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Management Decision, 1987
The transition from marketing strategy to selling is seldom smooth. Too often it is left to chance but successful business results depend on effective management of this transition: coherent and consistent policies, and good communications all along the line from marketing executives to field salesmen.
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The transition from marketing strategy to selling is seldom smooth. Too often it is left to chance but successful business results depend on effective management of this transition: coherent and consistent policies, and good communications all along the line from marketing executives to field salesmen.
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1995
Most companies had an organized sales force long before they introduced formal marketing activities of the kind described in this book. In spite of this, sales force management traditionally has been a neglected area of marketing management.
Martin Christopher, Malcolm McDonald
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Most companies had an organized sales force long before they introduced formal marketing activities of the kind described in this book. In spite of this, sales force management traditionally has been a neglected area of marketing management.
Martin Christopher, Malcolm McDonald
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Compensation & Benefits Review, 2015
Sales compensation is of primary concern to both sales employees and sales organization as it is central to their working relationship. Compensation strategy decision regarding pay level (total earnings generated) and pay mix (relative proportion of fixed pay and variable pay) are both vital in sales compensation plan.
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Sales compensation is of primary concern to both sales employees and sales organization as it is central to their working relationship. Compensation strategy decision regarding pay level (total earnings generated) and pay mix (relative proportion of fixed pay and variable pay) are both vital in sales compensation plan.
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Optimal sale strategies in illiquid markets
Mathematical Methods of Operations Research, 2005zbMATH Open Web Interface contents unavailable due to conflicting licenses.
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Foreign sales strategies of multinational enterprises [PDF]
, 2010 The business literature has long recognized the importance of multinationals' distribution networks. The empirical analysis of distribution-oriented FDI has, however, received little attention which is at least partly due to the lack of appropriate data. We outline a slightly modified version of Helpman, Melitz, and Yeaple (2004) that explicitly models
Kleinert, Jörn, Toubal, Farid
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Strategies to Reduce Cigarette Sales
JAMA, 1986CIGARETTES are among the highest taxed consumer products. In the United States, one third of receipts from civilian retail cigarette sales goes to federal, state, and local treasuries in the form of excise or sales tax, and in fiscal year 1984, the federal government's share of $10.1 billion in tax revenue was greater than $4.7 billion.
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COMMERCIAL STRATEGIES IN THE SALE OF CLOTHING
ARACÊThis study analyzes the commercial strategies employed by Mexican entrepreneurs in the sale of clothing imported from China, highlighting factors such as low prices, fashion trends, digital channels, and import costs. Through a mixed approach, structured surveys and interviews with merchants from León and Moroleón were applied.
Tamayo Contreras Porfirio +1 more
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Sales strategy information base
2009Every professional strategy is based on good analysis. The same applies to the sales strategy. The available instruments and tools are similar to those used in the corporate and marketing strategies. The corporate strategy specifies the customers and competitors as part of the definition of the relevant market.
Holger Dannenberg, Dirk Zupancic
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The interrelationship of marketing and sales strategies
2009In the previous chapter we explained how factors relevant to sales should be built into the corporate strategy. The goals for other strategies, e.g. functional, product-relevant or regional, are then derived from the corporate strategy. In practice, we encounter numerous approaches to the interplay of various strategies within the company that are ...
Holger Dannenberg, Dirk Zupancic
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Customers: The Focus of the Sales Strategy
2012This chapter analyzes the pivotal questions that a sales strategy needs to address regarding customers, including: Who are the company’s customers? What are their basic needs? What basic customer benefits does the company provide?
Christian Homburg +2 more
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