Bd purch-pers-mktg
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Transcript of Bd purch-pers-mktg
Responsibilities Of Purchasing
1.Studying the market and keeping itself abreast of condition supplies,prices,price trends and deliveries.
2. Maintaining a complete record of sources of supply of materials supplies,components,equipments,parts,tools,etc.
3.Advising management on the effectiveness of purchasing policies ,and development of new policies.
4. Developing and maintaining an effective buying service.
Purchasing policies1.Hand-to-mouth Buying.
2.Market Purchasing.
3.Purchasing on Long-rouge Contract
4. Hedging
5.Speculative Buying
6.Upstream Buying
Purchasing Practices• Steady-use Items
• Big One-shot Items
• Middle-sized Purchases
• Small Items
• Selection of Vendors
• Purchase Price
• Fair Dealings
• Discounts
• Value Analysis • Gifts
Operating Training
Executive Development
DeterminingOrganisational needs
Planning & DesigningOrganisational Structure
Designing Interpersonal Relationship
Seperation
Promotion
Manpower Planning
Recruitment
Selection
Placement
Induction & Orientation
Transfer
Chief Personnel Executive
OrganisationalPlanning
& DevelopmentStaffing Training Development
Part I
Chief Personnel Executive
Wage & SalaryAdministration
Employee ServicesMotivation
Job Evaluation
Wage & Salary Administration
Incentive Compensation
Performance appraisal
Non-FinancialIncentives
Satisfaction of Social& psychological
needs
Safety
Counseling
Medical
Recreation
Leave, PensionProvident
Fund & Gratuity
Part II
Chief Personnel Executive
Employee Records Labour Relation Personnel Research
CollectionOf data
Analysis of data
Developing Information
For decisions
Grievance Handling
Implementing Labour Laws
Discipline
CollectiveBargaining
Survey
Data Collection
Development ofMore Appropriate
Programmers &policies
Evolution of PersonnelProgrammers
Identification OfNeed & areas of change
Part III
Functions of Personnel management
1.Organizational Planning and Development :
I. Determining Organizational Need.
II. Designing Organizational Structure
III. Designing Interpersonal Relationships.
2.Staffing:
I. Manpower Planning
II. Recruitment
III. Selection
IV. Placement
V. Induction and Orientation.
VI. Transfer
VII. Promotion.
VIII. Separation
3.Training and Executive Development : I. Operative Training
II. Executive Development.
4.Wage and Salary Administration :
I. Job Evolution
II. Wage and Salary Programme.
III. Incentive Compensation.
IV. Performance Appraisal.
.
5.Motivation :
I. Non-Financial Incentives
6. Employee Services :I. Safety
II. Employee Counseling
III. Medical Services
IV. Recreation Canteen and other Welfare Programmes
V. Leave , Provident Fund ,Pension and Gratuity Programmes
7. Employee Record :
8.Labour Relations :
I. Grievance Handling
II. Discipline
III.Compliance with Labour Laws
IV.Collective Bargaining
9.Personnel Research :
MARKETING – Definition - 1948
• The performance of Business activities that direct the flow of goods & services from Producer to the Consumer or User--- American Marketing Association
• It ignores important aspect of marketing ie. To Plan & Produce the goods that Customer wants.
MARKETING - Definition
• Marketing is a Total System of business activities designed to plan,price,promote & distribute want – satisfying goods & services to Present & Potential Customers.
• It has many important implications…
EVOLUTION of MODREN MARKETING
• Evolved over a period of century
• Primitive Society– Based on agriculture & handicrafts– Exchange is very limited– Marketing non-existant
EVOLUTION of MODREN MARKETING
• Early stages of industrialization– Excess of demand over supply– Main function is to move goods from the point of
production to p[oint of consumption– Marketing does not pose a serious problem
• Production takes place on Mass Scale– Production exceeds demand– Mass production needs mass distribution– Marketing assumes important role– Main focus of marketing remains on selling &
distribution
MARKETING EVOLUTION
• Affluent economy– Customer highly sophisticated
– His wants take a specific shape– Customer wants not “a thing” but “ the thing”
• Production Orientation changes to
Sales Orientation changes to
Marketing Orientation
Organisational Structure Of Sales-Oriented Company
General Manager
Finance Personnel Administration
Research Development
Manufacturing Sales
Production Purchasing Product Design Industrial Engineering Advertising
Sales Supervisor
Marketing Research
Salesman Training
Oraganisational Structure Of a Marketing –Oriented Company
General manager
FinancePersonal
Administration Marketing ManufacturingResearch &
Development
ProductionIndustrial
Engineering
Sales:Field Sales
Customer Services,Sales TrainingWareHousing
& Transportation
ServicesMarketing research
Product Planning and Development,
Sales Budgeting,Sales Forecasting,
Advertising Channel,Establishment,
Sales Promotion
MARKETING - IMPORTANCE
• Major revenue earning of organization• Perceptual difference between a Producer
& Customer wrt functional utility, features, service, price etc.
• Communication gap between producer & customer is bridged by Marketing
• Marketing creates place, time & ownership utility
• Very large employment generation
FUNCTIONS OF MARKETING
• Setting Objectives– These objectives are to be driven from overall
Corporate objectives.– Sales target vs Market share– Building a strong Brand Image– Carving a niche in the market– A set of objectives as against one & hence
need for priority
MARKETING MIX
• It is marketing manager’s instrument for attaining his objectives.
• Comprises of – The Product– Product Pricing– Distribution Channels– Promotional Activities
PRODUCT PLANNING & DEVELOPMENT
• Ford’s Model T automobile policy “You can have any colour you want so long as it is black”
IS NO LONGER TRUE
PRODUCT PRICING
• Purpose– Achieve targeted market share
– Prevent Competition– Stabilize market price of Product– Maximize profits– Obtain desired ROI
BUT he has to consider many factors
FACTORS FOR PRICING
• Cost of production• Margins of wholesalers & Retailers• Cost of physical distribution• Other selling expenses• Price of competing brands & substitute products
• Estimated demand & alternative prices• Targeted market share & sales volume• Single pricing policy or variable / Discounts
DISTRIBUTION CHANNELS & PHYSICAL DISTRIBUTION
• Institutional structure for making the product available to the customer at the right place & the right time
• Consists of own company, wholesalers, retailers . Ware housing, transporters. Other Intermediaries
• Selected distribution vs All outlets