Results 161 to 170 of about 1,192,756 (192)

B2B online sales pushes: Whether, when, and why they enhance sales performance

Production and Operations Management, 2022
AbstractBusiness‐to‐business (B2B) sellers are increasingly transitioning to hybrid sales structures, by augmenting an in‐person field sales force with a direct online channel. During this transition, sellers frequently experience a cold‐start problem, wherein existing customers are either not acquainted with the online channel or unconvinced of its ...
Kanuri, Vamsi K., Habel, Johannes, Chaker, Nawar N., Rangarajan, Deva, Guenzi, Paolo   +4 more
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DuPont Corporation: Sale of Performance Coatings

Darden Business Publishing Cases, 2017
In January 2012, Ellen Kullman, CEO and chairman of DuPont, must decide whether to retain or sell the company's Performance Coatings (DPC) division. This is an introductory case on valuing a leveraged buyout. The case focuses on a publicly listed corporation's decision to divest a large division and asks students to compare the division's value if it ...
Susan J. Chaplinsky, Felicia C. Marston, Brett Merker   +2 more
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Sales Performance Management in KRC

Vision: The Journal of Business Perspective, 2013
The case is about sales force management challenge of the Regional Manager—North of KRC, a tyre manufacturing and marketing company in India. The performance of one of the long serving sales executive Ramandeep is under the scanner. He had been a very good performer in the past, but is unable to give similar level of performance in the increasingly ...
Anirban Basu, Bhavesh Pande, Vinod Kalia, Tanuja Sharma   +3 more
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Problems evaluating sales representative performance?

Industrial Marketing Management, 2003
Abstract Activity-based costing (ABC) offers a way to improve performance evaluation by providing estimates of the cost of satisfying sales terms to which a sales representative may agree, such as number of batches in which an order is produced and number of training hours provided to customer employees.
Victoria Dickinson, John C. Lere
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SALES PERFORMANCE INDICATORS ON MARKETPLACES

Экономика и предпринимательство, 2023
В статье представлены результаты исследования о формировании наиболее важных показателей для оценки эффективности работы предпринимателя на маркетплейсе. Предложенный комплекс показателей дает максимально полную оценку эффективности бизнес-процессов. Результаты анализа могут быть использованы в процессах регулирования предпринимательской активности на ...
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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.
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Predicting successful territory sales performance

Journal of Business and Psychology, 1991
The purpose of this study was to examine the validity of the London HouseSales Professional Assessment Inventory (SPAI) for identifying successful territory managers at a national food distribution company. Forty-seven territory managers with valid SPAI results and usable performance information comprised the sample. Statistical analyses were conducted
Gary M. Behrens, Ronald R. Halverson
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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
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Model Performance Evaluation: Sales Prediction

2020
These days, every organization wants to uplift its revenue as well as profit. There are various departments in an organization including the Production department, IT department, Sales & Marketing department and many more. The work is done in hierarchal order but at the end of the day, one of the main objectives of any organization is to increase sales
Abhishek Singh, Satyajee Srivastava
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Improved Sales Performance Through Effective Sales Training.

"Ireland’s economic success has been unprecedented between the period of 1993 and present. A number of internal and external factors accounted for this success. The economic performance was driven primarily by a relatively small number of foreign based firms who chose Ireland as their European base. Factors such as globalisation, an increasing domestic
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