Relevant bibliographies by topics / Sales effectiveness

Contents

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

Academic literature on the topic 'Sales effectiveness'

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

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Journal articles on the topic "Sales effectiveness"

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Deeter-Schmelz, Dawn R., Karen Norman Kennedy, and Daniel J. Goebel. "Understanding sales manager effectiveness." Industrial Marketing Management 31, no. 7 (2002): 617–26. http://dx.doi.org/10.1016/s0019-8501(02)00182-7.

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Hunter, Gary K., and William D. Perreault. "Sales Technology Orientation, Information Effectiveness, and Sales Performance." Journal of Personal Selling & Sales Management 26, no. 2 (2006): 95–113. http://dx.doi.org/10.2753/pss0885-3134260201.

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Das, Komal K., Ashwani Kumar Upadhyay, and Subrata Das. "Sales Training Effectiveness: A Review." Prabandhan: Indian Journal of Management 6, no. 7 (2013): 26. http://dx.doi.org/10.17010//2013/v6i7/60017.

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Das, Komal K., Ashwani Kumar Upadhyay, and Subrata Das. "Sales Training Effectiveness: A Review." Prabandhan: Indian Journal of Management 6, no. 7 (2013): 26. http://dx.doi.org/10.17010/pijom/2013/v6i7/60017.

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Pateiro Marcão, Ricardo. "Gamification in Sales Effectiveness Activity." International Journal of Library Science 7, no. 2 (2018): 28–31. http://dx.doi.org/10.5923/j.library.20180702.02.

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Larson, Mary, and Romney Resney. "Why “sales force effectiveness” isn’t." Handbook of Business Strategy 5, no. 1 (2004): 233–38. http://dx.doi.org/10.1108/10775730410494170.

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Grossman, Steven H., and Rodney D. Cotton. "Roche group's sales organization models long-term sales force effectiveness." Journal of Organizational Excellence 24, no. 1 (2004): 39–45. http://dx.doi.org/10.1002/npr.20036.

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Murphy, William H., Peter A. Dacin, and Neil M. Ford. "Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces." Journal of the Academy of Marketing Science 32, no. 2 (2004): 127–43. http://dx.doi.org/10.1177/0092070303261582.

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Adefulu, Adesoga, and Louise Van Scheers. "Re-examination of sales promotion effectiveness: A descriptive approach." Corporate Ownership and Control 12, no. 4 (2015): 337–43. http://dx.doi.org/10.22495/cocv12i4c3p1.

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The research focuses on sales promotion effectiveness in Coca- Cola and 7UP Soft Drink Companies in Lagos, Nigeria. The study is important because of the observable huge budget on sales promotion in the industry. The study adopted survey research design using structured questionnaire. The mean and percentage value of the respondents were used to analyze data. Findings showed sales promotion enhanced sales growth, differentiates products from competitors and advertising efficiency decline did not increase sales promotion useage. The study concluded that sales promotion is a veritable tool to achieve marketing promotion objectives.The study contributed to the wholesomeness of sales promotion theory with right track assurance to marketing practitioners.To have competitive edge, managers by implication must appreciate sales promotion potency.
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Sianturi, Yansen, Muhammad Riza Firdaus, and Ikhwan Faisal. "PENGARUH EFEKTIVITAS OTOMATISASI, SISTEM KONTROL TENAGA PENJUAL DAN KEPUASAN ATAS WILAYAH PENJUALAN TERHADAP KINERJA TENAGA PENJUAL UNTUK MENINGKATKAN EFEKTIVITAS PENJUALAN ORGANISASI ( Studi Pada Perusahaan Distributor Farmasi Kotamadya Banjarmasin )." JWM (Jurnal Wawasan Manajemen) 6, no. 1 (2019): 76. http://dx.doi.org/10.20527/jwm.v6i1.161.

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<p><em>This study analyzed the effectiveness of automation factors, system control of sales and satisfaction of sales area which affect the sales’ performance to sales’ organization effectiveness (large pharmacy) in Banjarmasin. </em></p><p><em>The sampling technique was divided into three phases, namely stratified, proportional, and purposive sampling. There were 120 subjects involved in the study. They are the head of branch, sales supervisors, sales personnel from pharmaceutical distribution company whose products are categorized as medicinal products and consumer goods. The analysis for the study used Structural Equation Model (SEM) in AMOS 20 program.</em></p><p><em>The results of data analysis shows that the study supports five hypotheses and rejects two other hypotheses. The study also confirms a statistically significant relationship of the effectiveness of automation, system control of sales and satisfaction of sales area to the sales’ performance, as well as significant influence of sales’ performance and system control of sales to the effectiveness of sales’ organization. In addition, it is statistically found that the effectiveness of sales automation and satisfaction of sales area do not affect the sales’ organization effectiveness.</em></p><p><em>The implication of this research to prepare personal in charge as coordinator of sales automation effectiveness and key performance indicator as guidance to measure the control which has been done and the discussion of sales territory alignment between sales supervisor and sales force. </em></p>
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Dissertations / Theses on the topic "Sales effectiveness"

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Madpak, Anthony. "PHARMACEUTICAL INDUSTRY CONTRACT SALES ORGANIZATION IMPACT AND EFFECTIVENESS." NSUWorks, 2009. http://nsuworks.nova.edu/hsbe_etd/69.

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The principle behind outsourcing is that an organization outsources tasks it strategically elects not to do within the organization. It is estimated that outsourcing has become a $4 trillion a year business (Corbett, 2005). In today's competitive healthcare marketplace, many sponsors outsource functions that were once considered core to the organization. U.S. Census data show that 10% of all business-to-business sales originated from outsourced sales (Rogers, 2008). The objective of engaging in outsourcing of sales is to improve sales efficiency and gain an edge in today's challenging market. Competition within the pharmaceutical industry coupled with increased regulatory uncertainties and cost concerns have necessitated outsourcing of sales to maintain competitiveness and to apply internal resources more effectively. This research will contribute to the current available works specific to the outsourcing of pharmaceutical sales.
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Katsikea, Evangelia S. "Factors influencing export sales organisation effectiveness : an empirical investigation." Thesis, Cardiff University, 2000. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.246869.

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Müllerová, Lucie. "Effectiveness of Sales Promotion Tools in the FMCG Sector." Master's thesis, Vysoká škola ekonomická v Praze, 2010. http://www.nusl.cz/ntk/nusl-85281.

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The overall goal of this thesis is to draw relevant conclusions about the nature, impact and characteristics of sales promotions within the category of ready-to-eat cereals, based on thorough analysis of their effects. It is studied, whether sales promotions are beneficial or not for the long-term sales and how the shopper behaviour is influenced by the sales promotion activities. The effects of sales promotion on the overall consumption in the category are analyzed and other factors influencing the consumption are observed.
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Minden, Jack Jo Rene van. "Some personal and sales force determination in wholesale salespersons effectiveness." Thesis, Henley Business School, 1998. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.387535.

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Wagner, Judy A. "A contingency approach to the effectiveness of agenda sales strategies." Diss., This resource online, 1995. http://scholar.lib.vt.edu/theses/available/etd-11082006-133626/.

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Taawo, Samuel, and Oskar Myhr. "Digitalization of the sales process : Leveraging digital sales and marketing tools to increase time effectiveness of multinational SMEs." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-105438.

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Internationalizing small and medium sized enterprises are limited in resources in comparison to larger enterprises. Through digitalization, smaller sales organizations have been presented with tools to enable the sales representatives to use time more effectively and focus on reaching organizational goals. This study aims to determine how digital sales and marketing tools should be implemented into the traditional sales process to increase time effectivity of sales representatives. Based on previous literature on related topics, sales representatives of Scanmast were interviewed and insights specific to the implementation of digital sales and marketing tools into complex B2B sales processes was gathered. The analysis of the responses in congestion with previous research demonstrated that certain ways of leveraging digital sales and marketing tools increase the time effectivity of sales representatives. These results were found to be especially present in regard to the parts of the sales process where customer interaction is considered to be low.
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Grobler, Christa. "Evaluation of sales team effectiveness in a South African pharmaceutical company." Thesis, Stellenbosch : Stellenbosch University, 2002. http://hdl.handle.net/10019.1/52836.

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Thesis (MBA)--Stellenbosch University, 2002.<br>Some digitised pages may appear illegible due to the condition of the original hard copy.<br>ENGLISH ABSTRACT: A few years ago, pharmaceuticalcompanies were more inclined to look at business from the inside out. The principal focus was on the company's goals, and identifying and selling to customers were the method of achieving those goals. However,today the customer is king and therefore the focus is shifting to accommodatethis change. The road to success - or failure - is now an expressway, and companies must be ready to accelerate,tum, or stop quickly. Flexibilityand manoeuvrabilitymean a great deal in an increasinglycompetitivemarketplace(Gabe & Goldberg, 1999). What makes a sales team effective in today's competitive global market? What are the key drivers of success in pharmaceutical sales team effectiveness? The most prominent trend in the US market is customer focus, and the most prominent issue is the recruitment and retention of top performers. Today's focus on relationship building may have occurred in part because companies found that their relationships were less than ideal. Nearly 60% of US pharmaceutical companies use customersatisfaction results, among other measurements, to determine the effectiveness of their sales force. A sales force that can make the transition from selling the product to selling the solution - which is the essence of customer focus - has a better chance of earning customer confidence and "partnering" (Gabe & Goldberg, 1999). To isolate factors that make a pharmaceutical sales representative effective is not easy. The best pharmaceutical representatives have excellent selling skills and behaviours, exhibit consistent performance, build networks, contribute to their teams, focus on the most profitable accounts, open new accounts, and win customer loyalty. How does one identify top pharmaceutical salespeople? Look for the representatives with the ability to learn continuously from experience, to take full responsibility for professional development, to size up each situation, and to apply the most effective skills for that encounter. Most often, they will be the ones using consultative and adaptive selling dialogue techniques (Snader, 2002). According to the study, it was evident that the following effectiveness criteria or selling task characteristics have a definite impact on sales force effectiveness and in turn should be part of every salesperson's capabilities: territory management, objection handling, business planning, adaptive selling, customer focus, knowledge, service, selling skills and training.<br>AFRIKAANSE OPSOMMING: In die verlede was farmaseutiese maatskappye geneig om hul besigheid van binne na buite te ontleed. Die belangrikste fokuspunt was die maatskappy se doelwit en die identifisering van, en verkope aan hul kliënte die middel tot die doelom hierdie doelwitte te bereik. Vandag, daarenteen kraai die kliënt koning en die fokuspunt het verskuif om by hierdie verandering aan te pas. Die verskil tussen die sukses en mislukking van 'n maatskappy sal afhang van die buigsaamheid en stuurbaarheid van die maatskappy om gereed te wees vir enige aksie in hierdie toenemend mededingende mark (Gabe & Goldberg, 1999). Wat maak 'n verkoopspan doeltreffend in vandag se mededingende globale mark? Wat is die sleutel eienskappe wat sukses sal waarborg vir 'n farmaseutiese verkoopspan? Die belangrikste neiging in die Amerikaanse mark is kliënte-fokus en die mees prominente kwessie is die werwing en behoud van die top presteerders. Die fokusverskuiwing na die verhouding tussen die verkoopsverteenwoordiger en die kliënt het plaasgevind nadat maatskappye besef het hulle het nie ideale verhoudings met hulle kliënte nie. Nagenoeg 60% van alle Amerikaanse farmaseutiese maatskappye gebruik onder andere ook resultate van kliënte-tevredenheid vraelyste as 'n maatstaf om die doeltreffendheid van hulle verkoopspan te bepaal. 'n Verkoopspan wat in plaas van 'n produk verkoop eerder aan die kliënt 'n oplossing vir sy spesifieke probleem bied - wat die kern van 'n kliënt-gefokusde benadering is - skep vertroue by die kliënt en lei tot 'n suksesvolle vennootskap tussen die partye (Gabe & Goldberg, 1999). Dit is baie moeilik om eienskappe te identifiseer wat 'n farmaseutiese verteenwoordiger se doeltreffendheid verseker. Die beste farmaseutiese verkoopsverteenwoordigers gebruik uitstekende verkoopstegnieke, bou netwerke, is goeie spanlede, fokus op die mees winsgewendste kliënte, wen nuwe kliënte en die lojaliteit van hulle kliënte. Hoe word top farmaseutiese verkoopspersone dan geïdentifiseer? Kyk uit vir die verteenwoordiger wat die vermoeë het om te leer uit ondervinding, wat volle verantwoordelikheid neem vir sy persoonlike ontwikkeling, wat elke situasie ontleed en dan die toepaslike vaardighede gebruik vir die spesifieke situasie. Meestal sal dit die verteenwoordigers wees wat konsulterende en adaptiewe dialoogtegnieke gebruik (Snader, 2002). Volgens die studie was dit duidelik dat die volgende kriteria vir doeltreffende verkope of verkoopseienskappe 'n defnitiewe impak het op 'n verkoopsspan se doeltreffendheid en dus deel moet uitmaak van elke verkoopspersoon se vermoë: Areabestuur, die hantering van objeksies, besigheidsbeplanning, 'n adaptiewe verkoopstyl, 'n kliënt gefokusde benadering, kennis, diens en opleiding.
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Strydom, Kevin. "Developing a control system to manage sales coverage effectiveness / Kevin Strydom." Thesis, North-West University, 2007. http://hdl.handle.net/10394/1851.

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Construction equipment sales companies are faced with ongoing changing critical customer requirements driven by economic conditions and in particular, the exponential growth of the past few years. This has had a tremendous impact on the business requirements requiring operational changes affecting both processes and placing increased pressure on personnel. Furthermore, sales managers within the earthmoving industry require an objective approach to the management and measurement of territory sales effectiveness. Therefore, the goal of this study was to determine key determinants of a control system to manage sales coverage effectiveness, and to recommend a model to help sales managers manage sales coverage effectiveness. Sales process improvements, sales management requirements, defined territory sales and quantitative indicators are conceptualised as key drivers of salespersons' performance, improved sales coverage and sales organisation effectiveness. The results of this study indicated a strong relationship between salespersons' outcome performance and sales organisation effectiveness, as long as sales managers implement a sales control system to manage sales coverage effectiveness. Managing sales coverage effectiveness entails a series of processes that ensure salespeople are spending most of their available time selling construction equipment. In order to achieve this, this study focused on the assessment of the sales force perception of the generic issues of sales force management; these include monthly reports, setting sales targets, territory assessment, territory realignment and sales management effectiveness. These findings identify important implications for managers in considering the effectiveness of a sales control system and implementation through sales operations that should impact favourably on an organisation's market share.<br>Thesis (M.B.A.)--North-West University, Potchefstroom Campus, 2008.
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Culbertson, Jason D. "PREDICTING SALES PERFORMANCE: CONSIDERING NONLINEAR RELATIONSHIPS BETWEEN GMA, PERFORMANCE, AND EFFECTIVENESS." Wright State University / OhioLINK, 2011. http://rave.ohiolink.edu/etdc/view?acc_num=wright1308613576.

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Preuss, Christoph. "Retail marketing and sales performance : a comparison of branch and franchise effectiveness : conceptualisation and cause-and-effect relationships." Thesis, University of Bradford, 2012. http://hdl.handle.net/10454/5726.

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Books on the topic "Sales effectiveness"

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1941-, Ruff Richard, ed. Managing major sales: Practical strategies for improving sales effectiveness. HarperBusiness, 1991.

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Griego, Michael. 42 rules to increase sales effectiveness. Super Star Press, 2009.

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Inc, Biomedical Business International. Sales representative effectiveness to the clinical pathologist. Biomedical Business International, 1986.

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Parisien, Maurice R. ALIGNED!: A Story for Improving Sales and Marketing Effectiveness. RACOM COMMUNICATIONS, 2012.

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Kossen, Stan. Improve your selling effectiveness: A practical guide to creative selling. HarperCollins College Publishers, 1993.

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Holmes, Chet. The Ultimate Sales Machine. Penguin Group USA, Inc., 2008.

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Increasing sales effectiveness: A complete guide to a successful selling program. Feris-Lee Press, 1987.

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Salisbury, Frank S. The effectiveness of sales training: An investigation into selling and sales training in financial markets. Oxford Polytechnic, 1990.

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Forsyth, Patrick. 20 activities for developing sales effectiveness: A sourcebook of performance-improving ideas and exercises for sales managers and sales trainers. Gower, 1988.

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Roberts, Andrew. Advertising effectiveness: Quantifying the impact on sales and consumer buying behaviour. AGB, 1990.

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Book chapters on the topic "Sales effectiveness"

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Gedenk, Karen. "Measuring Sales Promotion Effectiveness." In Handbook of Market Research. Springer International Publishing, 2019. http://dx.doi.org/10.1007/978-3-319-05542-8_32-1.

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González-Prida Díaz, Vicente, and Adolfo Crespo Márquez. "Management Effectiveness." In After–sales Service of Engineering Industrial Assets. Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-03710-3_7.

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Shankar, Bala. "Tactics and Approaches for Sales Effectiveness." In Nuanced Account Management. Springer Singapore, 2018. http://dx.doi.org/10.1007/978-981-10-8363-1_2.

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Pufahl, Mario. "Interview mit Lars Trautmann, Head of Marketing & Sales Effectiveness bei Boehringer Ingelheim." In Sales Performance Management. Springer Fachmedien Wiesbaden, 2015. http://dx.doi.org/10.1007/978-3-658-05653-7_11.

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Gopalakrishna, Srinath, Jason Garrett, Murali K. Mantrala, and Shrihari Sridhar. "Assessing Sales Contest Effectiveness: The Role of Salesperson and Sales District Characteristics." In Marketing Challenges in a Turbulent Business Environment. Springer International Publishing, 2016. http://dx.doi.org/10.1007/978-3-319-19428-8_11.

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Grant, Ken, Clifford E. Young, David W. Cravens, Thomas N. Ingram, and Raymond W. LaForge. "Analysis of Sales Organization Effectiveness in Australian Companies." In Proceedings of the 1991 Academy of Marketing Science (AMS) Annual Conference. Springer International Publishing, 2015. http://dx.doi.org/10.1007/978-3-319-17049-7_69.

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Katsikea, Eva S., and Dionisis A. Skarmeas. "Export Sales Unit Effectiveness: The Influences of Export Sales Organization Design, Management Control, and Managerial Characteristics and Behaviors." In New Meanings for Marketing in a New Millennium. Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-11927-4_59.

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Nowlin, Edward L., Doug Walker, Dawn Deeter-Schmelz, and Nawar N. Chaker. "How and When does Functional Diversity Impact Sales Team Effectiveness: An Abstract." In Marketing Opportunities and Challenges in a Changing Global Marketplace. Springer International Publishing, 2020. http://dx.doi.org/10.1007/978-3-030-39165-2_60.

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Sarin, Shikhar, Trina A. Sego, Ajay K. Kohli, and Goutam Challagalla. "Characteristics That Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy." In Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference. Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-11797-3_171.

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Hebein, Fred. "An Indirect Deterministic Causal Sales Forecasting Model: Accuracy, Information, Conditional Efficiency, and Effectiveness." In Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference. Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-13248-8_79.

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Conference papers on the topic "Sales effectiveness"

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Grant, Ken, Hanny Nasution, and Bill Pickett. "Customer Orientation’s Vital Importance to Achieve Sales Effectiveness." In The International Conference on Business and Management Research (ICBMR 2020). Atlantis Press, 2020. http://dx.doi.org/10.2991/aebmr.k.201222.010.

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Ju, Chunhua, and Minghua Han. "Effectiveness of OLAP-Based Sales Analysis in Retail Enterprises." In 2008 ISECS International Colloquium on Computing, Communication, Control, and Management. IEEE, 2008. http://dx.doi.org/10.1109/cccm.2008.131.

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Murakawa, Yoshihiko, Keiju Okabayashi, Shinji Kanda, and Miwa Ueki. "Verification of the effectiveness of robots for sales promotion in commercial facilities." In 2011 IEEE/SICE International Symposium on System Integration (SII 2011). IEEE, 2011. http://dx.doi.org/10.1109/sii.2011.6147464.

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Malgaonkar, S., S. Surve, and T. Hirave. "Use of mining techniques to improve the effectiveness of marketing and sales." In 2013 International Conference on Advances in Technology and Engineering (ICATE 2013). IEEE, 2013. http://dx.doi.org/10.1109/icadte.2013.6524726.

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Li Zhao and Jinghua Wen. "Notice of Retraction: The effectiveness of online sales promotion under different shopping experience." In 2010 International Conference on Computer Application and System Modeling (ICCASM 2010). IEEE, 2010. http://dx.doi.org/10.1109/iccasm.2010.5620437.

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Ando, Tomohiro. "Bayesian State Space Modeling Approach for Measuring the Effectiveness of Marketing Activities and Baseline Sales from POS Data." In Sixth International Conference on Data Mining (ICDM'06). IEEE, 2006. http://dx.doi.org/10.1109/icdm.2006.25.

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Jung, Sangjin, Timothy W. Simpson, Christina Bloebaum, Hanumanthrao Kannan, Eliot Winer, and Bryan Mesmer. "A Value-Driven Design Approach to Optimize a Family of Front-Loading Washing Machines." In ASME 2016 International Design Engineering Technical Conferences and Computers and Information in Engineering Conference. American Society of Mechanical Engineers, 2016. http://dx.doi.org/10.1115/detc2016-60240.

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Existing research on the design and analysis of front-loading washing machines has primarily focused on maximizing performance of a single product based on specific disciplinary analyses (e.g., vibration, dynamics). This design approach does not necessarily guarantee low costs, high sales, and maximum profit. Moreover, in order to target a variety of different customer needs, washing machines should be thought of and designed as a product family. In this paper, we suggest a value-driven design approach for a family of front-loading washing machines to identify promising solutions based on stakeholder’s preference. To create a value function, the sales volume for front-loading washers is estimated based on sales rank data, and then the net present value (NPV) is formulated by using the estimated sales volume and a demand sensitivity curve derived from the literature and publicly available data. The result shows that we can determine product family design candidates that maximize NPV, performance, and commonality of scalable and platform (i.e., shared) variables in the washer family. We also investigate the effectiveness of reducing the complexity of the value function based on rank ordering and parametric studies of the attributes used to compute NPV.
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Ibrahim, Ali, Yusmaniarti, Yunia Ruwanna Sofita, et al. "The Effectiveness of Instagram Features as a Sales Promotion Media Using Discrepancy Evaluation Model Method in Increasing Customer Loyalty." In Sriwijaya International Conference on Information Technology and Its Applications (SICONIAN 2019). Atlantis Press, 2020. http://dx.doi.org/10.2991/aisr.k.200424.101.

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Sahulata, Reynoldus Andrias, and Lewi Kailola. "Use of the EPIC Method to Analyze the Effectiveness of Sales Promotion in the Go-Jek Online Transportation Mode." In 2020 2nd International Conference on Cybernetics and Intelligent System (ICORIS). IEEE, 2020. http://dx.doi.org/10.1109/icoris50180.2020.9320813.

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Koga, Tsuyoshi, and Kazuhiro Aoyama. "Modular Design Method for Sustainable Life-Cycle of Product Family Considering Future Market Changes." In ASME 2008 International Design Engineering Technical Conferences and Computers and Information in Engineering Conference. ASMEDC, 2008. http://dx.doi.org/10.1115/detc2008-49379.

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A modular design is effective method in order to keep coexistence of environmental consciousness and variety of product. However, the lifecycle time is very long, so that a market could change greatly in the meantime. This is one of the major reasons that a judgment of a good or bad modular structure is not easy for the designer. In order to solve this problem, two methodologies are required: (1) a prediction method of the change of the market in long life span of the product family, and (2) a design method of the life-cycle and module structure based on the predicted market change. The aim of this research is to develop a method of the ability to design the optimal modular structure considering life-cycle calculation based on the sales scenario defined by the plan and prediction of the sales of the line-up products in the product family. This paper assumed that the market change is modeled as a number of the sold product. Based on this assumption and change of the quantity of the sales products by the change of the customer requirements and the competitive products in market are modeled as a sales scenario of a product family. An example is validated for effectiveness of the proposed method based on the proto-type system.
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Reports on the topic "Sales effectiveness"

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Aparicio, Gabriela, Vida Bobić, Fernando De Olloqui, et al. Liquidity or Capital?: The Impacts of Easing Credit Constraints in Rural Mexico. Inter-American Development Bank, 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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