Sales and Operations Planning

on the supply side of the business, aggregate planning is done by: product families long-range planning activities are: 1. designing the logistics activities that deliver products to the customer. 2. designing the manufacturing and service processes that produce the products of the firm. subcontracting production is similar to a ______ Read more…

Ch 14 sales and operations planning

Sales and operations planning (S&OP) A process for coordinating supply and demand. Aggregate refers to? Sales and operations planning for product lines or families. For services, capacity is often limited by? Space Ex: hotel room, Seats on an airplane. What are the two objectives to sales and operations planning? 1. Read more…

Chapter 10 Sales

Review of the Sales Cycle Prospecting Preapproach Approach Needs Discovery Presentation Handling Objections Closing the Sale Customer Service After the Sale Needs Discovery (Identifying Needs) Selecting possible solution(s) Asking Questions Listening Probing Need discovery is more important than any other step in the sales cycle Plan your questions in sequence Read more…

Sales Management Quiz 1

Customer Centric placing the customer first in everything inside and outside the firm. Customer Orientation is done by having a customer centric firm. Involves three things (1) Understanding your customer requirements (2) Getting knowledge from the marketplace and disseminating to employees within the firm (3) Align system capabilities internally so Read more…

Sales & Operations Planning

A process to develop tactical plans by integrating marketing plans for new and existing products with the management of the supply chain; brings together all the plans for the business into one set of integrated plans. Sales & Operations Planning Sales and operations planning is a _____________ plan, residing between Read more…

Chapter 1 Sales

professional selling direct to consumer -business to business -trade selling (selling to retailers) or can be called business to business selling =this is “where the money is at” Transactional selling -Retail -Inside sales (order taking) (this is where you get your “feet wet” or trial period) -Some non-human Sales Profession Read more…

Chapter 15: Closing the Sale

closing the sale obtaining an agreement to buy from the customer buying signals things customers do or say to indicate a readiness to buy trial close an initial effort to close a sale which close encourages a customer to make a decision between two items standing-room-only close used when product Read more…

Sales – Effects of a Contract of Sale

Contract of Sales – Two Main Effects 1. Transfer of Ownership of the thing sold from seller to buyer 2. Transfer of Risk of loss of the thing from seller to buyer Sellers Obligations (3) i. *Delivery* ii. *Warranty Against Eviction.* iii. *Warranty Against Redhibitory Defects.* Buyer’s Obligation (2) i. Read more…

6.01 Understand sales and consumer law

Auction Buyer bids on item Barter exchange of goods. Bulk Transfer All or a major part of a business is sold. Cash and Carry Sales Pay cash and take immediate delivery COD Sales Collect on delivery Delivery Buyer possesses or has control of the item Existing Goods Goods that physically Read more…

Chapter 14 Sales and Operations Planning Process

Sales and operations planning is an aggregate planning process that determines the capacity needed to meet immediate demand. Ans: False Implementing a companywide game plan for allocating resources addresses the long-standing battle between operations and finance. Ans: False An economic strategy for adjusting demand can include adjusting capacity or managing Read more…

Sales and Sales Management Chapter 4

Empathizer One who has the ability to imagine themselves in someone else’s position and understand what that person is feeling. They are able to understand the subtleties of human interaction. Customers One group high-performance sales personnel build strong relationships with. A major key to success in selling is the ability Read more…

Pro Sales Midterm- Fifield

EAT Encourage Accountable (Hold) Train Begin with… The end in mind People hate being…. but love… sold, buying Business is all about successfully building and maintaining: Relationships Who is the most important person in your life? Self The 3 keys to personal selling are the right ____, the right ______, Read more…

Sales Training

Steps in Sales Process 1. Prospecting 2. Preapproach 3. Approach 4. Needs Discovery 5. Presentation 6. Handling Objections 7. Close the Sale 8. Post-Sale Customer Service Approach First initial contact with prospect (Potential Customer) **Not always face-face contact Approach Objectives 1. Make a good first impression 2. Secure Attention 3. Read more…

AIS Chapter 9

Which function or department records a sale in the sales journal? A. Warehouse B. Sales department C. Billing department D. Inventory control Billing department Which functions should be segregated? A. Picking goods from the warehouse shelves and updating the inventory subsidiary ledger B. Authorized credit and determining reorder quantities C. Read more…

Accounting Lecture February 22: Bad Debt

Companies accept credit cards for several reasons -To increase sales When customers purchase on open account, they may be offered a sales discount to encourage early payment 2/10, n/30 2% discount 10 days in discount period n (net total sales less returns) 30 is the maximum credit period of 30 Read more…