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Essay / Research Paper Abstract
A 5 page paper evaluating alternatives available to Radio Palermo, an Italian manufacturer of short-wave amateur radios that is well accepted in Europe but has poor sales in the US. The company and its US dealers are at an impasse, with Radio Palermo insisting that dealers train their sales people better and dealers retorting that they are unwilling to give Radio Palermo any more attention than their other 150 vendors. The paper recommends developing a training program for dealers and their salespeople. Bibliography lists 5 sources.
Page Count:
5 pages (~225 words per page)
File: CC6_KSmktgPalRad.rtf
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Unformatted sample text from the term paper:
manufacturer of specialized amateur radio transmitting equipment," believes its lack of success in the United States compared to success in Europe can be traced to dealers lack of knowledge of
how to sell the product. The company and its dealers are at an impasse, with Radio Palermo insisting that dealers train their sales people better and dealers retorting that
they are unwilling to give Radio Palermo any more attention than their other 150 vendors. Available Alternatives 1. Do Nothing Radio Palermo could do
as dealers suggest and merely accept the fact that its products sell much better in Europe than in the US, and do nothing about the situation. 2. Develop a Training Program
The company could develop training programs for dealers and for dealers salespeople. The training program would instruct both groups in product knowledge,
sales techniques and conditions in the industry. It also would include information about competitors products in a totally objective manner, comparing Radio Palermo products on several counts. Before
coming to any specific sales information, however, the training program would provide an overview of the amateur radio industry including its size and what about it attracts dedicated amateur radio
aficionados. 3. Arrange for an Outside Trainer to Develop and Administer a Training Program Some distributors of consumer electronics have begun offering limited training
services to dealers. Their purpose is to sell more product of specific manufacturers, of course, but the benefit is that they can offer new insights that are highly beneficial
(Picirilli, 2002). Another approach is to hire a training company to develop a training program in the manner of any other developing training
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