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Journal articles on the topic 'Sales effectiveness'

Author: Grafiati

Published: 4 June 2021

Last updated: 4 February 2022

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1

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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2

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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5

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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6

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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7

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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9

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 ac

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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

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Babakus, Emin, David W. Cravens, Ken Grant, Thomas N. Ingram, and Raymond W. LaForge. "Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness." International Journal of Research in Marketing 13, no. 4 (1996): 345–63. http://dx.doi.org/10.1016/s0167-8116(96)00016-x.

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12

Piercy, Nigel F., George S. Low, and David W. Cravens. "Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness." Journal of World Business 46, no. 1 (2011): 104–15. http://dx.doi.org/10.1016/j.jwb.2010.05.022.

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13

Che, Yu, Yongqiang Li, Kim-Shyan Fam, and Xuan Bai. "Buyer–seller relationship, sales effectiveness and sales revenue: a social network perspective." Nankai Business Review International 9, no. 4 (2018): 414–36. http://dx.doi.org/10.1108/nbri-09-2017-0051.

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Purpose This study aims to examine the underlying mechanism of buyer–seller ties and salespeople’s performance. Also examined was the moderating effects of the density of the customer network in which the salesperson is embedded. Design/methodology/approach The study developed a framework incorporating five key variables: strength of ties, network benefits, network density, sales effectiveness and sales revenue. The framework was tested using data from insurance companies in China. Findings Process regression and stepwise regression results indicated that information, influence and solidarity

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14

Gopalakrishna, Srinath, Jason Garrett, Murali K. Mantrala, and Shrihari Sridhar. "Assessing sales contest effectiveness: the role of salesperson and sales district characteristics." Marketing Letters 27, no. 3 (2015): 589–602. http://dx.doi.org/10.1007/s11002-014-9341-y.

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15

Küster, Inés, and Pedro Canales. "Compensation and control sales policies, and sales performance: the field sales manager's points of view." Journal of Business & Industrial Marketing 26, no. 4 (2011): 273–85. http://dx.doi.org/10.1108/08858621111127018.

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PurposeThe purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness. Previous research has been extended in a different country/context, and from the field sales manager's points of view.Design/methodology/approachFirst, a cluster analysis was used to obtain a set of groups of salespeople characterized by their main compensation system (salary and/or commission). Also, ANOVA is used to analyze the

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16

Posdakoff, Philip M., and Scott B. MacKenzie. "Organizational Citizenship Behaviors and Sales Unit Effectiveness." Journal of Marketing Research 31, no. 3 (1994): 351. http://dx.doi.org/10.2307/3152222.

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17

Birt, M., and D. Vigar. "A study in retail sales person effectiveness." South African Journal of Business Management 33, no. 1 (2002): 31–39. http://dx.doi.org/10.4102/sajbm.v33i1.695.

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Strategic Management theory suggests the importance behavioural alignment of organisational actors with organisational objectives (Robbins, 1998, Hellriegel, et al. 2001). This study utilises Kelly’s Personal Construct theory to examine the similarity of constructs held by four groups of actors in a retailing operation, regional managers, store manageress, sales personnel and customers. The study also compares constructs in appropriate company documentation. The results suggest a lack of similarity between the groups and the groups with Company documentation, it is argued that this lack of ali

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18

Ebster, Claus, Udo Wagner, and Sabine Valis. "The effectiveness of verbal prompts on sales." Journal of Retailing and Consumer Services 13, no. 3 (2006): 169–76. http://dx.doi.org/10.1016/j.jretconser.2005.08.003.

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19

Baldauf, Artur, and David W. Cravens. "Improving the Effectiveness of Field Sales Organizations." Industrial Marketing Management 28, no. 1 (1999): 63–72. http://dx.doi.org/10.1016/s0019-8501(98)00023-6.

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20

Kahn, Kenneth B., Richard C. Reizenstein, and Joseph O. Rentz. "Sales–distribution interfunctional climate and relationship effectiveness." Journal of Business Research 57, no. 10 (2004): 1085–91. http://dx.doi.org/10.1016/s0148-2963(03)00015-8.

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21

Patterson, Laura. "Marketing and sales alignment for improved effectiveness." Journal of Digital Asset Management 3, no. 4 (2007): 185–89. http://dx.doi.org/10.1057/palgrave.dam.3650089.

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22

Posdakoff, Philip M., and Scott B. Mackenzie. "Organizational Citizenship Behaviors and Sales Unit Effectiveness." Journal of Marketing Research 31, no. 3 (1994): 351–63. http://dx.doi.org/10.1177/002224379403100303.

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Organizational citizenship behaviors (OCBs) are defined as discretionary, extra-role behaviors on the part of a salesperson that have been shown to influence managers’ evaluations of performance. It has been suggested that one reason managers value OCBs is that they believe OCBs contribute to organizational success. The authors’ purpose is to investigate the impact of OCBs on objective unit performance and compare this effect with the impact that OCBs have on managerial evaluations. First, the impact of OCBs on overall performance evaluations is examined. Second, the aggregate effects of unit-

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23

Magnotta, Sarah R., Plamen Peev, and Erin Steffes. "Everyone’s a Winner: The Initiation and Effectiveness of an Intracollegiate Sales Competition." Journal of Marketing Education 42, no. 3 (2020): 243–56. http://dx.doi.org/10.1177/0273475320947774.

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Job opportunities in the field of professional sales are fast growing, with sales organizations striving to hire sales students who are prepared to embark on a sales career. Unfortunately, university business programs and faculty often lack the resources necessary to thoroughly prepare students for a sales career, or to expose them to career opportunities within their local market. This research posits an intracollegiate sales competition as a tool to benefit students, corporate partners, business schools, and faculty, and in doing so, provides considerations and best practices for initiating

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24

Kustianti, Herlina. "The Influence of Accounting Information System Cash Sales and Internal Control of Sales Effectiveness." JASa (Jurnal Akuntansi, Audit dan Sistem Informasi Akuntansi) 4, no. 3 (2020): 378–89. http://dx.doi.org/10.36555/jasa.v4i3.1510.

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This purpose of this research is to: (1) determine the magnitude of the effect of the cash sales accounting information system on sales effectiveness. (2)determine the magnitude of the effect of internal control on sales effectiveness.The research subject was AUTO2000 Marketing Department of Toyota, the Soekarno Hatta Bandung branch and the object of research was accounting information systems and internal control and sales effectiveness. Data collection techniques used by distributing questionnaires to 35 respondents of Toyota AUTO2000 branch of Soekarno Hatta Bandung. The data obtained were

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25

Rosanensi, Melati. "Improving E-Commerce Effectiveness Using Augmented Reality." MATRIK : Jurnal Manajemen, Teknik Informatika dan Rekayasa Komputer 19, no. 2 (2020): 214–22. http://dx.doi.org/10.30812/matrik.v19i2.659.

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The research aims to increase the effectiveness of e-commerce using augmented reality so that it can be used for online sellers as an option for existing sales media. The target of the application of augmented reality kitchen tools such as plates, cups, bowls, and teapots which are small equipment are social media users (Instagram) such as housewives or career women who usually use smartphones. The approach taken to determine the e-commerce sales model by applying augmented reality technology is to refer to the results of the system tests conducted previously. The conversion process is carried

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26

Huynh, Kim T. "Sales Promotion Effectiveness: The Impact of Culture on Demographic Level." International Business Research 9, no. 4 (2016): 123. http://dx.doi.org/10.5539/ibr.v9n4p123.

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<p>Sales promotion is an essential tool which leads to real increase in sales and profit. According to previous studies, sales promotions are effective at a cross cultural level when they provide benefits that go hand in hand with those of the promoted product. However, there is no literature state about the different sales promotion consumer benefits influences on its effectiveness at the demographic level (urban verses rural). To address this concern, this paper seeks to explore the congruence framework by analyzing how culture at a demographic group level impacts sales promotion. The

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27

Zoltners, Andris A., Prabhakant Sinha, and Sally E. Lorimer. "Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness." Journal of Personal Selling & Sales Management 32, no. 2 (2012): 171–86. http://dx.doi.org/10.2753/pss0885-3134320201.

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28

Piercy, Nigel F., David W. Cravens, and Neil A. Morgan. "Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness." British Journal of Management 10, no. 2 (1999): 95–111. http://dx.doi.org/10.1111/1467-8551.00113.

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29

OLSON, PHILIP D., NEWELL GOUGH, and DONALD W. BOKOR. "EXPORTING BY SMALL BUSINESSES: START-UP EFFECTIVENESS ISSUES." Journal of Enterprising Culture 05, no. 04 (1997): 341–53. http://dx.doi.org/10.1142/s021849589700020x.

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As a growth strategy, small businesses are increasingly seeking customers in foreign countries. Our knowledge about certain small business export concepts and relationships, however, is still fragmented. The purpose of this study is to empirically examine export start-up effectiveness issues for a set of small firms. Results indicate that sales measures, such as export intensity (export sales as a percent of total sales), were the most frequently used effectiveness criteria for the first year of exporting. This finding is important because in the literature export intensity has been criticised

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30

Wang, Ying, Lei Huang, and Yi Guo. "Exploring the Effectiveness of Seller Reputation Mechanism Using Online Sales Data." Journal of Electronic Commerce in Organizations 12, no. 2 (2014): 46–58. http://dx.doi.org/10.4018/jeco.2014040104.

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This paper attempts to explore the effectiveness of the seller reputation mechanism by an empirical study using online sales data collected from TaoBao.com. A comparison analysis of seller reputation metrics of TaoBao, Amazon, and jd are carried out before the selection of the seller reputation metrics. The seller reputation metrics of small appliances are used as the input for the study considering the quality homogeneity among different sellers of the market, and the sales performance is measured by the sales amount of the recent month. The univariate analysis are performed to find out the e

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31

Terentyeva, Nataliia, and Oleksandr Cherep. "ANALYSIS OF METHODICAL APPROACHES TO EVALUATION OF EFFICIENCY OF SALES ACTIVITY MANAGEMENT." Economic Analysis, no. 28(1) (2018): 318–24. http://dx.doi.org/10.35774/econa2018.01.318.

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The article analyses the methodical approaches to the evaluation of the efficiency of sales activity management of industrial enterprises. The criteria for assessing the efficiency of sales activity management of enterprises are determined. The stages of research of the effectiveness are identified. It is determined that the effectiveness of sales activity management is a systemic, multicriteria concept. It requires the analysis, consideration and planning of indicators that characterize the effectiveness of sales activity management from different positions. The methodological principles for

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32

Elisia, Elisia, and Stefanus Ariyanto. "Pengaruh Kompetensi dan Pelaksanaan Audit Internal dalam Menunjang Efektifitas Pengendalian Internal Penjualan." Binus Business Review 1, no. 2 (2010): 582. http://dx.doi.org/10.21512/bbr.v1i2.1106.

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PT Inti Dufree Promosindo is a subsidiary of PT Sona Topas Tourism Industry, Tbk. The company is one of the biggest retail companies that sell local and imported products. This business is also called duty free shop. PT. Inti Dufree Promosindo have problems in evaluate the infuence of the effectiveness of its internal audit function towards sales internal control due to large number of sales transactions occurred. The research result shows that the auditor competence and audit process variable have low but significant influence to sales internal control effectiveness (Coefficient determination

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33

Hartnett, Nicole, Rachel Kennedy, Byron Sharp, and Luke Greenacre. "Marketers' Intuitions about the Sales Effectiveness of Advertisements." Journal of Marketing Behavior 2, no. 2-3 (2016): 177–94. http://dx.doi.org/10.1561/107.00000034.

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34

Powell, Timothy, and Cynthia Allgaier. "Enhancing sales and marketing effectiveness through competitive intelligence." Competitive Intelligence Review 9, no. 4 (1998): 29–41. http://dx.doi.org/10.1002/(sici)1520-6386(199810/12)9:4<29::aid-cir6>3.0.co;2-0.

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35

Kalyani, V., and R. Saravanan. "Does spiritual intelligence contribute to sales force effectiveness." International Journal of Electronic Marketing and Retailing 11, no. 4 (2020): 352. http://dx.doi.org/10.1504/ijemr.2020.10033115.

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36

Kalyani, V., and R. Saravanan. "Does spiritual intelligence contribute to sales force effectiveness." International Journal of Electronic Marketing and Retailing 11, no. 4 (2020): 352. http://dx.doi.org/10.1504/ijemr.2020.111157.

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37

Martínez‐de‐Albéniz, Victor, Arnau Planas, and Stefano Nasini. "Using Clickstream Data to Improve Flash Sales Effectiveness." Production and Operations Management 29, no. 11 (2020): 2508–31. http://dx.doi.org/10.1111/poms.13238.

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38

Chandon, Pierre, Brian Wansink, and Gilles Laurent. "A Benefit Congruency Framework of Sales Promotion Effectiveness." Journal of Marketing 64, no. 4 (2000): 65–81. http://dx.doi.org/10.1509/jmkg.64.4.65.18071.

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39

Bharadwaj, Neeraj, and Garrett M. Shipley. "Salesperson communication effectiveness in a digital sales interaction." Industrial Marketing Management 90 (October 2020): 106–12. http://dx.doi.org/10.1016/j.indmarman.2020.07.002.

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40

Yang, Bi, and Anna S. Mattila. "How rational thinking style affects sales promotion effectiveness." International Journal of Hospitality Management 84 (January 2020): 102335. http://dx.doi.org/10.1016/j.ijhm.2019.102335.

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41

Pöyry, Essi, Petri Parvinen, and Jonas Martens. "Effectiveness of value calculators in B2B sales work – Challenges at the sales-call level." Journal of Business Research 126 (March 2021): 350–60. http://dx.doi.org/10.1016/j.jbusres.2020.12.047.

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42

Kodwani, Amitabh Deo, and Sanjeev Prashar. "Assessing the influencers of sales training effectiveness before and after training." Benchmarking: An International Journal 26, no. 4 (2019): 1233–54. http://dx.doi.org/10.1108/bij-05-2018-0126.

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Purpose The purpose of this paper is to decipher the possibility of ensuring the effectiveness of sales training by focusing on selected organization-related variables and thereafter aims at making recommendations for enhancing the overall sales training effectiveness. Variables that are under organizations’ control, like training transfer climate, training evaluation and degree of choice (mandatory or by choice) were selected for this study. The study also attempted to understand how these variables influence at pre-training stage and post-training stage. Design/methodology/approach This cros

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43

Mauliyah, Nur Ika. "The ANALYZING THE ACCOUNTING INFORMATION SYSTEM SALES CASH IN IMPROVE THE EFECTIVITY SALES." Wacana Equiliberium (Jurnal Pemikiran Penelitian Ekonomi) 8, no. 1 (2020): 56–63. http://dx.doi.org/10.31102/equilibrium.8.1.56-63.

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The aims of this research are: Analyzing the Accounting System of cash sales implemented at UD. Tani Mulyo with Accounting System whether it is appropriate theory. This research is a case study (1) Describing the cash sales activities and describing functions, procedures, documents, accounting records for cash sales, (2) Provide comparisons to Accounting Information System applied to SIA according to the theory adapted (3) Create Flowchart in accordance with existing procedures. Based on the analysis it could be concluded that: (1) The existence of overlapping tasks and responsibilities in the

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44

Fatima, Zoha. "Thirty years of research on salesforce control systems and sales territory designs: An update on progress and research gaps." Marketing Review 19, no. 1 (2019): 3–16. http://dx.doi.org/10.1362/146934719x15633618140738.

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Sales territory design is an important component of a sales organisation as it is associat ed with salesperson incentives, performance, job satisfaction and overall effectiveness of the organisation. Sales literature suggests that salesforce control systems are likely to have a strong impact on sales territory design. Therefore, this study makes an attempt to analyse the impact of two types of salesforce control system, behaviour-based and outcome-based salesforce control systems, on sales territory design and also the impact of sales territory design on salesforce performance and sales organi

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45

Novita, Elvira, Harry Soesanto, and Sutopo Sutopo. "THE IMPACT OF TRAINING QUALITY, MANAGERIAL SKILL AND SALES MOTIVATION ON DEVELOPING SALESMAN PERFORMANCE TO INCREASE SALES EFFECTIVENESS." Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) 16, no. 2 (2018): 70. http://dx.doi.org/10.14710/jspi.v16i2.70-85.

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The purpose of this research is to analyze the influences of training quality, managerial skill, sales motivation toward salesman performance to impact the salesman performance to increase sales effectiveness. The research problem is how to increase of training quality, managerial ability, sales motivation toward salesman performance to impact the sales effectiveness.This research analyzes the factor that influences repurchase intention use mediating variable brand preference. This research developed a theoretical model by submitting four hypotheses where will be tested by Structural Equation

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Zoltners, Andris A., Prabhakant Sinha, and Sally E. Lorimer. "Sales Force Effectiveness: A Framework for Researchers and Practitioners." Journal of Personal Selling & Sales Management 28, no. 2 (2008): 115–31. http://dx.doi.org/10.2753/pss0885-3134280201.

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47

Goyal, Priyanka. "Measures to improve sales promotion effectiveness: The consumer perspective." Pranjana:The Journal of Management Awareness 22, no. 1 (2019): 54. http://dx.doi.org/10.5958/0974-0945.2019.00005.0.

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48

Downing, J. R. "Linking Communication Competence With Call Center Agents' Sales Effectiveness." Journal of Business Communication 48, no. 4 (2011): 409–25. http://dx.doi.org/10.1177/0021943611414539.

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49

El-Ansary, Adel I. "Strategies for Improving Sales Force Effectiveness in Wholesale Distribution." Journal of Marketing Channels 3, no. 1 (1993): 5–22. http://dx.doi.org/10.1300/j049v03n01_02.

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50

Mathews, Brian P., and A. Diamantopoulous. "Judgemental revision of sales forecasts: Effectiveness of forecast selection." Journal of Forecasting 9, no. 4 (1990): 407–15. http://dx.doi.org/10.1002/for.3980090408.

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