Results 1 to 10 of about 22,662 (163)
Involving Sales Managers in Sales Force Compensation Design. [PDF]
J Mark Res, 2021 Sales force incentive design often involves significant participation by sales managers in designing the compensation plans of salespeople who report to them. Although sales managers hold valuable territory-level information, they may benefit from misrepresenting that information given their own incentives.
Waiser R.
europepmc +5 more sources
Forced Sales and Farmland Prices [PDF]
Land Economics, 2014 We analyze farmland prices in the German federal state of Brandenburg from 2000 to 2011 with the aim to understand the price formation process in farmland foreclosures. Pressured sales usually result in a price discount due to time constraints; however, the land is sold using public auctions. This may lead to a price premium.
Huttel, Silke +2 more
openaire +6 more sources
Internal Marketing and Sales Force Performance of Beverage Manufacturing Firms in Nigeria [PDF]
International Journal of Management, Accounting and Economics, 2023 This study was designed to investigate the influence of internal marketing on the sales force performance of beverage manufacturing firms in Nigeria. The underpinnings of internal marketing were internal communication and internal training.
Nfawa Usani, Emem Sampson
doaj +1 more source
Identification of the Effect of the Behavioral Components on the Sales Force Performance using the Emotional Intelligence Development Approach (Case Study: Refah Chain Stores) [PDF]
مدیریت بازرگانی, 2022 ObjectiveDespite the significant effect of the behavioral components on the sales force performance, only a few marketing researchers have examined the effect of the behavioral components on the sales force performance using the emotional intelligence ...
Mohammad Reza khoshlafz +3 more
doaj +1 more source
Optimal sales force compensation [PDF]
Journal of Economic Behavior & Organization, 2016 We analyze a dynamic moral-hazard model to derive optimal sales force compensation plans without imposing any ad hoc restrictions on the class of feasible incentive contracts. We explain when the compensation plans that are most common in practice – fixed salaries, quota-based bonuses, commissions, or a combination thereof – are optimal. Fixed salaries
Kräkel, Matthias, Schöttner, Anja
openaire +2 more sources
AUDIT SISTEM INFORMASI SALES FORCE DENGAN MENGGUNAKAN FRAMEWORK COBIT 4.1
JSiI (Jurnal Sistem Informasi), 2021 Abstrak — Penggunaan Teknologi Informasi (TI) atau Sistem Informasi (SI) dalam hal ini System Informasi Sales Force di PT. Pos Indonesia (Persero) dengan tujuan untuk otomatisasi tenaga penjualan dengan sistem penjualan dan pemasaran produk yang ...
Mutia Dwi Rachmaningtyas +2 more
doaj +1 more source
Tec Empresarial, 2016 Resumen La remuneración a la fuerza de ventas es un tema fundamental en las organizaciones comerciales. ¿Qué tipo de incentivos incrementan el esfuerzo del vendedor para lograr las metas de la organización?
Federico Torres Carballo +2 more
doaj +1 more source
Los sistemas de control de la fuerza de ventas (the sales force control systems)
WPOM : Working Papers on Operations Management, 2012 El objetivo de este análisis es estudiar qué sistemas son utilizados para controlar a la fuerza de ventas y cuáles son más adecuados, si aquellos basados en el resultado o los basados en el comportamiento.
María de Miguel Molina, Alejandro Benet
doaj +1 more source
BUILDING AN EFFECTIVE SALES FORCE
Studies and Scientific Researches: Economics Edition, 2016 Building an effective sales force starts with selecting good salespeople, but good salespeople are very difficult to find. The reason for this is that most sales jobs are very demanding and require a great deal from the salesperson.
Ioana Olariu
doaj +1 more source
Teoria e Prática em Administração, 2020 Purpose: Market orientation has an influence on how organizations work to attract, engage and retain customers, however, it is unclear how it influence financial performance.
Graziela Perretto Rodrigues +5 more
doaj +1 more source