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. To establish a company-wide game […]

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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 to gain information in a […]

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Chapter 20: The formation of sales and lease contracts

Contracts for the sale or lease of goods is governed by . . . Statutory law and the UCC article 2 of UCC sets forth requirements for sales contracts or the sales of goods Article 2A covers issues for lease contracts Sale and Goods To constitute as a sale it is passing of title from […]

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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 the organization responds with satisfaction […]

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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 the detailed and strategic. tactical […]

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Business Law Chapter 15: Formation and Performance of Sales and Lease Contracts

Significance of UCC clarifies sales law and makes this area of law more predictable to businesses that engage in transactions in more than one state Article 2 focuses on contracts for the sale of goods Article 2(A) focuses on contracts for the lease of goods 3 categories that can be bought and sold according to […]

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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 Fact: estimated 16.4 million people […]

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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 is in short supply or […]

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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. *Pay the Price Sold* ii. […]

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