sales promotion when it was financially okay. They thought that they can
keep on going well in chemical industry but their thinking was wrong.
With their skills and ability; they didnt invest in variety industry.
Pricing was done on a cost-plus basis, with total costs being calculated
and a fixed percentage added to an account for profits. The accounts
department thus fixed prices, and sales had no say in how they were
established. This led to much dissent among the salespeople, who
constantly argued that prices were not competitive and that if they were
cut, sales could be increased substantially. Salespeople are very
important
for
company.
Actually
salespeople
communicate
with
believed
that
if
the
product
was
well
designed
and
Little advertising and sales promotion was carried out, although from time to
time, when there was some spare cash, the company did purchase advertising
space in the Chemical Processors Quarterly.
The product
cycle
life-
During the previous five years, from being a relatively successful company,
market share for Mephisto products dropped substantially. The market became
much more competitive with many new entrants. Many of these market
entrants had introduced new and updated products, drawing upon recent
advances in electronics. These new products were seen by the market as being
technically innovative, but the view taken by Mephisto management was that
they were faddish and, once the novelty had worn off, customers would revert
to Mephistos superior products.
Jim Bullins was worried by developments over the past five years and felt there
was a need for many changes. Furthermore, he knew from talking to other
people in the industry that such companies considered sales to be an integral
part of marketing. At a recent meeting with his senior staff, he mentioned to
the sales manager the possibility of appointing a marketing director. Then he
decide to put someone in charge of marketing (appoint someone as marketing
manager).discounts with accounts before agreeing to such an arrangement.
Namely
advertising
on
television,
radio,
newspapers,
customers
from
another
competition
companies.
Because
customers always feel that they are benefit when the company makes
some discounts although it is much bit.
Times were slow compared with the average in the industry and there
were few discounts for large order quantities. This will make lose
confidence of customers in company, they feel uncomfortable with delay.
would have marketing experience, and most probably come from the chemical
industry, because marketing is considered the heart of company. It will attract
the attention of the media and customers to the products of Mephisto.
Reference
Management
Howard w. James (2011) Global marketing
Geoffrey Goodson (2004) marketing mix
Irene Stewart (2007) sales orientation