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SALES FORCE MOTIVATION AND COMPENSATION.

2011-12-22T00:37:00.000-08:00

MOTIVATION • Motivation is derived from a Latin word “Movere” meaning “To Move”. • Motivation is the effort the salesperson makes to complete the various activities of the job. • Includes three dimensions: Intensity, Persistence & Direction. Dimensions of Motivation • Intensity refers to the amount of physical and mental effort the salesperson spends on the given task. • Persistence

Strategic Management[Importance,Characteristics,Process]

2011-12-22T00:07:00.000-08:00

Strategic Management[Importance,Characteristics,Process]What do we mean by strategy? •Action plan for running business and conducting operations•Strategy is all ‘HOW’s:Ø how mgt intends to grow the business?Ø how to build a loyal clientele and outcompete rivals Ø how each function will be operated? ( R & D , SC. P, S. Mktg, D , F and HR)Ø how performance will be boosted? Strategy

Elaboration Likelihood Model( Consumer Behavior)

2011-12-21T23:55:00.000-08:00

Elaboration Likelihood Model( Consumer Behavior)

Perception- Consumer Behavior Context.

2011-12-21T23:49:00.000-08:00

Perception Context to Consumer Behavior.“ WE DON’T SEE THINGS AS THEY ARE, WE SEE THINGS AS WE ARE.” “ The study of perception is concerned with identifying the process through which we interpret and organize sensory information to produce our conscious experience of objects and object relationship.” “

BUYER BEHAVIOR AND POSITIONING. Study Material.

2011-11-17T14:19:00.001-08:00

BUYER BEHAVIOR AND POSITIONING1. Consumer behavior is the study of how individuals, groups and organizations select, buy, use and dispose of goods, services, ideas or experiences to satisfy their needs and wants.Eg. In order to overcome the problem of low involvement of the end customers in the purchase process of steel, Tata Steel launched an

Sampling and Methodes. (Business Research) Study Material.

2011-11-17T14:12:00.000-08:00

Business Research Methods Sampling1. Errors in Sampling— Probability and Non probability Sampling Techniques— Types of Sampling— Sampling – Meaning, Steps in Sampling process—Topics to be covered2. The process of selecting sample for the purpose of research study is called sampling.— A sample is a

Business Research Designs. Study Material.

2011-11-17T14:07:00.000-08:00

Business Research Designs 1. Business Research Design : Exploratory, DescriptiveTopics to be covered & Causal Research: Meaning, various types of experimental designs, types Descriptive Research: Meaning, Types of Descriptive studies, data collection methods Exploratory Research:

Business Research Methods Basics. Study Material.

2011-11-17T13:58:00.000-08:00

1. Business Research Methods Basics. 2. Ethical issues in business research. Limitations of applying scientific methods in business research problems Scientific approach to research in physical and management science Marketing research

Business Research MethodsHypothesis Testing. Study Material.

2011-11-17T13:48:00.000-08:00

Business Research MethodsHypothesis Testing 1. T-test, Z-test, F-test, U-test, Rank- Sum Test, K-W Test. — Parametric and Nonparametric test— Formulation of Hypothesis, Errors in hypothesis testing— Hypothesis : Meaning, Types, characteristics, sourc es.—Topics to be covered2. Hypothesis -

Role of Marketing Research and Research Process. Study Material.

2011-11-17T13:43:00.000-08:00

Role of Marketing Research and Research Process. 1. Steps involved in preparing business research plan/proposal Management problem v/s Research Problem Problem formulation Business Research : An overview – Research processTopics to be covered2. &

Business Research MethodsBusiness Research- Data Analysis. Study Material.

2011-11-17T13:33:00.000-08:00

1. Business Research MethodsBusiness Research- Data Analysis 2. ANOVA – One-way Multivariate Analysis – Factor Analysis, Discriminant Analysis, Cluster Analysis, Conjoint Analysis Statistical Analysis of Business Research:

Business Research Methods and Classification of Data. Study Material.

2011-11-17T13:29:00.000-08:00

1. Business Research Methods Classification of Business Research Data. 2. Measurement Data collection methods – Observations, Survey, Interview and Questionnaire design, Qualitative techniques of data collection. Data

Cluster, Anova Analysis and Research Reports. Study Material.

2011-11-17T13:25:00.000-08:00

1. Business Research MethodsCluster, Anova analysis and Research Reports. 2. Arrange the cluster in a hierarchy. Computing the similarities among the entities. Definition on which the measurement to be made (Eg.

INTERNATIONAL BUSINESS ENVIRONMENT.BASICS . Study Material.

2011-11-17T13:16:00.000-08:00

1. ENVIRONMENTAL EFFECTSo Culture: system of values, norms that are shared among a group of people and that taken together constitute a design for living. (or)o Complex whole which includes knowledge, belief, art, law, custom & other capabilities acquired by man as a member of society.o

Human Resource Management Basics. HRM Study Materials.

2011-11-17T12:52:00.000-08:00

HUMEN RESOURCE MANAGEMENT1. It is the art of procuring, developing and maintaining competent workforce to achieve the goals of the organization in an effective and efficient manner.¢ Human resource management is the process of bringing people and organization so that the goals of each are met. It tries to secure the best from the people by

Job Analysis. HRM Study Materials.

2011-11-17T12:44:00.000-08:00

1. Job Analysis 2. Job responsibilities are obligation to perform certain task and duties. ¨ E.g.( planning, pilot survey, data collection etc.)¨ Duty : is a larger work segment consisting of several task.¨ Task : is a

PERFORMANCE APPRAISAL SYSTEM. HRM Study Material.

2011-11-17T12:37:00.000-08:00

PERFORMANCE APPRAISAL SYSTEM.1. Performance appraisal includes all the procedures used to evaluate personalities, contributions and potential of groups members in a working organization. It is a continuous process to secure information necessary for making correct and objective decision on employment.* Performance appraisal is a systematic

EMPLOYEE SELECTION AND CONDUCTING INTERVIEW. HRM Study Material.

2011-11-17T12:24:00.000-08:00

1. EMPLOYEE SELECTION.2. Selection is the process in which candidates for employment are divided into two classes who are to be offered employment and those who are not. ž Definition :ž Selection is the process of picking individuals ( from the pool of job applicants ) with requisite qualification

Compensation and Salary Administration. HRM Study Material.

2011-11-17T12:17:00.000-08:00

1. Term compensation administration or wage and salary administration denotes the process of managing a companys compensation program. Goals of compensation administration are to design cost effective pay structure that will attract, motivate and retain competent employees in company. ¨ Definition :¨2. &

Human Resource Development Basics. Study Material

2011-11-17T12:07:00.000-08:00

1. Human Resource Development Basics 2. Develop their general capabilities as individuals and discover their inner potentials for own organizational purpose.2. HRD involves :• ways to adjust the individuals to his job and

Human Resource Recruitment Process. Study Material

2011-11-17T11:58:00.000-08:00

1. RECRUITMENT 2. • DEFINATION :• Recruitment is the process of locating and encouraging potential applicants to apply for existing or anticipated job openings.• Attracting a large number of qualified candidates seeking for job• Providing information to unemployed workforce regarding various job options

Most Expected Interview Questions.

2011-11-17T11:50:00.000-08:00

Tell me about yourself. It seems like an easy interview question. Its open ended. I can talk about whatever I want from the birth canal forward. Right?Wrong. What the hiring manager really wants is a quick, two- to three-minute snapshot of who you are and why youre the best candidate for this position.So as you answer this question, talk about what youve done to prepare yourself to be the very

Typical stages of an interview.

2011-11-17T11:41:00.000-08:00

1. Introductory stage. The interviewer will establish rapport and create a relaxed, though businesslike, atmosphere. This is where the interviewer gets the very important first impression of you, based on your initial greeting and introduction, handshake, appearance, and demeanor. There may be some pleasant small talk as you are greeted and escorted to the interview room/location. There might