the top management : The top sales and marketing executives must visualise that every budget proposal they are presenting to the top management mu
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    MANAGEMENT notes (6)

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