Relevant bibliographies by topics / Sales force management

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

Academic literature on the topic 'Sales force management'

Author: Grafiati
Published: 4 June 2021
Last updated: 25 July 2025

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Journal articles on the topic "Sales force management"

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Okolo, Victor O., Chinedum O. Obikeze, Zita U. Mmamel, Jones N. Okafor, and Obasi N. Nmere. "Assessment of the Effects of Sales Force Performance Evaluation on Effective and Efficient Sales Management of a Service Company: First Bank Nigeria Plc Exposition." International Journal of Management Sciences and Business Research 7, no. 8 (2018): 01–11. https://doi.org/10.5281/zenodo.3484434.

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An investigation was conducted to discover the effects of sales force performance evaluation on effective and efficient sales management of First Bank Nigeria Plc. The relationship between sales force performance evaluation and training as well as the relationship between sales force performance evaluation and motivation were the two specific objectives of the study. The population of study is 100 executive staff of First Bank Nigeria Plc in Enugu metropolis was purposively targeted in the study. For the validity of the instrument, the questionnaire was vetted by research professionals based o
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Gohmann, Stephan F., Jian Guan, Robert M. Barker, and David J. Faulds. "Perceptions of sales force automation: Differences between sales force and management." Industrial Marketing Management 34, no. 4 (2005): 337–43. http://dx.doi.org/10.1016/j.indmarman.2004.09.014.

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Khabaz, Mostafa, Hossein Moeini, and Dehkordi Narges Nazarizadeh. "Investigating the effect of sales manager support on the emotional health of the sales force, the mediating role of rumination." Psychological Researches in Management 9, no. 1 (2023): 55–81. https://doi.org/10.22034/jom.2023.703854.

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Salesforce is costly and companies are looking for efficient and effective management. In the meantime, sales managers have a key role in supporting and increasing the skills of their sales force. The purpose of this study is to investigate the effect of sales manager support on the emotional health of the sales force. The present study is applied in terms of purpose and descriptive survey research in terms of data collection. The statistical population of the study is the sales forces of food distribution companies in Shiraz. The sample size is 322 people. The research data were collected thr
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Mukherjee, Jaydeep, and Anirban Basu. "Distributor Sales Force Performance Management." Vision: The Journal of Business Perspective 14, no. 4 (2010): 309–21. http://dx.doi.org/10.1177/097226291001400407.

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Kuruzovich, Jason. "Sales Technologies, Sales Force Management, and Online Infomediaries." Journal of Personal Selling & Sales Management 33, no. 2 (2013): 211–24. http://dx.doi.org/10.2753/pss0885-3134330205.

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Chen, Fangruo. "Sales-Force Incentives and Inventory Management." Manufacturing & Service Operations Management 2, no. 2 (2000): 186–202. http://dx.doi.org/10.1287/msom.2.2.186.12351.

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Carter, Tony. "Crisis Management for Sales Force Managers." Journal of Professional Services Marketing 15, no. 2 (1997): 87–103. http://dx.doi.org/10.1300/j090v15n02_07.

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Carter, Tony. "Crisis management for sales force managers." Services Marketing Quarterly 15, no. 2 (1997): 87–103. http://dx.doi.org/10.1080/15332969.1997.9985275.

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Siguaw, Judy A., Sheryl E. Kimes, and Jule B. Gassenheimer. "B2B sales force productivity: applications of revenue management strategies to sales management." Industrial Marketing Management 32, no. 7 (2003): 539–51. http://dx.doi.org/10.1016/s0019-8501(02)00278-x.

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Rana, Arif Iqbal, and Mohammad Kamran Mumtaz. "Sales Force Incentives at Service Sales Corporation." Asian Journal of Management Cases 14, no. 2 (2017): 160–75. http://dx.doi.org/10.1177/0972820117712306.

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The case is about restructuring of the sales force compensation system at Service Sales Corporation (SSC), a large shoe retailer in Pakistan. The organization went through many changes in its supply chain management starting in 2001, when a new COO, Omer Saeed, took over. There was a major increase in sales and the number of shops, and a decrease in the number of salesmen per shop with the net effect that some salesmen were drawing a compensation of ₹25,000–30,000 per month (standard salesmen salary in smaller shops was ₹8,000 per month). When the new COO Amer Mohsin joined in 2009, he was fac
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Dissertations / Theses on the topic "Sales force management"

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Reis, João Miguel Carvalho dos. "Sales force management : case study da empresa X." Master's thesis, Instituto Superior de Economia e Gestão, 2016. http://hdl.handle.net/10400.5/12934.

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Mestrado em Marketing<br>Esta dissertação tem como objetivo analisar o Sales Force Management na empresa x, que atua no setor alimentar, mais concretamente na área dos produtos alimentares pré-confecionados e ultracongelados. O foco vai estar subdividido em quatro grandes temas: Sales Force Management, o marketing relacional, o processo de venda e o Key Account Management. A investigação foi realizada partindo da adoção de uma abordagem qualitativa, através de um case study research. A recolha de dados foi realizada através da aplicação de entrevistas semi-estruturadas ao diretor comercial
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Ferreira, Fábio André Sobral. "Sales force management na indústria farmacêutica : um estudo de caso." Master's thesis, Instituto Superior de Economia e Gestão, 2015. http://hdl.handle.net/10400.5/10465.

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Mestrado em Marketing<br>A indústria Farmacêutica é um setor altamente regulamentado que nos últimos anos tem vindo a sofrer grandes alterações que se refletem na situação atual das empresas farmacêuticas. Neste sentido, na presente dissertação, as seguintes questões de investigação são formuladas: 1. Quais as características de Sales Force Management na Indústria Farmacêutica?; 2. Qual a importância das equipas de vendas na IF?; 3. Quais as tendências na organização das equipas de vendas na IF? e 4. Como são motivadas e compensadas as equipas de vendas na IF?. A investigação foi realizada a
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Rouziès-Ségalla, Dominique. "The effects of a salespeson's utilities on optimal sales force compensation structures." Thesis, McGill University, 1992. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=39335.

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Marketing analytical studies of optimal salesforce compensation policies typically rely on a set of restrictive assumptions. In this paper, a model of decentralized salesforce compensation is developed, wherein some of the classical assumptions are challenged. Response Surface Methodology is used to optimize decentralized compensation policies over a set of simulated conditions. The proposed approach is then illustrated with two empirical applications in artificial and real settings. The objective is to provide some preliminary evidence about decentralized structures and to recommend salesforc
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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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Howick, Robin Sidney. "A multi-stage framework to analyse sales force deployment decisions." Thesis, Lancaster University, 1989. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.304841.

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Lemmens, Regis. "The impact of relationship selling on the sales force control function." Thesis, Robert Gordon University, 2008. http://hdl.handle.net/10059/246.

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Sales management control and sales force performance has received substantial attention by researchers in the past decades. Researchers have been investigating the construct of sales control, its antecedents and its consequences on both the individual sales person and on sales force performance. This research project analyses how and why the sales control systems are implemented the way they are. The basis for this approach is drawn from the organisational or management control literature which treats behaviour and outcome approaches as dimensions rather than categories. Organisational control
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Suneja, Vivek. "Monitoring and trust in firms : an investigation of sales force motivation strategies." Thesis, University of Reading, 1997. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.360142.

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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
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Li, Po-Chien. "Effects of sales force control systems on salesperson job outcomes : a psychological climate and contingency perspective /." free to MU campus, to others for purchase, 1999. http://wwwlib.umi.com/cr/mo/fullcit?p9946274.

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Hildesheim, Andreas [Verfasser], and Sabine [Akademischer Betreuer] Kuester. "Internal Knowledge Exploitation – The Role of Sales Force Integration in New Product Development / Andreas Hildesheim. Betreuer: Sabine Kuester." Mannheim : Universitätsbibliothek Mannheim, 2012. http://d-nb.info/1034314815/34.

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Books on the topic "Sales force management"

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Johnston, Mark W., and Greg W. Marshall. Sales Force Management. Routledge, 2020. http://dx.doi.org/10.4324/9781003134688.

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A, Churchill Gilbert, ed. Sales force management. 6th ed. Irwin/McGraw-Hill, 2000.

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W, Marshall Greg, ed. Sales force management. Routledge, 2013.

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Churchill, Gilbert A. Sales force management. 5th ed. Irwin, 1997.

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Churchill, Gilbert A. Sales force management. 4th ed. Irwin, 1993.

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Merk, Michaela. Luxury Sales Force Management. Palgrave Macmillan UK, 2014. http://dx.doi.org/10.1057/9781137347442.

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Patton, Wesley E. Sales force: A sales management simulation game. Irwin, 1995.

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Stanton, William J. Management of a sales force. Irwin/McGraw-Hill, 1999.

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J, Stanton William, and Rich Gregory A, eds. Management of a sales force. McGraw-Hill/Irwin, 2008.

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J, Stanton William. Management of a sales force. Irwin/McGraw-Hill, 1999.

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Book chapters on the topic "Sales force management"

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Avlonitis, George J. "Sales force training." In Sales Management. Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4_13.

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Simintiras, Antonis C. "Sales force motivation." In Sales Management. Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4_16.

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Rouziès, Dominique. "Sales force compensation." In Sales Management. Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4_17.

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Darmon, René Y. "Sizing the sales force." In Sales Management. Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4_10.

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Onyemah, Vincent. "Sales force control systems." In Sales Management. Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4_15.

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Buttle, Francis, and Stan Maklan. "Sales force automation." In Customer Relationship Management. Routledge, 2019. http://dx.doi.org/10.4324/9781351016551-12.

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Prior, Daniel D., Francis Buttle, and Stan Maklan. "Sales Force Automation." In Customer Relationship Management, 5th ed. Routledge, 2023. http://dx.doi.org/10.4324/9781003295150-11.

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Fournier, Christophe, and Juliet F. Poujol. "Sales force recruitment and selection." In Sales Management. Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4_12.

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Cuevas, Javier Marcos, Bill Donaldson, and Régis Lemmens. "Sales Force Recruitment and Selection." In Sales Management. Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_11.

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Cuevas, Javier Marcos, Bill Donaldson, and Régis Lemmens. "Sales Force Organisation and Deployment." In Sales Management. Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_4.

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Conference papers on the topic "Sales force management"

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Baysan, C., A. Bertman, R. Maynigo, G. Norville, N. Osborne, and T. Taylor. "The design and development of a sales force automation tool using business process management software." In s and Information Engineering Design Symposium. IEEE, 2005. http://dx.doi.org/10.1109/sieds.2005.193274.

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Nistor, Rozalia, Costel Nistor, and Alexandru Capatina. "Notice of Retraction: The optimization of the sales force management using the new information and communication technologies." In 2010 IEEE International Conference on Advanced Management Science (ICAMS). IEEE, 2010. http://dx.doi.org/10.1109/icams.2010.5553024.

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BenMoussa, Chihab. "Distilling the Potential Added-Value of New Information and Communication Technologies: Case of Mobile Technologies for the Sales Force." In 2009 International Conference on Information Management and Engineering. IEEE, 2009. http://dx.doi.org/10.1109/icime.2009.148.

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Anne Taylor, Virginia. "Information Technology Applications in the Material Handling Equipment Industry." In 2002 Informing Science + IT Education Conference. Informing Science Institute, 2002. http://dx.doi.org/10.28945/2580.

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This study is an exploratory review of the determinants and extent of information technology’s influence on the operations of material handling dealerships in the USA. The goal is to develop an analysis framework specifying which factors contribute to the transformation of the material handling industry’s practices in relation to using information technology to optimize transactions in goods, knowledge, and services. Knowledge management, sales force automation, customer relationship management, demand chain management, customer service automation, inventory management, and enterprise resource
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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
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Mrvica Mađarac, Sandra, Zvonimir Filipović, and Marko Eljuga. "E-COMMERCE IN TRADE COMPANIES DURING THE CONDITIONS OF A PANDEMIC CRISIS: CASE STUDIES." In EU 2021 – The future of the EU in and after the pandemic. Faculty of Law, Josip Juraj Strossmayer University of Osijek, 2021. http://dx.doi.org/10.25234/eclic/18349.

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E-commerce in trade companies during the course of the pandemic crisis has become more than a technology; it includes a whole range of activities such as business processes, business organization, communication, customer relationship management, the E-sales orientation and business progress through the Information and Communication technologies. The consequences of the pandemic COVID-19 are reflected on the various spheres of social life, including the businesses of the companies. New strategies and techniques in business have positively contributed to the survival of trading companies on the
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Vasciuc (Săndulescu), Cristina Gabriela, Dumitru Săndulescu, and Otilia Crăciun (Radu). "Methods, Techniques and Sales Strategies." In International Conference Innovative Business Management & Global Entrepreneurship. LUMEN Publishing, 2020. http://dx.doi.org/10.18662/lumproc/ibmage2020/48.

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The economic life implies the existence of the actors who have to satisfy their own needs, expectations, this presupposing the appearance of the choices that they must make from the multitude of products or services on the market. Since ancient times, the sale has been made for a better living, so Thales is the first wise, Solon the second founder of Athens and the mathematician Hippocrates, who were traders. Plato, the divine, sold oil, and Baruch Spinoza, philosopher, polished mirrors. Therefore, sales forces play an important role, which, through their strategies, can make a significant con
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Mitrovic, Ksenija, Anja Jakšić, and Jelena Spajić. "The Role of AR Technology in the Era of Pandemic Marketing." In 27th International Scientific Conference Strategic Management and Decision Support Systems in Strategic Management. University of Novi Sad, Faculty of Economics in Subotica, 2022. http://dx.doi.org/10.46541/978-86-7233-406-7_225.

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The consequences of the global pandemic have accelerated the digital transformation and created a new business environment. Adapting to the circumstances, brands have shifted their communication and sales on the online channel. Despite the growth of online shopping, the inability to test products is known to be one of the main obstacles to choosing this channel. Limited access to stores during the pandemic has forced brands to choose alternative ways to display and test products. Creating business models based on virtual technologies is recognized as a chance to engage consumers in the era of
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Lemm, Thomas C. "DuPont: Safety Management in a Re-Engineered Corporate Culture." In ASME 1996 Citrus Engineering Conference. American Society of Mechanical Engineers, 1996. http://dx.doi.org/10.1115/cec1996-4202.

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Attention to safety and health are of ever-increasing priority to industrial organizations. Good Safety is demanded by stockholders, employees, and the community while increasing injury costs provide additional motivation for safety and health excellence. Safety has always been a strong corporate value of DuPont and a vital part of its culture. As a result, DuPont has become a benchmark in safety and health performance. Since 1990, DuPont has re-engineered itself to meet global competition and address future vision. In the new re-engineered organizational structures, DuPont has also had to re-
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Rakić, Nikola. "Tax Benefits of R&D in Crisis Circumstances - Accounting Aspects." In 29th International Scientific Conference Strategic Management and Decision Support Systems in Strategic Management. University of Novi Sad, Faculty of Economics in Subotica, 2024. http://dx.doi.org/10.46541/978-86-7233-428-9_400.

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In times of crisis, one of the major challenges for businesses is maintaining an appropriate level of liquidity. During periods marked by supply and/or demand shocks caused by various economic, political, or natural influences, most companies experience a drop in sales and a decreased likelihood of collecting receivables on time, if at all. In conditions of reduced business activity and lower cash inflows from operations, businesses are forced to seek additional sources of liquidity to ensure their survival despite the crisis. Tax reliefs can serve as a means for companies to secure additional
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Reports on the topic "Sales force management"

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Financial Infrastructure Report 2022. Banco de la República, 2023. http://dx.doi.org/10.32468/rept-sist-pag.eng.2022.

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Banco de la República's monitoring of the local financial market infrastructure is an additional contribution to the country's financial stability. One of the products of that monitoring has been the Payment Systems Report, which is now known as the Financial Infrastructure Report. The change in name, as of this edition, is intended to reflect in a broader way the issues that are addressed in the report. The 2022 edition includes several changes that are the result of a comparative study of financial infrastructure reports prepared by other central banks. These changes seek to make the report
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