Sales Management

 

 

The major focus of this sales management course is understanding and learning how to identify and apply innovative sales methods so that you can stay in front of the competition. In preparation for the onslaught of information that we’ll expose you to, each student will arrive into the course ready to share a news story about an interesting, impactful sales management technique or company go-to-market strategy that’s been newsworthy in 2022 or 2023. Throughout the course, students will be randomly called upon to share their findings. The presentation should be about an actual event involving sales that demonstrates a success or failure because of an unusual or novel sales approach.

Each student will research and prepare 2-3 slides for a 3 minute current events presentation on any aspect of Sales Management.

At the end of the slides, there should be a slide with at least 3 citations showing where you researched the Information.

 

Sample Solution

Excessive competition from deregulation and universal banking practices can engender insolvency and instability of the industry as banks fall prey to moral hazard, information asymmetry and pursue riskier strategies to mobilise more deposits. World Bank (2014) indicated that with GDP of USD 38.62 billion and population of 26.79 million, Ghana could boast of 29 universal banks whereas Nigeria had GDP of USD 568.5 billion, population of 177.5 million and 22 universal banks. Beck (2008) and Claessens (2009) opined the necessity of restraining competition in the banking system in order to sustain stability since undue competition could result in vulnerability to systemic risk (Allen & Gale, 2004; Carletti & Hartmann, 2003).

The energy crisis that plagues Ghana adversely affects economic growth culminating in increasing operational costs, declining business income and profitability (Adom, 2011; Anane, 2015; Andersen & Dalgaard, 2012; CEPA, 2007). The 2012-2016 energy crisis contributed to decline in real GDP growth rate from 8.8% in 2012, 7.3% in 2013, 4% in 2014 to 3.9% in 2015. Banking industry operating assets dropped to 19% in 2015 from 38% in 2014 (Anane, 2015, PwC, 2016). Rising average inflation rates from 9.1% in 2012, 11.5% in 2013, 15.5% in 2014 to 17.1% in 2015 coupled with depreciation of the cedi and imbalances in other macroeconomic variables impede development of the banking sector. Athanasoglou, Brissimis and Delis (2005), Kosmidou, Pariouras and Tannz (2005), Kutsienyo (2011) and Sibindi and Bimba (2014) documented empirical evidence of GDP growth impacting positively on the banking sector and rising inflation adversely affecting banking sector growth. IMF (2011) reported the possibility of poor asset quality of Ghanaian banks should the macroeconomic imbalanced linger on.

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