Relevant bibliographies by topics / Sales Development

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Sales Development'

Author: Grafiati
Published: 4 June 2021
Last updated: 5 February 2022

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Journal articles on the topic "Sales Development"

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Gorelova, Tamara. "Social networks: dynamic development sales channel." Journal of Modern Competition 14, no. 77 (May 6, 2020): 86–96. http://dx.doi.org/10.37791/1993-7598-2020-14-1-86-96.

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Belz, Christian. "Mit Sales Development den Verkauf professionalisieren." Sales Management Review 26, no. 1 (February 2017): 74–82. http://dx.doi.org/10.1007/s35141-017-0001-8.

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Iyanda, Olukunle, Edward E. Marandu, and Mbaki A. Chamme. "Trade Fair or Sales Fair." Journal of African Business 6, no. 1-2 (December 6, 2005): 53–72. http://dx.doi.org/10.1300/j156v06n01_04.

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Khasis, L. "Turning Points in Russian Retail Development." Voprosy Ekonomiki, no. 6 (June 20, 2006): 136–44. http://dx.doi.org/10.32609/0042-8736-2006-6-136-144.

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The article analyses the development of Russian retail networks. Special attention is paid to key issues to win position on the local commercial market, where sales entities set up networks of various complexity. Generalizing the experience of performance of main sales networks on the Russian market, the article points out strengthening of the competitive activity and sets up key trends to improve their functioning. There is It gives trend forecast for expansion of sales networks in Russian regions.
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Haratua, Justin A., Andree E. Widjaja, Kusno Prasetya, and Hery Hery. "Web-Based Inventory Application Development for PT. Palugada Indonesia." IJNMT (International Journal of New Media Technology) 8, no. 1 (June 28, 2021): 70–78. http://dx.doi.org/10.31937/ijnmt.v8i1.2063.

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PT. Palugada Indonesia still records their transactions and inventory of goods in traditional ways, which could result in some errors caused primarily by human interventions. The aim of this research is to assist PT. Palugada Indonesia to control their inventory through an information system. Specifically, a web-based application that can process product data, supplier data, customer data, user data and transaction data was purposefully developed in this study. In addition, the developed application has notification and sales forecast features. These features are expected to further assist PT. Palugada Indonesia to control their inventory optimally. Moreover, the application also has some other useful features, for instance in displaying more informative data, by bringing up sales forecasts and notifications. The developed application was modeled using UML diagram 2.0 and developed using HTML, PHP, and MySQL database. Index Terms—inventory; web-based application; saels forecast; PT. Palugada Indonesia
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Delima, Rosa, Halim Budi Santoso, Gerry Herbiyan Aditya, Joko Purwadi, and Argo Wibowo. "Development of Sales Modules for Agricultural E-Commerce Using Dynamic System Development Method." International Journal of New Media Technology 5, no. 2 (March 19, 2019): 95–103. http://dx.doi.org/10.31937/ijnmt.v5i2.915.

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E-Commerce is a process model of selling and buying goods using information and communication technology. This business model offers a broad market for products owned by the seller. However this sales model is not yet common for agricultural products. Most of the process of buying and selling agricultural products is still done conventionally. The lack of agricultural e-commerce sites is the main reason for the research conducted. This research will develop an agricultural e-commerce system. This system has two main modules that are sales module and purchasing module. This article specifically develops sales modules for agricultural e-commerce. In the development of modules applied Dynamic System Development Method. The used of this model is based on characteristic of the project which have limited number of development team and short development time. The development stages consist of pre-project, feasibility study, business study, functional model iteration, and design and build iteration. In this study a prototype has been produced for the sales module on agricultural e-commerce that is being developed
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Schmitz, Christian, Janina-Vanessa Schneider, Jan Helge Guba, Michael Ahlers, and Jan Wieseke. "Development and Analysis of a Sales-Based Leading Indicator for Economic Developments." Marketing ZFP 43, no. 1-2 (2021): 54–66. http://dx.doi.org/10.15358/0344-1369-2021-1-2-54.

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As official statistics concerning macroeconomic changes are often presented with delay, economic barometers with the ability to forecast developments have a high relevance for managerial and political decision makers. Despite the sales function being frequently named as one central source of information for business forecasts, it is often neglected in this context. The aim of this paper is the development of a sales-based leading indicator using a first empirical validation with a sample of 3,584 respondents over a period of 15 quarters (2017-2020). Through an explorative study, the authors demonstrate that this indicator has the capacity make predictions about GDP developments. The paper provides first results showing specific circumstances under which the forecast is stronger. This paper offers an alternative perspective for the development of a leading indicator, therefore provides an important addition to this research field. It shows that sales executives are important to be considered in this context.
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Munshi, M. M., and Sanjay Hanji. "A Multidimensional Subjective Scale Development for Measuring Sales Performance of Retail Sales Personnel." IOSR Journal of Business and Management 16, no. 4 (2014): 39–47. http://dx.doi.org/10.9790/487x-16443947.

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Kurniawan, B., and R. Riyanto. "Development of E-Commerce in Smartphone Sales." IOP Conference Series: Materials Science and Engineering 662 (November 20, 2019): 032041. http://dx.doi.org/10.1088/1757-899x/662/3/032041.

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Lewis, Sarah, Jonathan Passmore, and Stefan Cantore. "Using appreciative inquiry in sales team development." Industrial and Commercial Training 40, no. 4 (June 13, 2008): 175–80. http://dx.doi.org/10.1108/00197850810876217.

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Dissertations / Theses on the topic "Sales Development"

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Boström, Axel. "Improving Sales: Benifits of API Development." Thesis, Uppsala universitet, Institutionen för informationsteknologi, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-363050.

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Morelli, Gabriel. "Organisational capabilities for enhancing the sales quotas development process outcomes for pharmaceutical sales forces." Thesis, Cranfield University, 2009. http://hdl.handle.net/1826/4410.

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The improvement of the sales quotas development process in Spanish pharmaceutical organisations is challenging as the market environment becomes dramatically complex. Setting sales quotas has always been difficult, exemplified by the difficulties in quantifying future sales by sales territory. Extensive research has been conducted and several conceptual models created to facilitate the process of developing sales quotas. Effective management of this process has proved problematic mainly due to difficulties in estimating future sales by territory, the complexity of the systems utilised in the process, the granularity of the data required and the lack of attention to implementation issues. Therefore, determining organisational capabilities that facilitate developing an effective sales quotas process is paramount. This study uses goal setting theory to understand organisational capabilities for the sales quota development process. A sales quota development process for a mid-sized pharmaceutical organisation was examined in terms of activities, which satisfied stakeholders’ expectations. Based on empirical data organisational capabilities were identified and prioritised. Goal setting theory is advanced through the development of the SQD Model that includes a set of sixteen organisational capabilities that are critical for developing an effective sales quotas process for pharmaceutical organisations. This study created the SQP Maturity Framework, a diagnostic tool that allows organisations to assess their sales quota development process and understand which capabilities to acquire or further develop to improve the process. Differences by organisational contexts are highlighted. The focus of this research is the pharmaceutical sector in Spain. The organisational capabilities uncovered and assessed will be relevant to these and other sectors that rely on sales forces. Areas for future research include the replication of this study in different geographies and sectors focusing on identifying more organisational capabilities and routines that facilitate moving organisations towards an optimised level of maturity.
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Nguyen, Carlin A. "Essays on Sales Coaching." Scholar Commons, 2017. http://scholarcommons.usf.edu/etd/6917.

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In general, scholars and practitioners agree that sales coaching enhances sales performance. Sales firms continue to invest billions of dollars towards coaching endeavors. However, despite the positive benefits of sales coaching, the fact is that most sales coaches are ineffective. In three essays, this dissertation aims to offer insight that will help companies and coaching programs improve the effectiveness of their sales coaches. The first essay explores the sales coaching process and how it is affected by factors related to the sales manager (coach) and the salesperson (coachee). Using in-depth interviews, we identified various skills, behaviors, and abilities that reflect the overall effectiveness of the sales manager as a coach, as well as gained a better understanding of how effective sales coach indirectly affects a salesperson’s performance. We also identified different behaviors, preferences, and characteristics related to the salesperson that affect the sales coaching process. The second essay is focused on the development and validation of a sales coaching effectiveness scale (SCES). We identified, measured and validated a three-factor, 16-item scale that reflect dimensions of effective sales coaches: involvement, rapport, and adaptability. The SCES scale is distinguished from previous coaching scales that were designed and validated in non-coaching contexts. The SCES scale offers benefits to practitioners and academics. The third essay is focused on measuring how effective sales coaches affect sales performance. Drawing on self-determination theory, we proposed a dual-process model in which effective sales coaches influence performance through motivation and through sales development. One, the results suggested that effective sales coaches intrinsically (versus extrinsically) motivate salespeople to exert extra effort towards selling, which increases their overall sales performance. Two, the results suggested that effective sales coaches enhance the selling confidence among salespeople, which allows them to adapt their selling behaviors to various selling situations and buyers, thus increasing their overall sales performance.
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Vouldis, Angelos. "Development and implementation issues for managing sales performance." Thesis, Middlesex University, 2012. http://eprints.mdx.ac.uk/11877/.

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The research project concentrates on the issues which a host organisation faces, in developing and implementing an efficient and cost-effective conceptual framework for measuring and managing sales performance in the automotive retail sector. Sales performance is a critical and main issue for an organisation in order to achieve its strategic objectives, by translating the results into action and monitoring the process. Due to the global financial crisis, organisations experience an economic downturn. This makes the use of a standard framework which can support their derived action plans of vital importance. This framework would aim to offer a holistic view of the sales performance with accurate results. A review of the literature provided extensive information and analysis of the different models and frameworks that could be identified and used in performance measurement literature. In addition, it provided an evaluation of the existing documentary and practices of the host organisation regarding performance measurement. As, a result, the needs for the development of an improved framework were identified. The proposed methodology was based on the integration of three frameworks, namely the SWOT Analysis, Balanced Score Card and Internal procedures as part of a performance management system. The research indicated that it is essential to synthesise and extend the existing models and frameworks with the aim to produce the most suitable conceptual framework based on the size, kind, and available resources of the organisation. Through qualitative and quantitative analysis, this project provides evidence, which indicates the successful application of measuring and managing sales performance techniques through the use of reports, training communication capabilities and presentation skills. It creates a new political and organisational challenge for the staff of the organisation, which in its turn had to learn to interact fast and effectively in order to achieve their targets. It considers the external and internal influences impacting on a sales organisation and how the management team and staff can offer an actively sought process to monitor business performance on an on-going basis and to generate recommendations for changes. The research indicates that the proposed framework connects the measurement results with the derived action plans following a continuing improvement approach. The project has not only a theoretical approach but it also focuses on the implementation process. The proposed framework was developed in the host organisation with a step by step methodology establishing a reporting analysis tool. It concludes by the realisation that specific processes are required to implement the sales performance reporting analysis tool.
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Derks, Wouter W. C. "Enhanced exception handling in sales order processing workflows." Thesis, Loughborough University, 2003. https://dspace.lboro.ac.uk/2134/34298.

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In a general study of the literature eleven main areas of research were considered relevant to workflow management and its application in the domain of Sales Order Processing (SOP). It was concluded that exception handling may provide a unifying focus on the dynamic behaviour of workflow systems. Indeed this initial study revealed that current workflow approaches: (1) will overly constrain sales order processors as they seek to handle exceptions by imposing unrealistic and thus rigid ways of working onto their end-users; (2) do not support the needs of workflow system developers very well, since their workflow specifications are time-consuming to develop and maintain and are difficult to verify. Having made these observations this study conducted a detailed literature study and identified three main classes of workflow approaches, namely: traditional workflow approaches (i.e. SADT/IDEF0, Grai Nets, IDEF3, IEM and ClMOSA), ECA workflow approaches (i.e. WIDE and Rapide) and transactional workflow approaches (i.e. Sagas, ConTracts, and Partial Rollbacks). Subsequently it was decided to study specific properties of sales order processing exceptions and their effects.
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Petersen, Candace. "Salesforce Involvement in New Product Predevelopment Activities of High Technology Firms." PDXScholar, 1996. https://pdxscholar.library.pdx.edu/open_access_etds/1153.

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The strongest correlate of new product success is understanding of market requirements early in the new product development (NPD) process. This is true in high technology environments where rapid change and chaotic market conditions prevail. Although a firm's salesforce is viewed as one of many sources of new product ideas and market information, the involvement of salespeople in NPD activities varies widely across firms. This study examines salesforce involvement in a firm's NPD predevelopment activities, i.e. idea generation and screening, preliminary market assessment, and concept evaluation. Because of the limits of existing research in this area, a two-phase research design was used. The first phase developed a scale for measuring salesforce involvement in NPD predevelopment activities. This scale was incorporated into a study model. The second phase tested the study model, a linkage of salesperson involvement level to organization and individual salesperson attributes. The scale-development sample consisted of 136 sales professionals. The resulting scale was a nineteen item, multi-dimensional measure incorporating three factors of involvement: involvement initiated by the salesperson, involvement initiated by NPD-Organization, and a salesperson's cognitive interest in NPD involvement. In the second phase of the study, a sample of 248 salespeople from nineteen companies completed self-administered written surveys. At the organization attribute level, the length of the NPD cycle was significantly associated with involvement subscale measures. In particular, the longer a firm's NPD cycle for product improvements, the less involvement the salesforce has in NPD-headquarters initiated involvement activities. A similar significant relationship exists between a firm's new product cycle time and the level of involvement in salesforce-initiated NPD predevelopment activities. At the study model's salesperson level, a series of factors were associated to NPD team-initiated and salesforce-initiated involvement subscales. These factors are a salesperson's: customer orientation, location distance from NPD, level of feedback from NPD, membership on NPD teams, knowledge of where to send NPD-related information, and belief that information communicated to NPD will be appropriately used. Study findings suggest that organizations can affect the degree of involvement that their salesforce or individual salespeople has in early phases of NPD.
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Rylander, David H. "The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model." Thesis, University of North Texas, 2001. https://digital.library.unt.edu/ark:/67531/metadc2872/.

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Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists concerning turnover of employees and determinants of employee performance, more empirical study specific to the sales force as a research population is needed to assess the nature of turnover and performance. Because the bulk of salesperson turnover occurs in early employment, particular attention needs to be devoted to the cognitive process of newcomers to the sales force. The present work examines expectation-based and perception-oriented models of performance and retention for sales force new hires. Interests of this investigation focus on the initial expectations of newly hired sales representatives and on how the degree of fulfillment of these expectations relates to subsequent performance and retention behavior. Extant research suggests that the degree to which expectations are met positively influences mediating variables such as job satisfaction and organizational commitment, and indirectly influences outcomes such as job performance and retention of newcomers. Alternatively, some researchers contend that these results are due to improper measurement of met expectations. A longitudinal research design and alternative measurement methods are employed here to better assess the role of met/unmet expectations. The proposed study is based on theoretical research from a variety of academic disciplines, and the results of the study will have multi-disciplinary implications. Contributions include: (a) replication and extension of theoretical research concerning processes leading to performance and retention of sales force newcomers, (b) a thorough examination of met expectations as a precursor to early sales force outcomes, and (c) methodological advances in the measurement of met expectations.
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Pedersen, Denise K. "The design and development of Creative Vacations sales manager reference manuals." Online version, 2003. http://www.uwstout.edu/lib/thesis/2003/2003pedersend.pdf.

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Turnbull, Sarah. "The creative development process within U.K. advertising agencies : an exploratory study." Thesis, University of Portsmouth, 2011. https://researchportal.port.ac.uk/portal/en/theses/the-creative-development-process-within-uk-advertising-agencies(23c46a18-e95b-47fa-a26b-fbb09e095905).html.

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Whilst advertising creativity has received attention in the past, the process of advertising creative development has attracted less attention and to date only a limited number of studies have examined this area. Moreover, there is limited empirical evidence on the process within advertising agencies themselves. The aim of this study was to explore the creative development process within advertising agencies and provide evidence of the contextual factors which influence the process. Semi-structured interviews were conducted with 21 advertising agency account management personnel from London based advertising agencies to explore their experience of the advertising creative development process. The results provide evidence that whilst a high degree of customisation takes place, a number of generic stages exist within the creative development process and the study identified a number of previously unreported stages. In addition to the process stages, the study provides evidence of the influence that the client-agency relationship, the provision of resources, the nature of the advertising task and the nature of creativity itself has on the creative development process. The study concludes that the process of creative development within advertising agencies is influenced by a number of factors, including the length, style and stage of the client-ad agency relationship, the level of client involvement, client-ad agency conflict, the provision of resources, the nature of the advertising task and creativity. It was also concluded that strong social bonds do not exist between clients and their agencies. Whilst the small sample size limits the generalisability of the findings, the study makes a valuable theoretical contribution in the area and will benefit researchers and others study advertising processes. In addition, the study offers advertising practitioners, both within the U.K. and in other markets, the opportunity to appraise current practice. The study contributes to both our knowledge of the creative development process and the contextual factors which influence the process and also to our understanding of business-to-business relationships. The study identifies a number of areas that warrant further research and provides a framework of the creative development process which it is hoped will be used as a basis for further examination and qualification.
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Fahmi, Laila. "PROFESSIONAL DEVELOPMENT OF SALES ENGINEERS IN THE AREA OF REACTOR TECHNOLOGY PRODUCTS." Thesis, KTH, Skolan för teknikvetenskap (SCI), 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-107171.

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Today much of a company’s competitive edge lies in the knowledge and competence found within the company. Technology and products are becoming increasingly complex meaning that the way knowledge is created and managed is extremely important. The Reactor Technology department at Alfa Laval launched the first of their continuous flow microreactors: ART® Plate Reactors in 2007. The product differs from other more well-known Alfa Laval products, and sales engineers have the task of promoting and selling these reactors to customers around the world. How can sales engineers gain the knowledge and competence necessary for promoting and selling the reactors? What challenges exist and what additional sales and marketing tools are required for this task? A literature study of microreactors, knowledge management and adult learning was conducted. Furthermore semi-structured interviews with Alfa Laval staff, sales engineers and customers were carried out to identify existing needs and what was expected of the sales engineers. The role of the sales engineers was described as presenting and promoting the product to the customer, answering initial customer questions and being able to identify if a customer process is applicable to the plate reactors. The challenges described by sales engineers and the Alfa Laval reactor technology department included knowing which customer segments to focus on and being able to persuade customers of the advantages with continuous flow reactors. To meet the need of both explicit and tacit nature of knowledge a two day educational course and collaboration site was proposed. The course allows for knowledge conversion involving tacit knowledge through socialization, externalization and internalization. The following is to be addressed in the course: background to reactor development, introduction to market, product presentation, customer segments, competing technologies and the sales process. The collaboration site allows for the conversion and creation of knowledge of a more explicit nature, acting as a complement to the course. Literature of adult learners showed that important factors to consider when working with adult learners is the need to understand the reason for learning and that it has a close link to their task. Additionally their previous experience is an important asset for the learning process. Amongst other things the sale engineers will therefore have the opportunity to hear experienced sales engineers share customer stories and discuss this together during the course. The belief is that the combination of a training course and collaboration site will help extend the learning experience. It is advised that follow up meeting between sales engineers occurs, allowing them to discuss their learning experience after meeting customers. The results from this report can assist in adult education in general and education courses in companies in particular. Key words: microreactor technology, continuous processes, knowledge management, adult learning, professional development, learning within organizations, professional development
Idag ligger mycket av ett företags konkurrenskraft i den kunskap och kompetens som anställda på företaget besitter. Teknik och produkter blir alltmer komplexa vilket innebär att det sätt som kunskap skapas och hanteras på är viktigt. Reaktor teknologi avdelningen på Alfa Laval lanserade sina kontinuerliga flödens mikroreaktorer ART ® Plate Reactors under 2007. Produkten skiljer sig från andra mer välkända Alfa Laval produkter och säljare har i uppgift att marknadsföra och sälja dessa reaktorer till kunder runt om i världen. Hur får de den kunskap och kompetens som krävs för att marknadsföra reaktorerna? Vilka ytterligare utmaningar eller försäljnings-och marknadsföringsverktyg krävs för denna uppgift? En litteraturstudie av mikroreaktorer, kunskapshantering och vuxenutbildning genomfördes. Dessutom intervjuades anställda på avdelningen, säljare samt kunder för att identifiera vilka behoven var och vad som förväntades av en säljare. Säljarnas roll beskrivs anses vara; att presentera och marknadsföra produkten till kunden, besvara kundernas initiala frågor och kunna identifiera om kundens process är lämplig för reaktorn. De utmaningar som beskrevs av säljarna samt anställda på avdelningen var bland annat att veta vilka kundsegment de skulle fokusera på samt hur att övertyga kunder om fördelarna med kontinuerligt flödes reaktorer. Både explicit (uttalad) och implicit (tyst) kunskap behövs för säljarnas uppdrag. Det förslogs därför att ha en två dagars kurs som kompletteras av en samarbetsplattform. Kursen möjliggör för överförandet och skapandet av implicit kunskap genom socialisering, externalisering och internalisering. Följande skulle tas upp i kursen: bakgrunden till reaktor utvecklingen, introduktion till marknaden, produktpresentation, kundsegment, konkurrerande teknik och säljprocessen. Samarbetsplattformen möjliggör överförandet och skapandet av explicit kunskap. För vuxna studenter är det viktigt att innehållet har en nära koppling till deras livssituation. Dessutom är deras tidigare erfarenheter en viktig resurs för inlärningsprocessen. Säljarna kommer därför bland annat ha möjlighet att höra erfarna säljare berätta om tidigare kundmöten och kommer sedan kunna diskutera dessa. Fortsatt lärande kommer ske genom kommunikation och möten med kunden, därför rekommenderas ett uppföljningsmöte mellan säljarna. Slutsatserna från denna rapport kan hjälpa vid vuxenutbildning i allmänhet och utbildnings kurser i företag i synnerhet. Nyckelord: mikroreaktorer, kontinuerliga processor, kunskapshantering, vuxen pedagogik, lärande inom organisationer, professionell utveckling
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Books on the topic "Sales Development"

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Board, Milk Marketing. Sales development report. Thames Ditton: Milk Marketing Board, 1989.

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Cook, Thomas A. Mastering Global Business Development and Sales Management. First edition. | Boca Raton, FL : CRC Press, 2020. | Series:: CRC Press, 2020. http://dx.doi.org/10.4324/9780429272370.

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Sales analytics guide: Sales development and category management practices for enhancing business performance. [Philadelphia?]: Xlibris, 2009.

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York, New York (State) Office of the State Deputy Comptroller for the City of New. New York City Public Development Corporation land sales program. [New York, N.Y: Office of the State Deputy Comptroller, 1991.

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Vaid, Davinder K. Management perspective on sales force development: An Indian experience. Delhi, India: Commonwealth Publishers, 1987.

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Wilkie, G. R. Y. Development of a sales channel strategy for Royal Mail. Oxford: Oxford Brookes University, 1995.

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Due, John Fitzgerald. The development, forms, and yields of state sales taxes. [Urbana, Ill.]: College of Commerce and Business Administration, University of Illinois at Urbana-Champaign, 1993.

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Pam, Claretta T. How to increase sales using YouTube. Roxbury: Innovative Publishers Inc., 2014.

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Pam, Claretta T. How to increase sales using Facebook. Boston, MA: Innovative Publishers Inc., 2014.

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1945-, Cole Larry, ed. 97 things to take your sales career to the next level. Nashville, TN: Turner Pub. Co., 2010.

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Book chapters on the topic "Sales Development"

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Cuevas, Javier Marcos, Bill Donaldson, and Régis Lemmens. "Sales Training and Development." In Sales Management, 215–35. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_12.

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Rogers, Beth. "Sales and Business Development." In The Marketing Century, 95–114. Hoboken, NJ, USA: John Wiley & Sons, Inc., 2015. http://dx.doi.org/10.1002/9781119208501.ch5.

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Dannenberg, Holger, and Dirk Zupancic. "Development of successful sales strategies." In Excellence in Sales, 59–71. Wiesbaden: Gabler, 2009. http://dx.doi.org/10.1007/978-3-8349-8782-2_5.

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Cuevas, Javier Marcos, Bill Donaldson, and Régis Lemmens. "The Role of Selling and its Development in the Knowledge Economy." In Sales Management, 3–18. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_1.

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Cook, Thomas A. "Sales Skill Sets." In Mastering Global Business Development and Sales Management, 79–122. First edition. | Boca Raton, FL : CRC Press, 2020. | Series:: CRC Press, 2020. http://dx.doi.org/10.4324/9780429272370-4.

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Cook, Thomas A. "Sales Management 101." In Mastering Global Business Development and Sales Management, 123–45. First edition. | Boca Raton, FL : CRC Press, 2020. | Series:: CRC Press, 2020. http://dx.doi.org/10.4324/9780429272370-5.

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Gomez Macfarland, Hector. "B-To-B Sales Approaches." In International Business Development, 177–95. Wiesbaden: Springer Fachmedien Wiesbaden, 2021. http://dx.doi.org/10.1007/978-3-658-33221-1_10.

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Belz, Christian, You-Cheong Lee, Matthias Huckemann, and Michael Weibel. "Sales Excellence Development – Sparten- und länderübergreifende Verkaufsentwicklung." In Edition Sales Excellence, 337–54. Wiesbaden: Springer Fachmedien Wiesbaden, 2020. http://dx.doi.org/10.1007/978-3-658-26727-8_15.

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Cook, Thomas A. "Best Practices in Sales, Sales Management, and Business Development." In Mastering Global Business Development and Sales Management, 197–229. First edition. | Boca Raton, FL : CRC Press, 2020. | Series:: CRC Press, 2020. http://dx.doi.org/10.4324/9780429272370-8.

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Chowdhury, Rashed A. "Proposal Development and Sales Pipelines." In Building a Salesforce-Powered Front Office, 193–99. Berkeley, CA: Apress, 2021. http://dx.doi.org/10.1007/978-1-4842-6676-2_10.

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Conference papers on the topic "Sales Development"

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Mađarac, Sandra Mrvica, Marko Eljuga, and Zvonimir Filipović. "THE IMPACT OF THE PANDEMIC CRISIS ON SALES BUSINESSES – CASE STUDIES." In 6th International Scientific Conference ERAZ - Knowledge Based Sustainable Development. Association of Economists and Managers of the Balkans, Belgrade, Serbia, 2020. http://dx.doi.org/10.31410/eraz.2020.21.

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The entire world is facing with the impact and consequences of the COVID 19 pandemic, what is reflected in various spheres of social life. In the conditions of the crisis management, companies are forced to adapt to the new situation in order to survive on the market. Sales companies have had to make changes in their former business; namely in their organization, logistics, retail supply channels that are now oriented towards the online sales without contact when delivering to customers. The Civil Protection Headquarters of the Republic of Croatia has brought a Decision by which are regulated the working hours and the method of work in the trade business during the Coronavirus epidemic, according to which it is obligatory for all stores to organize their work in compliance with general anti-epidemic measures and special recommendations of the Croatian Institute of Public Health. In the paper are listed and analyzed changes in the sales operations of the two companies due to the pandemic crisis; one company deals with the sale of agricultural machinery and the other with the sale of food products.
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Uetake, Toshifumi, Xin Ma, Mitsuyoshi Horikawa, Takeo Takeno, and Mitsumasa Sugawara. "Development of sales management support system for agricultural produce using sales forecasting model." In Industrial Engineering (CIE-40). IEEE, 2010. http://dx.doi.org/10.1109/iccie.2010.5668267.

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Bothe, Jörg, Pablo Valentin Weiss, and Bianca Ioana Trifan. "Success Factors for Digital Sales Development in B2B Sales of Products Requiring Explanation." In 7th BASIQ International Conference on New Trends in Sustainable Business and Consumption. Editura ASE, 2021. http://dx.doi.org/10.24818/basiq/2021/07/114.

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Khan, Mohammad Monirujjaman. "Development of An e-commerce Sales Chatbot." In 2020 IEEE 17th International Conference on Smart Communities: Improving Quality of Life Using ICT, IoT and AI (HONET). IEEE, 2020. http://dx.doi.org/10.1109/honet50430.2020.9322667.

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Rudelj, Siniša, and Milan Rudelj. "Perception of Sales Organizations for Luxury Speed Boats' Sales in Recession in Croatia." In 36. mednarodna konferenca o razvoju organizacijskih znanosti, Portorož, Slovenija / 36th International Conference on Organizational Science Development, Portorož, Slovenia. Univerzitetna založba Univerze v Mariboru / University of Maribor Press, 2017. http://dx.doi.org/10.18690/978-961-286-020-2.71.

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Tighe, John. "Soft Tissue Fixation and Implant Development: Marketing/Commercialization." In ASME 2009 4th Frontiers in Biomedical Devices Conference. ASMEDC, 2009. http://dx.doi.org/10.1115/biomed2009-83073.

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Marketing, Sales, and Commercialization: Marketing and sales of orthopaedic medical devices are two of the most challenging and costly aspects of a successful commercial product launch. Many companies have developed an innovative product, filed for patents, passed through regulatory hurdles, and yet ultimately failed because of an inadequate marketing and sales plan. Invariably product launches cost more money and take longer to get off the ground than most companies forecast.
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Kalinnikova, Ludmila, Jelena Saplavska, and Aleksey Zavodilov. "Negative personality traits and self-monitoring among sales managers." In 18th International Scientific Conference Engineering for Rural Development. Latvia University of Life Sciences and Technologies, 2019. http://dx.doi.org/10.22616/erdev2019.18.n144.

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Tomas, M., P. Hanak, A. Tobisova, L. Socha, and M. Zustakova. "Analysis of ticket sales on the route from Kosice to London." In 2020 New Trends in Aviation Development (NTAD). IEEE, 2020. http://dx.doi.org/10.1109/ntad51447.2020.9379073.

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Pawlewicz, Adam. "Regional diversity of organic food sales in the European Union." In 20th International Scientific Conference "Economic Science for Rural Development 2019". Latvia University of Life Sciences and Technologies. Faculty of Economics and Social Development, 2019. http://dx.doi.org/10.22616/esrd.2019.045.

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Sucipto, A., and S. Wiganepdo. "Development of E-Commerce on Flight Ticket Sales (E-Ticketing)." In Proceedings of the 1st International Conference on Informatics, Engineering, Science and Technology, INCITEST 2019, 18 July 2019, Bandung, Indonesia. EAI, 2019. http://dx.doi.org/10.4108/eai.18-7-2019.2287837.

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Reports on the topic "Sales Development"

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Noh, Mijeong, and Kim K. P. Johnson. Antecedents to Sales Associates Turnover in Apparel Retailing: Development of a Conceptual Model. Ames: Iowa State University, Digital Repository, 2013. http://dx.doi.org/10.31274/itaa_proceedings-180814-640.

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Kang, Jong Woo, Tengfei Wang, and Dorothea Ramizo. The Role of Technology in Business-to-Consumer E-Commerce:Evidence from Asia. Asian Development Bank, February 2021. http://dx.doi.org/10.22617/wps210044-2.

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Using proprietary panel data, this paper investigates the possible drivers of business-to-consumer (B2C) online commerce growth. It provides empirical evidence that internet access and speed, online security, and financial inclusiveness facilitate internet retail sales. Governments can consider these findings as important issues in building an enabling environment for the development of B2C online commerce.
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Sundalam, Sunil. The Discovery and Development of Metal-Free Arylation Reactions with Unsymmetrical Diaryliodonium Salts. Portland State University Library, January 2000. http://dx.doi.org/10.15760/etd.5648.

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Yusgiantoro, Luky A., Akhmad Hanan, Budi P. Sunariyanto, and Mayora B. Swastika. Mapping Indonesia’s EV Potential in Global EV Supply Chain. Purnomo Yusgiantoro Center, June 2021. http://dx.doi.org/10.33116/br.004.

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• Energy transition in the transportation sector is indicated by the gradual shifting from the use of internal combustion engine (ICE) vehicles to electric vehicles (EVs) globally. • The transportation sector consumed 43% of total global energy and emitted 16.2% of total global emissions in 2020. Similarly, the transportation sector in Indonesia consumed 45% of the total energy and contributed to 13.6% of CO2 emission in 2019. • Global EV development and utilization are increasing exponentially, especially in developed countries, and there were 10 million EVs in 2020 worldwide. • China has successfully dominated global EVs, both in EV utilization and manufacturing with 45% global EVs Stock and 77% global EV batteries production. • Geopolitically, the abundance of Indonesian nickel reserves provides Indonesia a great opportunity to be one of the main players in EV battery manufacturing. • With an annual average growth of 6%, the projected motorized vehicles growth in Indonesia will reach 214 million in 2030. The right government policies would make Indonesia become the Southeast Asia EV market hub as Indonesia has the largest automotive sales and production market among ASEAN countries. • Measurable and realistic national EV development targets and plans supported by executing policies such as fiscal incentives and hardware standardization, sufficient EV charging infrastructure, and other supporting infrastructures are key elements that drive successful EV development in several countries. • Insufficient domestic industries and technology, and the absence of policies that comprehensively cover the customers and producers directly to support EV development and utilization in Indonesia, resulting in the achieved number of EVs and EV infrastructures in Indonesia are far from the updated target or even the initial target (RUEN, 2017).
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Aparicio, Gabriela, Vida Bobić, Fernando De Olloqui, María Carmen Fernández Diez, María Paula Gerardino, Oscar A. Mitnik, and Sebastian Vargas Macedo. Liquidity or Capital?: The Impacts of Easing Credit Constraints in Rural Mexico. Inter-American Development Bank, June 2021. http://dx.doi.org/10.18235/0003336.

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This paper evaluates the effectiveness of easing credit constraints for rural producers in Mexico through loans provided by a national public development finance institution. In contrast to most of the existing literature, the study focuses on the effect of medium-sized loans over a two- to four-year time horizon. This paper looks at the effects of such loans on production and investment decisions, input use, and yields. Using a multiple treatment methodology, it explores the differential impacts of providing liquidity for working capital versus providing credit for investments in fixed assets. It finds that loans increased the likelihood that producers grow and sell certain key annual crops, in particular among recipients of working capital loans. It also finds significant effects on production value and sales (per hectare), with similar impacts for recipients of both types of loans, with gains in yields driven by changes in labor quality and more intensive use of key inputs. There is no evidence of significant effects on the purchase of large machinery, but there are impacts on the acquisition of cattle. Overall, the results reported in this paper suggest that lack of liquidity is at least as important as lack of funding for new investment in capital for rural producers in Mexico. Producers benefit from easing their credit constraints, regardless of the type of loan used for that purpose.
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Sopori, B. Development of a Prototype Reflectrometer for PDIL, of a System for Commercial Sale: Cooperative Research and Development Final Report, CRADA Number CRD-08-272. Office of Scientific and Technical Information (OSTI), February 2011. http://dx.doi.org/10.2172/1008204.

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Ashley, Caitlyn, Elizabeth Spencer Berthiaume, Philip Berzin, Rikki Blassingame, Stephanie Bradley Fryer, John Cox, E. Samuel Crecelius, et al. Law and Policy Resource Guide: A Survey of Eminent Domain Law in Texas and the Nation. Edited by Gabriel Eckstein. Texas A&M University School of Law Program in Natural Resources Systems, 2017. http://dx.doi.org/10.37419/eenrs.eminentdomainguide.

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Eminent Domain is the power of the government or quasi-government entities to take private or public property interests through condemnation. Eminent Domain has been a significant issue since 1879 when, in the case of Boom Company v. Patterson, the Supreme Court first acknowledged that the power of eminent domain may be delegated by state legislatures to agencies and non-governmental entities. Thus, the era of legal takings began. Though an important legal dispute then, more recently eminent domain has blossomed into an enduring contentious social and political problem throughout the United States. The Fifth Amendment to the United States Constitution states, “nor shall private property be taken for public use, without just compensation.” Thus, in the wake of the now infamous decision in Kelo v. City of New London, where the Court upheld the taking of private property for purely economic benefit as a “public use,” the requirement of “just compensation” stands as the primary defender of constitutionally protected liberty under the federal constitution. In response to Kelo, many state legislatures passed a variety of eminent domain reforms specifically tailoring what qualifies as a public use and how just compensation should be calculated. Texas landowners recognize that the state’s population is growing at a rapid pace. There is an increasing need for more land and resources such as energy and transportation. But, private property rights are equally important, especially in Texas, and must be protected as well. Eminent domain and the condemnation process is not a willing buyer and willing seller transition; it is a legally forced sale. Therefore, it is necessary to consider further improvements to the laws that govern the use of eminent domain so Texas landowners can have more assurance that this process is fair and respectful of their private property rights when they are forced to relinquish their land. This report compiles statutes and information from the other forty-nine states to illustrate how they address key eminent domain issues. Further, this report endeavors to provide a neutral third voice in Texas to strike a more appropriate balance between individual’s property rights and the need for increased economic development. This report breaks down eminent domain into seven major topics that, in addition to Texas, seemed to be similar in many of the other states. These categories are: (1) Awarding of Attorneys’ Fee; (2) Compensation and Valuation; (3) Procedure Prior to Suit; (4) Condemnation Procedure; (5) What Cannot be Condemned; (6) Public Use & Authority to Condemn; and (7) Abandonment. In analyzing these seven categories, this report does not seek to advance a particular interest but only to provide information on how Texas law differs from other states. This report lays out trends seen across other states that are either similar or dissimilar to Texas, and additionally, discusses interesting and unique laws employed by other states that may be of interest to Texas policy makers. Our research found three dominant categories which tend to be major issues across the country: (1) the awarding of attorneys’ fees; (2) the valuation and measurement of just compensation; and (3) procedure prior to suit.
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From Informal Sideline to National Business in Tunisia. Oxfam IBIS, August 2021. http://dx.doi.org/10.21201/2021.7949.

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Mohammed Yahya is an entrepreneur engaged in the production and sale of essential oils. Getting his enterprise established was not easy. However, things improved when he started receiving support from Youth Participation and Employment (YPE) programme partner the Local Initiative and Development Forum (FIDEL). FIDEL was instrumental in facilitating business grants and business development support. With this more focused approach, Mohammed managed to register his business, participated in national fairs, and opened new market segments. He successfully graduated from the informal labour market to the self-employed category. The training he received from FIDEL helped him to increase the sale of his products. In the future, he hopes to explore the international market and reduce his imports of raw materials by growing ingredients locally.
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Gender mainstreaming in local potato seed system in Georgia. International Potato Center, 2020. http://dx.doi.org/10.4160/9789290605645.

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This report presents the study findings associated with the project “Enhancing Rural Livelihoods in Georgia: Introducing Integrated Seed Health Approaches to Local Potato Seed Systems” in Georgia. It also incorporates information from the results of gender training conducted within the framework of the USAID Potato Program in Georgia. The study had three major aims: 1) to understand the gender-related opportunities and constraints impacting the participation of men and women in potato seed systems in Georgia; 2) to test the multistakeholder framework for intervening in root, tuber, and banana (RTB) seed systems as a means to understand the systems themselves and the possibilities of improving gender-related interventions in the potato seed system; and 3) to develop farmers’ leadership skills to facilitate women’s active involvement in project activities. Results of the project assessment identified certain constraints on gender mainstreaming in the potato seed system: a low level of female participation in decision-making processes, women’s limited access to finances that would enable their greater involvement in larger scale potato farming, and a low awareness of potato seed systems and of possible female involvement in associated activities. Significantly, the perception of gender roles and stereotypes differs from region to region in Georgia; this difference is quite pronounced in the target municipalities of Kazbegi, Marneuli, and Akhalkalaki, with the last two having populations of ethnic minorities (Azeri and Armenian, respectively). For example, in Marneuli, although women are actively involved in potato production, they are not considered farmers but mainly as assistants to farmers, who are men. This type of diversity (or lack thereof) results in a different understanding of gender mainstreaming in the potato seed system as well. Based on the training results obtained in three target regions—Akhalkalaki, Akhaltsikhe, and Marneuli—it is evident that women are keen on learning new technologies and on acquiring updated agricultural information, including on potato production. It is also clear that women spend as much time as men do on farming activities such as potato production, particularly in weeding and harvesting. However, women are heavily burdened with domestic work, and they are not major decision-makers with regard to potato variety selection, agricultural investments, and product sales, nor with the inclusion of participants in any training provided. Involving women in project activities will lead to greater efficiency in the potato production environment, as women’s increased knowledge will certainly contribute to an improved production process, and their new ideas will help to improve existing production systems, through which women could also gain confidence and power. As a general recommendation, it is extremely important to develop equitable seed systems that take into consideration, among other factors, social context and the cultural aspects of local communities. Thus, understanding male and female farmers’ knowledge may promote the development of seed systems that are sustainable and responsive to farmers’ needs and capacities.
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