Similar Search Results

In the Eye of the Beholder: An Analysis of the Relative Value of a Top Sales Rep Across Firms and Products

Godes, David - In: Marketing Science 22 (2003) 2, pp. 161-187

simple. This is shown using a general analytical model of selling in which sales are a joint function of the salesperson …'s skill and the complexity of the selling task. Complexity varies across products and industries. Intuitively, when the … selling task is complex, few salespeople oflevel of ability will be successful with a low-quality product. Therefore, the high …

Persistent link: https://www.econbiz.de/10008787581

Social media and related technology: Drivers of change in managing the contemporary sales force

Moncrief, William C.; Marshall, Greg W.; Rudd, John M. - In: Business Horizons 58 (2015) 1, pp. 45-55

The selling environment has undergone tremendous transformation over the past 2 decades. Perhaps the greatest change … media into their strategies and how the individual salesperson might implement social media into his or her daily selling …

Persistent link: https://www.econbiz.de/10011191156

RISK TRANSFER THROUGH INSURANCE CONTRACT – PART OF BUSINESS RISK MANAGEMENT

Popescu, Doina - In: Theoretical and Applied Economics 11(528)(supplement) (2008) 11(528)(supplement), pp. 134-137

The paper presents the importance of risk transfer through insurance contract for all organizations. The paper explains risk adjustment rules who offer key points for decision making when dealing with risk, but each of them also have limitations. Also, the paper presents risk managerial policies.

Persistent link: https://www.econbiz.de/10005099812

Sales Management and Sales Communication of SMEs

Havlíček, Karel; Roubal, Ondřej - In: European Research Studies Journal XVI (2013) Special Issue on SMEs, pp. 29-42

This article presents an interpretation of sales process management in small and medium size businesses. Sales management is based on the M-C model built on planning, forecasting and thorough controlling. The process model is based on the theory of management, management accounting and human...

Persistent link: https://www.econbiz.de/10010860241

THEORETICAL AND METHODOLOGICAL ASPECTS OF STRATEGIC SALES MANAGEMENT OF ENTERPRISE

HURZHIY N.H. - In: ВІСНИК ЕКОНОМІКИ ТРАНСПОРТУ І … (2014) 3, pp. 159-163

In the article existing approaches to strategic management are analyzed, features and a concept of strategic sales management are defined. Also in the article there is encouraged to use processdesign approach in the implementation of strategic management. Also the principles which should be...

Persistent link: https://www.econbiz.de/10011214285

АНДРЕЕВИЧ, ЛЕОНОВ СЕРГЕЙ - In: ИЗВЕСТИЯ … (2013) 3, pp. 107-109

Раскрыты понятия управленческого процесса сбытовой деятельности и его основные элементы. Выделены предпосылки совершенствования организации управленческого...

Persistent link: https://www.econbiz.de/10011220746

Selling with entrepreneurial spirit: the salles entrepreneur

Dinu, Vasile; Lauren?iu T?chiciu - In: The AMFITEATRU ECONOMIC journal 11 (2009) 25, pp. 21-28

Based on a very rich literature regarding the requirements for successfully selling in nowadays conditions, the present … in an attempt of systematization of choices that an entrepreneurial mindset will do among selling strategies and …

Persistent link: https://www.econbiz.de/10005200658

УПРАВЛЕНИЕ ПРОДАЖАМИ: ИСТОКИ, СУЩНОСТЬ, ПОДХОДЫ

ВЛАДИМИРОВНА, РУДЕНКО ИРИНА - In: Вестник Омского университета. … (2012) 3, pp. 21-25

В статье рассматривается эволюция управления продажами на разных этапах развития рыночной экономики. Представлены точки зрения российских и западных авторов...

Persistent link: https://www.econbiz.de/10011232500

Sales manager training practices in small and large firms

Shepherd, C. David; Gordon, Geoffrey L.; Ridnour, Rick E.; … - In: American Journal of Business 26 (2012) 2, pp. 92-117

Purpose – The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers. Design/methodology/approach – Utilizing a survey approach, data were collected from a sample of sales managers and trainers...

Persistent link: https://www.econbiz.de/10010610935

A Three-Country Study of Unethical Sales Behaviors

Li, Ning; Murphy, William - In: Journal of Business Ethics 111 (2012) 2, pp. 219-235

A major challenge in global sales research is helping managers understand sales ethics across countries. Addressing this challenge, our research investigates whether a few demographic variables and psychographic variables reduce unethical sales behaviors (USBs) in Canada, Mexico, and the USA....

Persistent link: https://www.econbiz.de/10010868317