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HCS-100 should be best sold through a direct sales force. Sales through telecommunication distributors is a new channel for the company to explore. Organization issues may affect the implementation of the proposed marketing plan.
HCS-100 should be best sold through a direct sales force. Sales through telecommunication distributors is a new channel for the company to explore. Organization issues may affect the implementation of the proposed marketing plan.
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HCS-100 should be best sold through a direct sales force. Sales through telecommunication distributors is a new channel for the company to explore. Organization issues may affect the implementation of the proposed marketing plan.
Hak Cipta:
Attribution Non-Commercial (BY-NC)
Format Tersedia
Unduh sebagai DOC, PDF, TXT atau baca online dari Scribd
1. Analyze the positioning options and recommend a positioning strategy
for HCS-100? The positioning options that can be adopted for HCS-100 would be either a source efficiency (cost reduction) model or a source effectiveness (quality enhancement) model. It makes sense for the company to choose the former as its positioning strategy as by reducing costs, they would be able to capture the market and in the long run, they would be able to sell their add-ons convincingly. As seen in the past (from the case), the add-on sales account for very high gross margins.
2. Should the HCS-100 be sold through a direct sales force,
manufacturer’s representatives or telecommunication distributors? HCS-100 should be best sold through a direct sales force. This way the company can train them well on their high value offering and can continuously motivate them to sell the product by introducing attractive incentives. Periodic trainings if given to sales personnel will help improve the sales figures. Also the control the company would have on its human resources will also be more in comparison with the representatives of manufacturers (who are not very motivated to achieve numbers owing to their commission based pay). Sales through telecommunication distributors, on the other hand is a new channel for the company to explore. There are many aspects of this the company should first understand before they choose the channel as their major sales partner.
3. What are the organizational issues at Ring Medicals / Scanvest Ring
which may affect the implementation of the proposed marketing plan? B2B Marketing Ring Medicals
The Head of Ring Medicals, Mr. Owen, wanted sales team to be
reporting to the office in Billerica as the office had strong design and service teams. He did not want to dilute the entrepreneurial culture of the office by centralizing operations with the HO. The Head of Ring Group, Mr. Ruggieri, however had a different vision. He felt that the product launch of HCS-100 would be much smoother if administered from New York. He also wanted to set up a full-fledged service center, ware-house etc there and felt that costs would be enormously reduced if centralized. He also felt that the present target market of hospitals should be broadened to bring in more avenues where they can pitch their product and gain closures. Hence it was clear that the Heads of Ring group and Ring Medicals believed in two different ways of establishing a sales & distribution strategy for their flagship product, HCS-100
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