Marketing II – Group Assignment
Waters Chromatography Division: US field Sales
Submitted by: Group 5,Section D
ArkayanBagchi (2010PGP063)
Harveer Singh (2010PGP449)
Kaushlendra Singh (2010PGP150)
Krishna Kishore Burugula (2010PGP163)
Loveneesh Solanki (2010PGP170)
RohanWagh (2010PGP311)
Sameer Morey (2010PGP325)
Protagonist
The cases does not give any specific issues to be solved by any specific individual,the detail description of Ray Burnett’s day on job is to apprise the readers of the kind of issues involved in selling the HPLC instruments and related products. It also highlights the concerns of salesman about the targets,
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It sold mainly to Pharmaceutical companies, which was mature market and life sciences/biotechnology, which is a growing market. It targeted analytical, research, clinical and quality control laboratories in these organizations. The customers not only demanded high performance products but were also looking for after sales service and maintenance. There has been an increased sensitivity to price in the market and overall image of Waters in the market is of a high premium product, which is not true for all of the company products, some products are actually more capable and cheaper than competitor’s products. The customer purchase decisions are made on the basis of equipment capabilities, service and support and price.
Issues
The management’s view of the sales issue and field-based perceptions are different. For example, the management believes that the company has kept pace with the business but he market perception is that it has not and still a premium company which only a few can afford. Though there are products, which are priced competitively, but this has not been communicated to the customers adequately.
The sales people were technically equipped to begin with but with the increased competition the sales people hired did not have as much technical expertise as required and these affected the sales. There were training session for new hires but only
Which one of the statements concerning valence bond (VB) and molecular orbital (MO) bond theories is correct?
By selling the Purity II to the box stores, we are gaining market from builders and remodelers. We will be offering a discount to the box stores for buying in bulk. Our sales team will get incentive as well from selling orders to the box stores. Incentive size for the salespeople depends on the quantity sold to the box stores. Retail market sales consist of internet and door to door sales. The door to door sales will be phased out because our team believes this strategy to be old fashioned and could portray a negative outlook on Eco Water as a company. The markets we would like to tap into are more rural territories. These types of markets show more cases of rust, impurities, and contamination in the water. Consumers will also enjoy better-tasting water, coffee, soups, mixed drinks, juices, and beverages.
This marketing plan has been designed after a keen analysis of the market and examinations of the marketing research so as to develop products, which satisfy the market needs. The mission of the company is inspiring others through the brands offered. Secondly, the company has an objective of making a difference in the market through the creation of value centered products. The product being marketed is the Waters Bottling Company’s soft drinks.
This scientific report is about how much mass is lost in metals after being placed in 1 molar hydrochloric acid for 30 minutes. Tin, iron and zinc will be weighed and placed into test tubes which will then be filled with 1 molar hydrochloric acid. After 30 minutes the metals will be taken out and weighed again. It is expected that the more reaction that occurs, the more mass is lost. Tin is a metal and has many uses and is commonly used to coat other metals to prevent them from corroding. An example of this is in tin cans made of tin-coated steel. Iron is another common metal which rusts easily but it is very important as it is used to manufacture steel. Zinc is a metal which is most commonly used to galvanise metals
Will The joy of having less gravity on mars effect the rest of her life? Not only the lack of gravity will be a downside the air there and the weather are hugely important to keep tract of. Jennifer L. Holm Uses Scientific information in her fictional story “Follow The Water”.
This experiment will help students to get familiar with Ion Exchange Chromatography (IEC) which is used mostly to separate unknown mixture of metal ions. Anion and cation are known as two types of IEC. This column chromatography contains two phase such as stationary phase and mobile phase. In this experiment, stationary phase usually is made of organic resin or polymers because these are insoluble in water and barely inert. AG 1-X8 resin is used in this experiment because of their strongly basic anion exchanger. 3M HCl is used as mobile phase in this column chromatography. Cobalt (II) and Copper(II) bounds to different number of Cl- ligands, so they have different affinity to the resin.
The use of 4 P’s, on the other hand, ensures maximizing the resources of the company. When considering price, place, product, and promotion, all aspects of the product/service are considered. Both distributors and customers are emphasized. Equally important, the company’s perspective is taken into account, especially in finding cost-effective ways to make, distribute, and promote products and services. The sales philosophy, which “engages an organization to seek out customers aggressively and persuade them to consume existing offerings,” is part only of the promotion part (Morgan 1996, p.20). This sales philosophy must be combined with cost philosophy, “The only way to improve our profits is to reduce our marketing and production costs,” to safeguard the profitability of products also.
The company is facing some issues with respect to the market sales currently. As said by Myron Rangard, National Sales manager, “retail level competition increased, authentic and high quality products are available in the market”. “ It’s difficult to find the products in South America and the political situation in Africa is causing the problem. The company has to contend with the government as it not allowing exportation due to national significance”. The competitors count has increased to 11 since the past few years. The procurement officer, David Olsen stated that “competitive bidding has caused a decrease in the gross margin and even the bargaining position eroded”.
Chromatography is a separation technique in which the mixture to be separated is dissolved in a solvent and the resulting solution, often called the mobile phase, is then passed through or over another material, the stationary phase. The separation of the original mixture depends on how strongly each component is attracted to the stationary phase. Substances that are attracted strongly to the stationary phase will be retarded and not move alone with the mobile phase. Weakly attracted substances will move more rapidly with the mobile phase.
Customers expect safe and strong products, sold to an affordable and suitable selling price, otherwise they will refuse to buy it. The aim of big companies is to fulfil and exceed customers’ expectations and offer them quality products.
Chromatography Investigation Chromatography is a highly regarded technique used to separate the components of a mixture. It is based on the principle that each component possesses a unique affinity for a stationary phase and a mobile phase. The components that are more inclined to enter the mobile phase will migrate further on the chromatogram and distinguish themselves from the other components. The type of solvent used in chromatography is known to directly affect the separation of the mixture. In this experiment, thin-layer and column chromatography will be utilized to separate the numerous chlorophyll and carotenoid pigments of a spinach extract.
Maureen Frye is an assistant product manager within Quaker’s Titanium Alloys division. Based on her analysis of this division’s sales data she concluded that revenues could be increased if sales staff allocated more time to winning larger accounts (and less to smaller accounts). Having received management
The concept of marketing has evolved over time. Whilst in today’s business world “the customer is king”. In the past this was not the case, some businesses put factors other than the customer first. Product focused companies define themselves by their products. For example Kodak originally defined its self as being in the photo processing business. This definition impact the culture of the company in a way that hamstrings thinking and creates impediments for action. When the shift to digital cam Kodak resisted this because of the impact on its “products photo processing”.
This firm concentrates on the packaging and treating the water for retailing purposes. Firm majorly focuses on the quality of the product, being in packaged drinking industry for 15 years, firm has developed its manufacturing plant with sophisticated technology and plants. With major plants installed in a small space firm teaches on how to use the space effectively and how to create leverage over assets.
Factors that showed evident of growth of sales training for Malaysian Banking industry was to the result of: Professional training body to improve the skills of their employees or realization and importance of the role played by sales professional in the banking industry.