SELL 4 4th Edition Ingram Solutions Manual

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Product details:

• ISBN-10 ‏ : ‎ 1285164725
• ISBN-13 ‏ : ‎ 978-1285164724
• Author: Thomas N. Ingram; Raymond

ALLIANCE ADHESIVES&PLASTICS, INC. Background As one of four regional sales managers for Alliance Adhesives and Plastics, Inc., you have just received summary details from a study of the company’s national field salesforce. The study was done at the request of the vice president for sales and marketing and used a variety of assess­ment tools to identify the strengths and weaknesses of the company’s 97 salespeople located across the United States. Based on these results, the vice president for sales and marketing has assigned your four-person regional managers team the task to develop a step- by-step program that will move the company forward toward a revitalized and more effective salesforce. In response to the company’s new marketing strategy designed to “get close to the customer,” the salesforce was completely reorganized a little over four years ago, moving from a strictly geographic-based territory system to a specialized selling force organized around the different served markets. As a result of the reorganization and transformation of the company’s salespeople into a salesforce specialized around served markets, definite improvements were realized in account penetration and customer retention. Nevertheless, spot checks randomly made across various customers indicate that there is still much room for improvement. Customer satisfaction levels are still low, and the company has some difficulty keeping good accounts. Current Situation Customers give Alliance salespeople strong marks for product knowledge—probably a reflection of the existing training program, which has intensive initial and recurrent training on the wide variety of products offered. Suprisingly, while customers rate the salespeople high for their product knowledge, they also indicate that Alliance salespeople appear somewhat arrogant and self-centered. Many of the responses show that, overall, the salesforce does not care about the customer and does not attempt to pressure and persuade buyers rather than offering creative or customized product solutions. What changes in sales management leadership would you suggest? Why?

Table Of Contents:

Preface; The concept of hotels and hospitality – Staying away from home, Hotel products and markets, Hotel policies, philosophies and strategies; Structure of the hotel market – The small hotel, Hotel groups, International hotel operations; The hotel and its functions – rooms and beds, Food and drink, Miscellaneous guest services; Support activities – Marketing, Property ownership and management, finance and accounts; People and procedures – hotel organization, Hotel staffing, Performance in hotels; Appendices

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