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Perceptions of sales force automation: Differences between sales force and management
Industrial Marketing Management, 2005Abstract Differences between management and salespeople in their perceptions of a new technology can affect the acceptance and implementation of that technology. For sales force automation (SFA) systems, the differences in the perceptions held by management and salespeople toward the SFA can affect the successful adoption and implementation of the ...
Stephan F. Gohmann +3 more
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2015
Part I: Introduction 1. Introduction (Andreas Hinterhuber and Stephan M. Liozu) Part II: Building Key Capabilities 2. Value Quantification-The next challenge for B2B selling (Andreas Hinterhuber) 3. Interview with an Expert: Mr. Todd Snelgrove Chief Value Officer, SKF (Todd Snelgrove) 4. Shedding the Commodity Mind-Set (John E.
Hinterhuber, A., Liozu S.
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Part I: Introduction 1. Introduction (Andreas Hinterhuber and Stephan M. Liozu) Part II: Building Key Capabilities 2. Value Quantification-The next challenge for B2B selling (Andreas Hinterhuber) 3. Interview with an Expert: Mr. Todd Snelgrove Chief Value Officer, SKF (Todd Snelgrove) 4. Shedding the Commodity Mind-Set (John E.
Hinterhuber, A., Liozu S.
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Strategies for sales force management
Journal of the Academy of Marketing Science, 1975Far too few companies with a personal selling force utilize a scientific framework to aid in solving their tactical selling problems. While this approach is used somewhat in other functional areas of the business, personal selling is by-passed. The purpose of this article is to investigate the major decision-making areas a sales manager must act upon ...
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Jointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces
Management Science, 1978In a multiproduct sales force, it has previously been shown that a commission structure based on equal fractions of each product's realized gross margin is jointly optimal if the sales force's goal is to maximize (expected) income and products are independent.
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Improving sales force productivity
Business Horizons, 1975Abstract Increasing the productivity of salesmen is one method for boosting profits. The author discusses field cost ratios, and suggests ways to evaluate and improve sales force effectiveness.
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Sales Force Automation Systems and Sales Force Productivity
Journal of Relationship Marketing, 2007Paul Clark +2 more
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Journal of Personal Selling & Sales Management, 2017
The call for more macro sales force research where the sales force as a whole is the unit of analysis, which was raised in “The Strategic Role of the Sales Force,” is revisited in this article. Technology, consolidation, government policies, the evolution of organizational strategy are dramatically changing the role of the sales force and the daily ...
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The call for more macro sales force research where the sales force as a whole is the unit of analysis, which was raised in “The Strategic Role of the Sales Force,” is revisited in this article. Technology, consolidation, government policies, the evolution of organizational strategy are dramatically changing the role of the sales force and the daily ...
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Ergonomics in Design: The Quarterly of Human Factors Applications, 2011
Research shows that interaction models determine if designs are exploratory or task oriented in structure. When the business objective defines efficiency as the key goal, the intent and structure remain action oriented. In this article, the author establishes that mobile sales force applications need to focus on efficiency to enable field sales staff ...
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Research shows that interaction models determine if designs are exploratory or task oriented in structure. When the business objective defines efficiency as the key goal, the intent and structure remain action oriented. In this article, the author establishes that mobile sales force applications need to focus on efficiency to enable field sales staff ...
openaire +1 more source