Results 151 to 160 of about 8,934,643 (200)

Sales-force performance analytics and optimization

IBM Journal of Research and Development, 2012
We describe a quantitative analytics and optimization methodology designed to improve the efficiency and productivity of the IBM global sales force. This methodology is implemented and deployed via three company-wide initiatives, namely the Growth and Performance (GAP) program, the Territory Optimization Program (TOP), and the Coverage Optimization ...
Moritz Baier, Jorge E. Carballo, Alice J. Chang, Yingdong Lu, Aleksandra Mojsilovic, M. Jonathan Richard, Moninder Singh, Mark S. Squillante, Kush R. Varshney   +8 more
openaire   +1 more source

Sales Technology Orientation, Information Effectiveness, and Sales Performance

Journal of Personal Selling & Sales Management, 2006
Sales managers need a practical means for evaluating returns from investments in sales technology implementations (including sales automation and sales-based customer relationship management systems). This research proposes a behavioral process model approach that can be applied to evaluate sales technology implementations.
Gary K. Hunter, William D. Perreault
openaire   +1 more source

Pharmaceutical sales performance

International Journal of Pharmaceutical and Healthcare Marketing, 2008
PurposeTo date, a general self‐efficacy concept has been the standard model for prediction of sales performance, and there has yet to be a published study that combines the three variables: sales performance, self‐efficacy, and sales communication behaviors.
openaire   +1 more source

International Sale Contracts and Their Performance

2013
Abstract This chapter examines international sale contracts and their performance. In a contract for the sale of goods, the seller and the buyer both take on obligations: the seller, to deliver the goods in accordance with the contract terms; and the buyer, to accept compliant goods and to pay for them. The international sale of goods is
openaire   +1 more source

Performance Congruence and Value Congruence Impact on Sales Force Annual Sales

Journal of the Academy of Marketing Science, 1989
The separate and joint impact of performance congruence (similarity between salespeople and their sales managers) and value congruence on annual sales are investigated in a field study. Two hundred thirty-nine salespeople and their sales managers from several industries participated in the study.
William A. Weeks, Lawrence B. Chonko, Lynn R. Kahle   +2 more
openaire   +1 more source

Improving Our Performance in Sales Training

Journal of Professional Services Marketing, 1988
In a questionnaire developed to determine what stu- dents perceive as the desirable attributes of an effective trainer, stu- dents in a large sample put interest in and enthusiasm for the subject matter above all other factors. Only communication skills ranked close to this quality.
openaire   +1 more source

Impact of CRM on sales Performance for virtual sales professionals

2014
In the last decade firms have implemented technology initiatives for sales professionals that provide access to customer data and enable them to increase workplace efficiency by communicating electronically with their clients and colleagues. Many salespersons work virtually outside the traditional office and technology, in the form of CRM, allows sales
Michael Rodriguez, Frederick Yim
openaire   +1 more source

Psychological Adaptiveness and Sales Performance

Journal of Personal Selling & Sales Management, 1992
The impact of adaptive psychological traits on sales performance is not well understood. In spite of sound theoretical foundations, initial research efforts have yielded inconsistent, inconclusive and generally disappointing results. In this paper, we examine how three adaptiveness traits (self-monitoring, androgyny and intrinsic reward orientation ...
Jerry R. Goolsby, Rosemary R. Lagace, Michael L. Boorom   +2 more
openaire   +1 more source

Sales performance report

2014
The purpose of this report is to provide information on the sales performance of the National Seniors Travel. The travel data from Tramada system (National Seniors Travel) from July 2006 to June 2014 were compiled and analysed in July 2014. The total sales, key markets, commisions received from suppliers and seasonality of sales performances were ...
Sie, Lintje, Gibbons, Cindy
openaire   +1 more source

Impact of Brand on Sales Performance

SSRN Electronic Journal, 2020
This article investigates the impact of branding on sales performance. Different important concepts are analyzed. These include comparison of Self-image with Brand image, Brand Authenticity, Brand Orientation, and Sonic Branding. We investigate how branding impacts the consumer buying process in different buying situations in today’s marketplace where ...
openaire   +1 more source