Answered: Factors % Contribution Delayed…

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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Table: Factors causing the decline in sales
Factors % Contribution
Delayed deliveries 15%
Lack of delivery personnel 8%
Inaccurate sales orders 25%
Wrong deliveries 32%
Delayed invoicing 6%
Pilferage 7%
Expired items 7%

a. Following the Pareto Principle, what are the vital factors or main contributors to the decline in sales? Show your Pareto Chart and indicate or label the vital factors or contributors to the problem.
Hint: know the vital few %

b. What are the vital factors or vital contributors to the problem?

c. If the sales and marketing manager wants to reduce the impact of vital factors or contributors by 70%, what will be a good GOAL Statement to improve his sales problem?

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