BUS 521 WEEK 6 DISCUSSION - 86307

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  • Posted on: Sun 04 Jan, 2015
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1) "Successful Sales Techniques" Please respond to the following: • Select two well-known retailers (e.g., Wal-Mart, Costco), and analyze and compare their successful sales techniques related to customer identification, sales contact methods, and limited choices. • Assess how well the chosen retailers demonstrate expertise in understanding the market and extra services they provide to customers, such as shipping, installation, and product training or support. Suggest at least three changes that you would make to improve the sales channels and the company business model 2) "Corporate Culture" Please respond to the following: • From the case study, evaluate Sky Factory’s corporate culture in terms of leadership effectiveness, open-book management, management philosophy, and employees’ sense of ownership. Determine three to five challenges that this type of corporate culture typically must consider and address. • Compare and contrast the corporate culture found in Sky Factory with the culture in your organization or an organization with which you are familiar. Suggest at least three ways in which you could adapt the management style of your company to encourage a motivated workforce with an ownership culture NOTE; MORE THAN ONE ANSWER POSTED FOR EACH DISCUSSION AS A BONUS
Solution Description

DISCUSSION 1

 

Select two well-known retailers (e.g., Wal-Mart, Costco), and analyze and compare their successful sales techniques related to customer identification, sales contact methods, and limited choices.

Ross and Marshalls are two well-known retailers in America, and each one of these retailers cater to the same crowd. The items that are sold at both retailers are at discounted prices. At Ross expect to find designer and brand name fashions for men, women, kids and home at everyday savings of 20-60% compared to department and specialty stores. First, their buying teams are located in the fashion centers in the United States – New York and Los Angeles. This allows their buyers to have a pulse on the market and to work closely with manufacturers to negotiate the best possible deals. By focusing on opportunistic buying strategies, Ross is able to offer great savings to you. Marshalls' reputation has been built on offering customers an ever changing selection of brand name family apparel and home fashions at great values every day. The customers have always been and continue to be their top priority and the quality of product they sell to them is important to them. The "compare at" price is the buying staff's estimate of the regular, retail price at which a comparable item in finer catalogs, specialty or department stores may have been sold. They buy products from thousands of vendors worldwide, so the item may not be offered by other retailers at the "compare at" price at any particular time or location. They encourage you to do your own comparison shopping as another way to see what great value they offer. They stand for bringing you and your family exceptional value every day — it's the foundation of the business.

Assess how well the chosen retailers demonstrate expertise in understanding the market and extra services they provide to customers, such as shipping, installation, and product training or support. Suggest at least three changes that you would make to improve the sales channels and the company business model.

Marshall's encourages the employees to have the proper knowledge of it products. At Marshalls, they recognize the value of the many associates and remain committed to recruiting and retaining a talented and diverse workforce that reflects the communities they serve. The associates are also given access to resources that provide training and counseling through the learning and development programs. Marshall's knows its customers require more attention than other retailers, so the company ensures that the employee is well-versed. At Ross, the greatest assets are the people who work in the stores, distribution centers and offices. The associates play an essential role in delivering great value to the customers by finding bargains and keeping costs low to pass unbeatable savings on to their customers. They work hard to provide an environment where the associates can grow, succeed and contribute to the communities where they live and work through the training and development programs.

OR

Select two well-known retailers (e.g., Wal-Mart, Costco), and analyze and compare their successful sales techniques related to customer identification, sales contact methods, and limited choices. 

The two well-known retailers are Burlington Coat Factory and Kohl’s Stores.

Burlington Coat Factory advertises that they have every kind of coat for great prices aiming towards the low to middle income shoppers, and the company uses the winter and being prepared as a way to sales technique that every customer can identify with. They offer competitive prices on all their products for all types of customer and use Facebook to connect with its customers to advise them of the latest fashion trends, offer smart fashion advice, and inform of giveaways and unique happenings around the company’s stores.  They use this strategy for the business to be heard and seen.  This forum also can help with community services such as requests for donated coats to those who are in need which shows that they are using what they specialize in to find ways to recycle and reuse products

Kohl’s targets middle income shoppers by offering low retail prices on higher end brands by optimizing their store structure and limiting staffing to only what is necessary to serve customers.  They also use incorporated cost-effective strategies to buy, distribute, and advertise their merchandise by offering Kohl's Cash that can be used even if the date has expired along with constant sales on products. Kohl’s used loyalty programs to get customers to spend more. Both companies developed a combination of rewards and exclusive deals offered through these programs to identify customers better.

 

Assess how well the chosen retaile

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