Comsama 2
Sales nummer 2
Sales nummer 2
Strategies for resolving conflicts
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Mode of customer contact
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Personal selling
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Four main phases of personal selling
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Main conversation objectives of various types of sales conversation
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Selling techniques
- Presentation techniques
- Rethorical methods
- closing techniques
Comparison of feature selling and benefit selling
Picture
Illustration of closing techniques
Picture
Sales logistics requirements
Picture
Decission-making areas of sales logistics
Picture
Decisions related to warehouse locations for finished goods
Picture
Factors influencing decisions to centralize vertical sales and distribution structure
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Questions related to the horizontal sales and distribution structure
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Important criteria regarding the design of the horizontal sales and distribution structure
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Connections between number of outbound warehouses and costs of distribution
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Inventory policy
Picture
Resulting types of inventory policy
Picture
Criteria regarding the evaluation of inventory policies
Picture
Basics of the model of Harris/wilson
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Model of Harris/wilson
- Procurement costs per ordering period:
- Length of a ordering period:
- Procurement costs per time unit:
- Average stored quantity:
- Average warehousing costs per time unit:
- Costs per time unit:
- Cost minimal order size:
Picture
Cost function in the model of Harris(Wilson)
- C(q)
- hq/2
- kr
- rk/q
- q*
Picture
Example of the model of Harris/wilson
- r=4000
- K=2000
- k=25
- h=0.04
- q*?
Picture
In-house vs. third party rendering of warehouse services
Picture
Consignment and paking & packaging
Picture
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Cartes-fiches
Strategies for resolving conflicts
Picture
Mode of customer contact
Picture
Personal selling
Picture
Four main phases of personal selling
Picture
Main conversation objectives of various types of sales conversation
Picture
Selling techniques
- Presentation techniques
- Rethorical methods
- closing techniques
Comparison of feature selling and benefit selling
Picture
Illustration of closing techniques
Picture
Sales logistics requirements
Picture
Decission-making areas of sales logistics
Picture
Decisions related to warehouse locations for finished goods
Picture
Factors influencing decisions to centralize vertical sales and distribution structure
Picture
Questions related to the horizontal sales and distribution structure
Picture
Important criteria regarding the design of the horizontal sales and distribution structure
Picture
Connections between number of outbound warehouses and costs of distribution
Picture
Inventory policy
Picture
Resulting types of inventory policy
Picture
Criteria regarding the evaluation of inventory policies
Picture
Basics of the model of Harris/wilson
Picture
Model of Harris/wilson
- Procurement costs per ordering period:
- Length of a ordering period:
- Procurement costs per time unit:
- Average stored quantity:
- Average warehousing costs per time unit:
- Costs per time unit:
- Cost minimal order size:
Picture
Cost function in the model of Harris(Wilson)
- C(q)
- hq/2
- kr
- rk/q
- q*
Picture
Example of the model of Harris/wilson
- r=4000
- K=2000
- k=25
- h=0.04
- q*?
Picture
In-house vs. third party rendering of warehouse services
Picture
Consignment and paking & packaging
Picture
