Results 281 to 290 of about 8,756,687 (341)
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International Journal of Research in Marketing, 2021
Why do marketing strategies fail? This persistent question attracts significant attention and resource investments given its associated performance implications.
A. Malshe +3 more
semanticscholar +1 more source
Why do marketing strategies fail? This persistent question attracts significant attention and resource investments given its associated performance implications.
A. Malshe +3 more
semanticscholar +1 more source
Data Technologies and Applications, 2021
PurposeThe rapid development of e-commerce has brought not only great convenience to people but a great challenge to online stores. Phenomenon such as out of stock and slow sales has been common in recent years.
Song Wang, Yang Yang
semanticscholar +1 more source
PurposeThe rapid development of e-commerce has brought not only great convenience to people but a great challenge to online stores. Phenomenon such as out of stock and slow sales has been common in recent years.
Song Wang, Yang Yang
semanticscholar +1 more source
Marketing Management Journal, 2019
Despite the growing importance of social media to B2B sales, not much is known about the processes through which social media use by B2B salespeople translates into sales performance.
Aniefre Eddie Inyang
semanticscholar +1 more source
Despite the growing importance of social media to B2B sales, not much is known about the processes through which social media use by B2B salespeople translates into sales performance.
Aniefre Eddie Inyang
semanticscholar +1 more source
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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Promised delivery time: Implications for retailer's optimal sales channel strategy
Computers & industrial engineering, 2020Incorporating the pros (increased market size) and cons (costs, delivery time, and channel competition) associated with the online channel, this paper investigates whether or not a retailer should establish an online channel alongside its offline ...
Fei Ye, Zefei Xie, Y. Tong, Yina Li
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Employee downsizing and sales internationalization strategy in family firms
The Journal of Family Business Strategy, 2020Employee downsizing is a crucial choice that transcends the firm’s boundaries and has profound social implications. While the topic has been on researchers’ agenda for a long time, literature is still looking for a finer understanding of downsizing in ...
A. Cirillo +3 more
semanticscholar +1 more source
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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Strategies for sales force management
Journal of the Academy of Marketing Science, 1975Far too few companies with a personal selling force utilize a scientific framework to aid in solving their tactical selling problems. While this approach is used somewhat in other functional areas of the business, personal selling is by-passed. The purpose of this article is to investigate the major decision-making areas a sales manager must act upon ...
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Conceptualizing an integrative typology of sales enablement strategy
Journal of Personal Selling & Sales ManagementRecent conceptualizations of sales enablement (SE) provide a foundation for emerging scholarship yet do not capture the vast complexities of developing an SE strategy. SE is not a singular construct.
Scott B. Friend +4 more
semanticscholar +1 more source
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.
openaire +1 more source