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41 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Key interface areas between logistics and channel management |
Defining logistic service standards, evaluation logistic program, selling logistics program, monitoring logistic system |
4 points |
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Key elements of logistic customer service |
Product availability, order cycle time, distribution system flexibility, DS information, DS malfunction, post sale product support |
Il y en a 6 |
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Main logisctics system components |
Transportation, material handling, order processing, inventory control, warehousing, packaging |
Il y en a 6 |
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Supply chain driver |
Inventory, transportation, facilities, information |
4 |
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Efficiency + responsiveness of inventory |
Cost of holding - availability |
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Efficiency + responsiveness of transportation |
Consolidation - speed |
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Efficiency + responsiveness of facilities |
Consolidation/dedicated - proximity/flexibility |
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Efficiency + responsiveness of information |
What information is best suited for each objective |
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2 different logistics performance objectives |
Order winners, order qualifiers |
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3 ways to create logistics advantage |
Quality, time, costs |
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Material flow = |
Shipment, replenishment, purchase |
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Information flow = |
End-customer demand, sell-through, order |
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Supply chain |
Supplier -> manufacturer -> distribution centre -> point of sale -> home |
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What is supply chain and how is it structured ? |
Group of partners who collectively convert basic commodity into a finished product that is valued by end-customers |
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How to provide a motivating environment ? |
Participation, environment, recognition, knowledge, style |
5 |
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How to motivate ? |
Chercher facteurs motivants, féliciter, exprimer les mauvaises performances, goals + communiquer expectations, share vision, inspire with overall goal |
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Sales manager tools |
Training, evaluation + reviews, communication + participation, selection |
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Sales manager objectives |
Increase accuracy of expectancies + instrumentalities, understand and work with valences, reduce stress arising from role ambiguity and conflict |
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Positive motivators |
Commission, recognition, acceptance, respect, trust, achievement, pride |
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Negative motivators |
Dear, intimidation, revenge, obligation, social comparison |
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Expectancy principle |
Salespeople choose a level of effort based on the expected payoffs of alternative effort levels |
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Expectancy value model |
Mj = Ej x Vj |
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Mj = |
Motivational drive to achieve level j to performance |
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Ej |
Perceived chances of achieving level j of perf given effort |
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Vj |
Overall subjective utility of achieving level j of performance |
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3 major determinants of motivation |
Environmental conditions, firm's management policies, personal characteristics of salesperson |
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Tasks of sales representatives |
Prospecting/qualifying, preapproach, approach, presentation, overcoming objections, negotiating and closing, follow-up |
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Steps to manage the sales force |
Recruiting + selecting, training, supervising, motivating, evaluating |
5 |
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Step to design a sales force |
Objectives, strategy, structure, size, compensation |
5 |
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Advantages of electronic marketing channels |
Global scope and reach, convenient and rapid transaction processing, efficient and flexible information processing, data based management and relationship capabilities, lower sales and distribution costs |
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Disadvantages of electronic marketing channels |
Lack of contact with products + delayed possession, fulfillment logistics not as fast and efficient as internet, clutter + confusion of internet, don't adress non purchase motives for shopping, customers concerned about security |
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Service differentiators |
Ordering ease, delivery, installation, customer training, customer consulting, maintenance and repair, returns, guarantees |
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Basic push promotional strategies |
Cooperative advertising, promotional allowances, slotting fees, displays and selling aids, in store promotions, contests and incentives, promotional deals and merchandising campaigns |
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Kinder and gentler push pronition |
Training programs, quota specification, missionary selling, trade shows |
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Channel pricing issues |
Exercising control in channel pricing, changing price policies, passing prices increases through the channel, using price incentives in the channel, gray market and free riding |
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Channel pricing guidelines |
Profit margins, different classes of resellers, rival brands, special arrangements, conventional norme in margins, margins variation on models, price points, product variations |
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Major areas of considation in manufacturer's pricing decisions |
Internal costs, target market, competition, channel |
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Profit = |
Price X Volume - Cost (variable and fix) |
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Types of strategic product management |
Product differentiation, product positioning, product line expansion and contraction, trading down trading up, product brand strategy, product service strategy |
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3 major areas of product management |
New product planning and development, the product life cycle, strategic product management |
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The product life cycle = |
Introduction, growth, maturity, decline |
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