Results 291 to 300 of about 12,143,329 (350)

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.
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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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Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?

Journal of business research, 2019
Despite its importance in sales, listening is an overlooked concept in research with limited empirical studies examining the construct since the work conducted by Castleberry and Shepherd (1993) and Ramsey and Sohi (1997) .
Omar S. Itani, E. A. Goad, Fernando Jaramillo   +2 more
semanticscholar   +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
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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
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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
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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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Improving B2B sales performance

Strategic Direction, 2021
Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.
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Salesperson regulatory knowledge and sales performance

Journal of business research, 2018
Salesperson knowledge is an important factor leading to sales performance. Extant literature, however, is silent on the impact of a specific sub-dimension of knowledge—namely, regulatory knowledge or a salesperson's understanding of his or her industry's
Mark D. Groza, M. P. Groza
semanticscholar   +1 more source

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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