Decision Making at General Motors Essay Example | Topics and Well Written Essays - 500 words - 1

Decision Making at General Motors - Essay Example It also acquired poor performing automobile companies like Cadillac, Pontiac, and GMC. The GM extended its acquisition process to Europe where it successfully acquired the Opel (Germany), Holden (Austraila), and Vauxhall (England). The primary reason behind these mergers and acquisitions was to gain market dominance and wage off completion. To markets their car brands, the GM heavily invested in marketing by decentralizing its operations, with each of its founders heading different divisions within the company (Kettering 56). The introducing of price differentiation marketing policy by Sloan marked another milestone for the GM. The pricing policy has taken into account the differences in income of potential customers, thereby ensuring that irrespective of their income levels, clients could afford to buy the GM car brands. Sloan was also responsible for the institutionalization and coordination of proper decentralization systems of the company structure. This move proved effective in ensuring the GM’s central administration body had firm control over its divisional operations, but emphasizing on divisions’ operational independence in line with the goals of the company (Barrar and Roxane 41). The divisions further got divided into sub-groups headed by executives, who are answerable to the GM’s management committee and the CEO. The company also set up policy groups charged with the responsibility of formulating and setting required standards for the GM’s day-to-day managerial oper ations. It is these strategies that made the company very successful. Some of the major challenges in managing multinational and multicultural organizations like the GM entail differences in national orientations and cultural values. For instance, some processes such as manufacturing, engineering, design, human resource, among others were naturally domestic-oriented, therefore varied across the world.  

Marketing case study Essay Example | Topics and Well Written Essays - 500 words

Marketing case study - Essay Example The closing technique used by Frank was appropriate and suitable to the given situation because as he had made strong selling points, Abby showed certain objections and tentative questions (â€Å"Trial Close,† n.d.). It was also because Frank May wanted to steer the conversation in the right track, to know his real prospect (Paterson, 2006). When the time the customer had come up into a decision, the commitment had been obtained (â€Å"Closing techniques,† n.d.). The future close is a closing technique wherein the closing of the transaction could be in a future date, like â€Å"How much time to you need to think about it Abby? †¦ I know you can’t decide right now, what do you think?† Another method is adjournment close, which basically refers to the consideration of time being offered for the prospect to think, like â€Å"Being the senior purchasing director of Moor International, I know this decision is very relevant to you, I’ll give you time to consider about this. Can I count to it?† Conditional close is about giving conditions when objection occurred from the prospect in order to make a purchased of the product/service, like â€Å"The 50% I guess is only an estimation, if I can figure out the exact percentage of site that needs the scanner, will you choose our product?† A. Selling benefits not features – Frank’s performance was unsatisfactory for he was actually selling the features of the company and not the benefits the prospect can get. He said they had built the finest engineering staff over the past 5 years, what’s in it for Moore? He should refer on what the system can do for Moor because the expenditure can be justified by the benefits but not on the function. B. Using trial closes – The performance was good for he successfully performed the trial close technique with Abby. He responded on the objections and immediately closed the conversation. The good performance in using the trial close method made by Frank increased his performance. C.