Case summary:
Company SG is a leading software and technology services company. It provides processing solutions for financial services industry, public organizations, and K-12 education. It trains their sales force that they consistently deliver strong customer growth and retention
It enters into a new industry with an idea of disaster recovery backup center. This helps to provide the backup services for data systems for many companies. With this, they achieved as an emerging business-to-business service provider with substantial sales force.
After globalization, it experienced the challenge that sales representatives of company SG are to meet their client needs in insight. Company SG makes their sales-force as biggest asset and considers them as most important investment.
It adopts transformation strategy for hiring the sales people and it has revised their procedures, training tools, and metrics to make them consistent over the organization. It has a separate mechanism for measuring the performance and evaluating the capabilities.
It has followed separate rules for recruiting and training the existing sales force. This results in boosting the sales force effectiveness and by this the company achieved optimal sales force productivity.
To discuss: The specific ways the transformational plan of Company SG addresses the diverse steps of managing the sales force.
Want to see the full answer?
Check out a sample textbook solution
Chapter 16 Solutions
Principles of Marketing (16th Edition)
- Home Depot Marketing and Distribution Strategiesarrow_forwardWrite the best answer in the blank. Here is your word bank: Ego, monetary risk, psychographic, physical risk, demographic, social risk, geographic, functional risk, behavioral, Super Ego, psychological risk, Ikea Effect, Classical Conditioning, Linked Prosperity, Id, J.N.D. Home Depot targets the Professional segment (e.g. contractors, builders etc). They purchase in bulk and generally have specific delivery requirements because of the types of products they purchase. Home Depot uses what basis of segmentation to target their “Pros”: _______________________arrow_forwardThis print ad is targeting a consumer that most likely falls into this Maslow’s Hierarchy of Needs category: a) Self-Actualization b) Physiological Needs c) Love and Belonging d) Safety and Security e) None of the Abovearrow_forward
- Self-image congruence models suggest that we choose products when their attributes match some aspect of the self. Beyonce’s Beehive fan club uses this theory of the self-concept: a) Looking Glass Self b) Influential Self c) Ideal Self d) Extended Self e) None of the abovearrow_forwardAnswer each question below. Use details, specifics, and examples to explain your answer. You should write five sentences at a minimum. Each question is worth 10 points. Question: According to the video watched in class, explain how Ben & Jerry’s use activism to build their brand.arrow_forwardKFC is using what specific type of marketing in this ad: a) Ethical b) Corporate c) Philanthropic d) Consumer e) None of the abovearrow_forward
- Answer each question below. Use details, specifics, and examples to explain your answer. You should write five sentences at a minimum. Question: What did you learn about social media from our class?arrow_forwardAnswer each question below. Use details, specifics, and examples to explain your answer. You should write five sentences at a minimum. Question: Discuss the principles learned in the NPR audio called I Buy Therefore I Am?arrow_forwardThis ad for Real Beauty Production is using what type of Affect: https://www.youtube.com/watch?v=qbD3MXdGKFo&t=27s a) Positive b) Visual c) Classical d) Photographic e) None of the Abovearrow_forward
- Answer each question below. Use details, specifics, and examples to explain your answer. You should write five sentences at a minimum. Question: What does it take to get consumers to try something new?arrow_forwardAnswer each question below. Use details, specifics, and examples to explain your answer. You should write five sentences at a minimum. Each question is worth 10 points. Question: Explain how marketers use scent marketing to persuade consumers.arrow_forwardQuestion: A woman shopping for a new perfume remembers her favorite celebrity wearing this brand and decides to buy it. This is called: a) Social Awareness b) Positive Reinforcement c) Social Proof d) Instrumental Conditioning e) None of the abovearrow_forward
Principles Of MarketingMarketingISBN:9780134492513Author:Kotler, Philip, Armstrong, Gary (gary M.)Publisher:Pearson Higher Education,
MarketingMarketingISBN:9781259924040Author:Roger A. Kerin, Steven W. HartleyPublisher:McGraw-Hill Education
Foundations of Business (MindTap Course List)MarketingISBN:9781337386920Author:William M. Pride, Robert J. Hughes, Jack R. KapoorPublisher:Cengage Learning
Marketing: An Introduction (13th Edition)MarketingISBN:9780134149530Author:Gary Armstrong, Philip KotlerPublisher:PEARSON
Contemporary MarketingMarketingISBN:9780357033777Author:Louis E. Boone, David L. KurtzPublisher:Cengage Learning