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?

0 Answers  

---

3. What purpose does training serve? Explain the ingredients of a good training programme for the employed at various levels.

0 Answers   HGS,

---

What are some ways in which a company can reduce the need of inventories?

0 Answers  

---

Why do you feel that action was necessary?

0 Answers   John Clark Motor Group,

---

As a business analyst, what tools you think are more helpful?

0 Answers   Futures First,

---

How to start IT business web desinging ?

0 Answers  

---

what is the salary of clerk from axis bank ?

0 Answers  

---

Tds Rates?

0 Answers  

---

I was working for a major Bank for five (5) yrs. in NYC as a opertional manager and was sent to India several times to train staff at new location. I fell in love with a member of the staff in India and resigned from my postion in NYC. I have been in India since April,2011 and will be returning in January, 2011 with my partner. What reason do I give for living in India for 10 months with no job?

2 Answers   Bank Of America, Infosys,

---

Explain why the following are classified as fixed assets: Land and buildings delivery trucks office equipment

0 Answers  

---

WHAT IS ASSESSMENT?

0 Answers   Call Centre, Oriental Bank Of Commerce,

---

What are the dynamics specific to businesses

0 Answers  

---