EXHIBIT 2| Potential to Digitize Different Sales Activities in Emerging Markets ROLES Category so Activities DSR ASM Potential to digitize activity New retail outlet identification Outlet segmentation Generally digitized today Product demo Retail extraction Scheme communication Order fulfillment Merchandizing assessment Secondary-order taking Order recommendation Order to cash Collection outreach Cash collection Sales training Sales team management Sales review Distributor Channel financing management Distributor engagement Major role today Minor role today No role today

Practical Management Science
6th Edition
ISBN:9781337406659
Author:WINSTON, Wayne L.
Publisher:WINSTON, Wayne L.
Chapter2: Introduction To Spreadsheet Modeling
Section: Chapter Questions
Problem 20P: Julie James is opening a lemonade stand. She believes the fixed cost per week of running the stand...
icon
Related questions
icon
Concept explainers
Topic Video
Question

Can you explain in details about this exhibit

EXHIBIT 2| Potential to Digitize Different Sales Activities in Emerging Markets
ROLES
Category
Activities
DSR
SO
ASM
Potential to digitize activity
New retail outlet identification
Outlet segmentation
Generally digitized today
Product demo
Retail
extraction
Scheme communication
Order fulfillment
Merchandizing assessment
Secondary-order taking
Order recommendation
Order
to cash
Collection outreach
Cash collection
Sales team
Sales training
management
Sales review
Ditributor
Channel financing
management
Distributor engagement
Major role today
Minor role today
No role today
Source: BCG analysis.
Note: DSR = dealer sales representative; SO = sales office; ASM = area sales manager.
Transcribed Image Text:EXHIBIT 2| Potential to Digitize Different Sales Activities in Emerging Markets ROLES Category Activities DSR SO ASM Potential to digitize activity New retail outlet identification Outlet segmentation Generally digitized today Product demo Retail extraction Scheme communication Order fulfillment Merchandizing assessment Secondary-order taking Order recommendation Order to cash Collection outreach Cash collection Sales team Sales training management Sales review Ditributor Channel financing management Distributor engagement Major role today Minor role today No role today Source: BCG analysis. Note: DSR = dealer sales representative; SO = sales office; ASM = area sales manager.
Expert Solution
steps

Step by step

Solved in 2 steps

Blurred answer
Knowledge Booster
Inventory management
Learn more about
Need a deep-dive on the concept behind this application? Look no further. Learn more about this topic, operations-management and related others by exploring similar questions and additional content below.
Recommended textbooks for you
Practical Management Science
Practical Management Science
Operations Management
ISBN:
9781337406659
Author:
WINSTON, Wayne L.
Publisher:
Cengage,
Operations Management
Operations Management
Operations Management
ISBN:
9781259667473
Author:
William J Stevenson
Publisher:
McGraw-Hill Education
Operations and Supply Chain Management (Mcgraw-hi…
Operations and Supply Chain Management (Mcgraw-hi…
Operations Management
ISBN:
9781259666100
Author:
F. Robert Jacobs, Richard B Chase
Publisher:
McGraw-Hill Education
Business in Action
Business in Action
Operations Management
ISBN:
9780135198100
Author:
BOVEE
Publisher:
PEARSON CO
Purchasing and Supply Chain Management
Purchasing and Supply Chain Management
Operations Management
ISBN:
9781285869681
Author:
Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson
Publisher:
Cengage Learning
Production and Operations Analysis, Seventh Editi…
Production and Operations Analysis, Seventh Editi…
Operations Management
ISBN:
9781478623069
Author:
Steven Nahmias, Tava Lennon Olsen
Publisher:
Waveland Press, Inc.