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Journal articles on the topic 'Sales management'

Author: Grafiati

Published: 4 June 2021

Last updated: 25 July 2025

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1

Hartley, Jerry S., and Stephen F. Witt. "Hotel Sales Management:." Journal of Hospitality & Leisure Marketing 1, no. 2 (1993): 59–75. http://dx.doi.org/10.1300/j150v01n02_05.

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2

Carter, Tony. "Sales Management Coaching." Journal of Hospital Marketing & Public Relations 16, no. 1-2 (2006): 113–25. http://dx.doi.org/10.1300/j375v16n01_08.

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3

Wendel, R. F. "Field sales management." Industrial Marketing Management 15, no. 1 (1986): 87–88. http://dx.doi.org/10.1016/0019-8501(86)90048-9.

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4

Suwandi, S. Sangadji. "Sales Management Analysis and Decision Making." PROCURATIO: Jurnal Manajemen & Bisnis 2, no. 1 (2023): 39–42. https://doi.org/10.5281/zenodo.8207078.

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This comprehensive book aims to provide readers with an in-depth understanding of sales management, covering analysis and decision-making for developing effective sales strategies and tactics. It also delves into various concepts, techniques, and tools used in sales management and how to apply them in practice. The book covers topics such as personal selling, organizational strategies, sales organization structure, salesforce deployment, recruitment and selection, sales training, sales leadership, motivation and reward systems, evaluating organizational effectiveness, and evaluating salesperso

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5

Havlíček, Karel, and Ondřej Roubal. "Sales Management and Sales Communication of SMEs." EUROPEAN RESEARCH STUDIES JOURNAL XVI, Issue 4 (2013): 29–42. http://dx.doi.org/10.35808/ersj/401.

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6

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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7

Rutherford, Brian N., Nathaniel Hartmann, Nwamaka Anaza, and Scott C. Ambrose. "Editorial: Relational disruptions in sales and sales management." Journal of Business & Industrial Marketing 39, no. 4 (2024): 669–72. http://dx.doi.org/10.1108/jbim-04-2024-639.

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8

Rane, Dipesh, Nabil Ahmed, Daanish Sarguru, and Shabina Sayed. "Sales Performance Management System." International Journal of Computer Applications 162, no. 11 (2017): 25–30. http://dx.doi.org/10.5120/ijca2017913404.

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9

Mentzer, John T., Carol C. Bienstock, and Kenneth B. Kahn. "Benchmarking sales forecasting management." Business Horizons 42, no. 3 (1999): 48–56. http://dx.doi.org/10.1016/s0007-6813(99)80021-4.

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10

Saxena, DR RP. "Sales and Distribution Management." Paradigm 4, no. 1 (2000): 171–82. http://dx.doi.org/10.1177/0971890720000118.

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11

Schmitz, Christian, and Jan Wieseke. "Excellence in Sales Management." Marketing Review St. Gallen 32, no. 6 (2015): 3. http://dx.doi.org/10.1007/s11621-015-0587-4.

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12

Jensen, Ove. "Hello , Sales Management Review!" Sales Excellence 22, no. 5-6 (2013): 66. http://dx.doi.org/10.1365/s35141-013-0723-1.

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13

Hartenfels, Thomas. "Sales Management im Wandel." Sales Excellence 28, no. 11 (2019): 16–18. http://dx.doi.org/10.1007/s35141-019-0173-5.

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14

Fine, Leslie M. "Selling and sales management." Business Horizons 50, no. 3 (2007): 185–91. http://dx.doi.org/10.1016/j.bushor.2007.01.001.

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15

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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16

Author:, Janine R. Asilo, Mae R. Gulane Tricia, and Bryan Renaissance B. Tormon &. "Sales Management and Profitability among Selected Small Enterprises Renting Commercial Spaces in Panabo City, Philippines." International Journal of Business Management and Technology 6, no. 2 (2023): 281–87. https://doi.org/10.5281/zenodo.7676500.

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The study aimed to determine the level of sales management and profitability among small enterprises renting commercial spaces in Panabo City. As supported by the theory of Wandall and Hoffman (2016), sales operations, sales strategy and sales analysis are the indicators of sales management which can affect the profitability of the business. The researchers employed a survey questionnaire for both variables: sales management and profitability. This study utilizes the descriptive-correlation method with the aid of the adapted survey questionnaire used in gathering the necessary data from the re

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17

Пономарева, К. Г. "Improving sales and personal sales management in the organization." Экономика и предпринимательство, no. 8(121) (July 26, 2020): 814–18. http://dx.doi.org/10.34925/eip.2020.121.8.165.

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В статье представлены результаты анализа сбыта в организации. Предложены мероприятия по совершенствованию управления сбытом и рассчитана эффективность. The article presents the results of sales analysis in the organization. Measures to improve sales management are proposed and efficiency is calculated.

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18

ТИТОВА, С. В., and М. М. ТИХОНОВА. "SALES MANAGEMENT IN A SALES ORGANIZATION: ADVANTAGES AND DISADVANTAGES." Экономика и предпринимательство, no. 8(157) (October 23, 2023): 789–93. http://dx.doi.org/10.34925/eip.2023.157.8.144.

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В статье представлены результаты анализа управления продажами в торговой организации по основным элементам: планирование продаж, организация процесса продаж, мотивация торгового персонала, контроль продаж. Особое внимание уделено показателям оценки эффективности управления продажами, что позволило определить достоинства и недостатки этой системы, которые влияют на эффективность работы организации в целом. Результаты представленного исследования могут быть использованы в практической деятельности торговых организаций при оценке действующей системы управления продажами в компании, а также для вы

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19

Heese, H. Sebastian, and Jayashankar M. Swaminathan. "Inventory and sales effort management under unobservable lost sales." European Journal of Operational Research 207, no. 3 (2010): 1263–68. http://dx.doi.org/10.1016/j.ejor.2010.06.016.

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20

Matvieieva, Yu, Yu Opanasiuk, T. Bondar та D. Petrenko. "SALES-MANAGEMENT AS А ONE OF THE KEY DIRECTIONS OF MODERN ORGANIZATION MANAGEMENT". Vìsnik Sumsʹkogo deržavnogo unìversitetu 2021, № 1 (2021): 43–57. http://dx.doi.org/10.21272/1817-9215.2021.1-6.

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Today the sale of goods and services is one of the most popular and relevant activities in the world. In this context, scientists and practitioners study the skills, abilities and competencies of specialists in this field. In companies working in the field of sales of goods and services, special attention is paid to the development of a motivational system for sales managers in order to increase their productivity. The theoretical and scientific and methodological approaches to improving the management system of a company operating in the field of sales have been investigated in the paper. The

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21

Dyachun, Olga, and Vitalii Levytskyi. "Sales management function at the enterprise." Socio-Economic Problems and the State 26, no. 1 (2022): 69–76. http://dx.doi.org/10.33108/sepd2022.01.069.

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The definition of the essence of sales management activities at the enterprise is presented. The list of sales functions at the enterprise is developed, the point of view on their composition is revealed. The content of the «sales market research» function as an initial function in the sales management system is clarified. Emphasis is placed on the functions of motivating employees who carry out the sales management activity and motivating other objects that are participants in the sales process. It is studied that the purpose of sales planning is to ensure sales tasks on the part of individua

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22

Tebekin, Alexey V., Elena P. Zbirovskaya, and Pavel A. Tebekin. "PRINCIPLES APPLIED MANAGEMENT: SALES INFORMATION TECHNOLOGY MANAGEMENT." RSUH/RGGU Bulletin. Series Economics. Management. Law, no. 2 (2016): 86–94. http://dx.doi.org/10.28995/2073-6304-2016-2-86-94.

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23

S. Sangadji, Suwandi. "SALES MANAGEMENT ANALYSIS AND DECISION MAKING." PROCURATIO: Jurnal Manajemen & Bisnis 2, no. 1 (2023): 39–42. http://dx.doi.org/10.62394/projmb.v2i1.57.

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Abstract:

This comprehensive book aims to provide readers with an in-depth understanding of sales management, covering analysis and decision-making for developing effective sales strategies and tactics. It also delves into various concepts, techniques, and tools used in sales management and how to apply them in practice. The book covers topics such as personal selling, organizational strategies, sales organization structure, salesforce deployment, recruitment and selection, sales training, sales leadership, motivation and reward systems, evaluating organizational effectiveness, and evaluating salesperso

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24

Dhamodaran P Vijayalakshmi, K. "Sales Man Application Management System Using Smart Phone." International Journal of Scientific Engineering and Research 2, no. 5 (2014): 7–10. https://doi.org/10.70729/j2013273.

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25

Bâtcă-Dumitru, Corina-Graziella, Daniela-Nicoleta Sahlian, and Cleopatra Șendroiu. "The Budgetary Management of Sales." CECCAR Business Review 2, no. 7 (2021): 14–24. http://dx.doi.org/10.37945/cbr.2021.07.02.

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26

Mandelbaum, Robert. "Hotel Sales-and-Marketing Management." Cornell Hotel and Restaurant Administration Quarterly 38, no. 6 (1997): 46–51. http://dx.doi.org/10.1177/001088049703800619.

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27

Konobeeva, O. E., and E. E. Konobeeva. "Business Technologies in Sales Management." OrelSIET Bulletin, no. 2 (48) (2019): 83–87. http://dx.doi.org/10.36683/2076-5347-2019-2-48-83-87.

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28

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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29

Deeter-Schmelz, Dawn R. "Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 34, no. 2 (2014): 160–71. http://dx.doi.org/10.1080/08853134.2014.890907.

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30

Aminiroshan, Zahra, Esmaiel Sharifian, and Seyed Mostafa Siyadat. "Sport promotion and sales management." Management Science Letters 4, no. 6 (2014): 1177–80. http://dx.doi.org/10.5267/j.msl.2014.5.011.

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31

Wang, Chuan‐San, Samuel Tung, Lin Chen‐Chang, Wang Lan‐Fen, and Lai Ching‐Hui. "Earnings management using asset sales." International Journal of Accounting & Information Management 18, no. 3 (2010): 237–51. http://dx.doi.org/10.1108/18347641011068983.

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32

Park, Myung Seok, and Taewoo Park. "Insider sales and earnings management." Journal of Accounting and Public Policy 23, no. 5 (2004): 381–411. http://dx.doi.org/10.1016/j.jaccpubpol.2004.07.003.

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33

Geurts, Michael. "Effective sales management 2nd edn." Journal of Retailing and Consumer Services 1, no. 2 (1994): 126. http://dx.doi.org/10.1016/0969-6989(94)90018-3.

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34

Gihyung, Kim. "Women Sales Personnel’s Emotion Management." Asian Women 30, no. 4 (2014): 3. http://dx.doi.org/10.14431/aw.2014.12.30.4.3.

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35

Mukherjee, Jaydeep. "Sales Performance Management in KRC." Vision: The Journal of Business Perspective 17, no. 1 (2013): 63–71. http://dx.doi.org/10.1177/0972262912469567.

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36

Basu, Anirban, Bhavesh Pande, Vinod Kalia, and Tanuja Sharma. "Sales Performance Management in KRC." Vision: The Journal of Business Perspective 17, no. 1 (2013): 73–81. http://dx.doi.org/10.1177/0972262912469568.

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37

AHEARNE, MICHAEL J., JEFFREY P. BOICHUK, CRAIG J. CHAPMAN, and THOMAS J. STEENBURGH. "Real Earnings Management in Sales." Journal of Accounting Research 54, no. 5 (2016): 1233–66. http://dx.doi.org/10.1111/1475-679x.12134.

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38

Panza, Carol M. "Building a sales management system." Performance + Instruction 29, no. 3 (1990): 6–11. http://dx.doi.org/10.1002/pfi.4160290303.

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39

Chin, Tachia, and Ren-huai Liu. "Sales management and personal selling." International Journal of Research in Marketing Management and Sales 1, no. 1 (2019): 18–22. http://dx.doi.org/10.33545/26633329.2019.v1.i1a.5.

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40

Pandya, Yomik, Aditya Thakur, Drumil Pistolwala, Kash Trivedi, Theres Bemila, and Ankita Awsarmal. "Property Management System." International Journal for Research in Applied Science and Engineering Technology 11, no. 4 (2023): 4119–25. http://dx.doi.org/10.22214/ijraset.2023.51218.

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Abstract: The price of a house is increased every year according to the location. It indicates the current economic situation so there is a need for a system to predict house sales in the future for both buyer and the seller. Here we use a dataset of Pune with more than 68,613 entries of train data and test data of housing sales in India. This analysis includes the effect of markdowns on sales and the extent of effects on the sales by size, price, area etc. has been analysed using different machine learning algorithms. Estimating home sales can help the developer determine the selling price of

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41

S.Meena, Ms, Mrs S.Girija, and Mrs S.Kayathri. "Financial Management System." International Journal of Engineering & Technology 7, no. 3.10 (2018): 71. http://dx.doi.org/10.14419/ijet.v7i3.10.15633.

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The project entitled as “Financial Management System” The main objective is maintaining the company details and sends the daily report to the company manager. The admin can view the employee attendance details, employee registration details and sales details. This project contains two modules such as admin module and user modules. The admin can maintain employee details and sales details. In user modules, day by day update attendance details and product sales details in the system. So the admin can easily view product details and sales details and employee details in the system. The system can

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42

HERZANYCH, V.M., K.O. IHNATYUK, and D.A. IHNATYUK. "Strategic marketing sales management of trade enterprises." Market Relations Development in Ukraine №10(233)2020 148 (January 4, 2021): 92–96. https://doi.org/10.5281/zenodo.4415479.

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The subject of the study is the strategic marketing sales management of trade enterprises. The purpose of the study is to determine the components of the system of strategic sales marketing management of trade enterprises in market conditions. Research methods. The dialectical method of scientific cognition, the method of analysis and synthesis, the comparative method, the method of data generalization are used in the work. Results of work. The paper considers the components of the system of strategic marketing sales management, in particular: the subsystem of strategic marketing sales plannin

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43

Rosenbloom, Bert, and Rolph Anderson. "Channel management and sales management: Some key interfaces." Journal of the Academy of Marketing Science 13, no. 3 (1985): 97–106. http://dx.doi.org/10.1007/bf02729939.

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44

CHEN, ANDREW H., and SUMON C. MAZUMDAR. "LOAN SALES AND BANK LIQUIDITY MANAGEMENT." International Journal of Theoretical and Applied Finance 02, no. 02 (1999): 113–29. http://dx.doi.org/10.1142/s0219024999000091.

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Bank loan sales activities in the U.S. increased dramatically in the 1980s. We develop a dynamic control model that integrates existing rationales for loan sales. Our model explains several recently documented empirical facts concerning both bank loan sales and purchases in a consistent fashion and yields additional testable hypotheses.

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45

Shepherd, C. David, and Rick E. Ridnour. "Selling and Sales Management in Action : The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices." Journal of Personal Selling & Sales Management 15, no. 1 (1995): 69–74. https://doi.org/10.1080/08853134.1995.10754012.

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46

Matsuo, Makoto. "The Influence of Sales Management Control on Innovativeness of Sales Departments." Journal of Personal Selling & Sales Management 29, no. 4 (2009): 321–31. http://dx.doi.org/10.2753/pss0885-3134290402.

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47

Baldauf, Artur, and Nick Lee. "International Selling and Sales Management: Sales Force Research beyond Geographic Boundaries." Journal of Personal Selling & Sales Management 31, no. 3 (2011): 211–17. http://dx.doi.org/10.2753/pss0885-3134310301.

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48

Ingram, Thomas N. "Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability." Journal of Marketing Theory and Practice 12, no. 4 (2004): 18–28. http://dx.doi.org/10.1080/10696679.2004.11658528.

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49

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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50

Seo1, Yoon-jeong, Tae-kyoo Hwang, Sang-Youn Han, and Yong-sil Seo. "Effect of Online Sales Management of Agrifood Enterprises on Sales Performance." Journal of Digital Contents Society 19, no. 11 (2018): 2149–57. http://dx.doi.org/10.9728/dcs.2018.19.11.2149.

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