6.NEED OF ONGOING MANAGEMENT CYCLE( Case Study ) Sidney Greenburg was appointed the position of the director of marketing for a small electronics component manufacturer. The company had its revenues growing at the rate of 20% each year and in 1982, they were at 30 million level The president felt that the growth of the company required serious planning efforts to determining strategies product emphasis and new product development. Mr. Greenburg realising the need to develop the marketing plan developed a suggested format to obtain inputs from his regional sales managers. The format to obtain divided into two parts (a) territory brief for established status of sales activities and (b) territory plan asked for identification of key goals, strategy & resources required to accomplish stated goals. Sales forecast by products was requested for 3 plan Yrs. Tom Rosenfield was the marketing manager for Europe He was previously in the engineering department & was assigned to Europe because of his technical& Foreign language capabilities. He replied to Mr.Greenburg as follows: “While I will complete the forms on the country brief& country plan promptly I have some conceptual problems with them time& time again we have been requested for projected figures I remember putting together a presentation for the Executive Vice-President (VP) & Treasurer last year. Great we educated those guys but what are the results of such formality? The projections have not yielded specific results, resources are used at a minimal level & we are not generating needed sales. So it is my contention that while goals projections& forecasts provide immeasurable guidance for a company with stable sales & developed product lines, for us a fledglings (young) industry, they distract from the job at hand. My plan has always been to hit the market- as hard I am able & I believe this should hold true for all other regional managers. We have large amounts of resources held up in ineffective’ marketing planning efforts such as these need to redirect these efforts to self rather than compile data. We need more people beating the pavement (action) rater than sitting on their desks developing plans& strategies (contemplation) Sell, sell, sell. Get the backing as big as possible. Planning is wasteful. Let us concentrate on aggressive sales & optimize sales volume at any cost. A. What has Mr.Greenburg not done to accomplish his planning tasks? B. Is Mr.Rosenfield right in making his comments in response to Mr. Greenburg’s request? C. Is Mr. Rosenfleld performing his management function. D. What would you do if you were Mr.Rosenfleld’s boss?

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My son has done BA {Hons} in International Hospitality Management from U.K. Scotland now he wants to do MBA from Texas University inUS. I would liketo know which type of visa will be required, fee structure & accomodation facility.

2589

Have you dealt much with insurance companies to resolve issues with unpaid or rejected (denied) claims? : insurance health

567

How will you close croporate deal? tell me the full process?

2430

Suppose you need to conduct a small marketing research study in your neighborhood regarding the purchase and use of detergent powders. What will be your approach in the process?

2893

What Is The Difference Between Net Cash Flow And Net Income?

1103

Under Funds Managment, where a Company can park its idle funds temporarily (like call money market, treasury bills etc.,)to maximise the returns. I need answers elaborating various channels the Conmpany can invest wisely. Any Financial Controller can narrate his experience in managing the funds, which will be very practical for us.

2274

What change management processes have you used to ensure that change is introduced properly?

3424

what is difference between normalization and denormalization. in normalization all tables are normalizad format or not. what r the types of indexes are there. what is difference b/w bitmap,b-tree,unique and function based indexes.

24463

why are U looking for this vacancy

2156

Do you know the role of LIC ADO/AAO?

603

What is the penal interest charged in your bank? Have you ever refunded it?

1113

i want to know step of export of ciramic product ?

1920

What is debtors turnover ratio? What propositions should be kept in mind while working with them?

1042

How can your graduation stream contribute to NABARD?

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