Comsama 2
Sales nummer 2
Sales nummer 2
Fichier Détails
| Cartes-fiches | 24 |
|---|---|
| Langue | Deutsch |
| Catégorie | Gestion d'entreprise |
| Niveau | Université |
| Crée / Actualisé | 03.02.2016 / 03.02.2016 |
| Lien de web |
https://card2brain.ch/box/comsama_2
|
| Intégrer |
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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
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Illustration of closing techniques
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Sales logistics requirements
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Decission-making areas of sales logistics
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Decisions related to warehouse locations for finished goods
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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
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Resulting types of inventory policy
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Criteria regarding the evaluation of inventory policies
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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:
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Cost function in the model of Harris(Wilson)
- C(q)
- hq/2
- kr
- rk/q
- q*
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Example of the model of Harris/wilson
- r=4000
- K=2000
- k=25
- h=0.04
- q*?
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In-house vs. third party rendering of warehouse services
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Consignment and paking & packaging
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