CHAPTER 3
RESEARCH DESIGN
3.1 STATEMENT OF THE PROBLEM
Lack of awareness and knowledge among the people on different product ranges of V Guard Company.
3.2 OBJECTIVE OF THE STUDY
There are many products of V guard that many people are unaware of, the moment they hear about V guard the only thing they say is stabilizer. This is something which should take care and ensure that all people know all product range of V guard. The main objective is to spread the fact about different product ranges of V guard among the people.
3.3 SCOPE OF THE STUDY
3.31 CHANNEL DEVELOPMENT
Channels are the means by which company sells products to their customers. Channel strategy helps identify those sales channels and processes that yield the highest …show more content…
Direct channels are too often neglected during channel strategy deliberations. Companies assume they know whether to use or continue to use their direct sales channels, or they assume there is no real opportunity to change course. However, a thorough analysis of both direct and indirect channels based on a number of quality and cost factors can be eye-opening.
Indirect sales channel activities are those conducted by third-party companies with which Company has established a contract with explicit terms and conditions regarding the conduct of business, including, in many cases, quantified sales targets. The following are the commonly used indirect sales channel groups:
Retailers: This group is the most familiar channel. Retailers always sell to users and can vary in size from a corner newsstand to a giant corporation. Retailers typically sell products without modifying or enhancing …show more content…
Characteristics might include:
Reach/coverage: In which geographic areas do the potential members sell? Which market segments do they service? Do they have enough sales representatives and outlets? How effective is their Internet presence?
Sales competence: Do the potential members' salespeople have adequate knowledge and experience with the industry and products? What kind of training and certification does their staff have?
Compensation: What do the potential members expect from the company in terms of pricing, discounts, and other sales incentives?
Advertising/promotions: How well can potential members meet organization’s need to generate visibility in the marketplace? Are they seasoned marketers?
Product enhancement: How capable are the potential members of adding the kinds of product enhancements or services that company require or allow?
Strategic fit characteristics
Organization can use strategic fit characteristics to evaluate how well channel groups or members align with company’s philosophy and outlook. Characteristics might
RESEARCH DESIGN
3.1 STATEMENT OF THE PROBLEM
Lack of awareness and knowledge among the people on different product ranges of V Guard Company.
3.2 OBJECTIVE OF THE STUDY
There are many products of V guard that many people are unaware of, the moment they hear about V guard the only thing they say is stabilizer. This is something which should take care and ensure that all people know all product range of V guard. The main objective is to spread the fact about different product ranges of V guard among the people.
3.3 SCOPE OF THE STUDY
3.31 CHANNEL DEVELOPMENT
Channels are the means by which company sells products to their customers. Channel strategy helps identify those sales channels and processes that yield the highest …show more content…
Direct channels are too often neglected during channel strategy deliberations. Companies assume they know whether to use or continue to use their direct sales channels, or they assume there is no real opportunity to change course. However, a thorough analysis of both direct and indirect channels based on a number of quality and cost factors can be eye-opening.
Indirect sales channel activities are those conducted by third-party companies with which Company has established a contract with explicit terms and conditions regarding the conduct of business, including, in many cases, quantified sales targets. The following are the commonly used indirect sales channel groups:
Retailers: This group is the most familiar channel. Retailers always sell to users and can vary in size from a corner newsstand to a giant corporation. Retailers typically sell products without modifying or enhancing …show more content…
Characteristics might include:
Reach/coverage: In which geographic areas do the potential members sell? Which market segments do they service? Do they have enough sales representatives and outlets? How effective is their Internet presence?
Sales competence: Do the potential members' salespeople have adequate knowledge and experience with the industry and products? What kind of training and certification does their staff have?
Compensation: What do the potential members expect from the company in terms of pricing, discounts, and other sales incentives?
Advertising/promotions: How well can potential members meet organization’s need to generate visibility in the marketplace? Are they seasoned marketers?
Product enhancement: How capable are the potential members of adding the kinds of product enhancements or services that company require or allow?
Strategic fit characteristics
Organization can use strategic fit characteristics to evaluate how well channel groups or members align with company’s philosophy and outlook. Characteristics might