Goal-oriented Balancing: a New Model of Contemporary Sales Management
Grounded Theory Review: An International Journal, 2014 This study focuses on the substantive area of sales management and it suggests that the main concern of a sales manager is to reach the sales and economical goals of the sales organization.
Lars-Johan Åge
doaj +1 more source
Relationship Management: a sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force [PDF]
, 2010 Commentators suggest that the business-to-business sales role is changing and evolving into relationship management. Previous research indicates that a relationship management role is very different from ‘traditional' sales, and that it may require a ...
Holt, Sue +2 more
core +1 more source
Sales effort management under all-or-nothing constraint [PDF]
, 2021 We consider a sales effort management problem under an all-or-nothing constraint. The seller will receive no bonus/revenue if the sales volume fails to reach a predetermined sales target at the end of the sales horizon.
Du, Longyuan, Wu, Jiahua, Hu, Ming
core +1 more source
Multi-channel sales strategy as a competitive advantage in wholesale trade
Современная конкуренция, 2020 Relevance. The multi-channel sales strategy involves the simultaneous use of different sales channels by the trading company. This can be wholesale and retail sales, for example, online stores and regular offline stores located in shopping centers and ...
Yu A. Nikulina, G. N. Chernukhina
doaj +1 more source
Design Principles For The Organization Of Sales Of Smart Product Service Systems
Proceedings of the Conference on Production Systems and Logistics, 2023 Industrial companies are moving to a solution driven business by offering smart product service systems (Smart PSS). In addition to an existing portfolio of physical goods and technical services, companies develop new digital services and combine all ...
Schuh, Günther +6 more
doaj +1 more source
Forum Scientiae Oeconomia, 2019 The term ‘blockchain’ describes a technical concept, which records data in a predetermined way on the different systems of all associated users in a cryptographic mode. This procedure is a revolutionary technology for business models in different fields.
Günter Hofbauer, Anita Sangl
doaj +1 more source
The changing role of sales: viewing sales as a strategic, cross-functional process [PDF]
, 2009 Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function in a business- to-business ...
Davies, Iain A. +3 more
core +1 more source
Digital transformation of business-to-business sales: what needs to be unlearned? [PDF]
, 2021 This study aims to offer novel means for rethinking contemporary business-to-business (B2B) sales operations and the assumptions that underlie them in the digital era.
Hautamäki, Pia +2 more
core +1 more source
EFFICIENCY OF THE SYSTEM OF MANAGEMENT OF DISTRIBUTION AND SALE OF PRODUCTS OF A TRADE ENTERPRISE [PDF]
Êvropejsʹkij Vektor Ekonomìčnogo Rozvitku, 2021 The theoretical substantiation of the distribution and sales management system of a trade enterprise is carried out in the article. The role of distribution and sales policy of the enterprise in realization of the purposes and tasks of business ...
Anastasiia D. Mostova +1 more
doaj +1 more source
Sustainability and professional sales: a review and future research agenda
, 2023 Sustainability has become a consideration for every firm operating in today’s business landscape. Scholars are tasked with uncovering bridges and barriers to successfully implement sustainability strategies, and the academic community has largely ...
Gabler, Colin B. +2 more
core +1 more source