Relevant bibliographies by topics / Sales process

Contents

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

Academic literature on the topic 'Sales process'

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

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Journal articles on the topic "Sales process"

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Rabetino, Rodrigo, Samuel Johnson Ogundipe, and Marko Kohtamäki. "Solution sales process blueprinting." International Journal of Business Environment 10, no. 2 (2018): 132. http://dx.doi.org/10.1504/ijbe.2018.095799.

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Kohtamäki, Marko, Rodrigo Rabetino, and Samuel Johnson Ogundipe. "Solution sales process blueprinting." International Journal of Business Environment 10, no. 2 (2018): 132. http://dx.doi.org/10.1504/ijbe.2018.10016875.

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Rapp, Adam. "Outsourcing the sales process: Hiring a mercenary sales force." Industrial Marketing Management 38, no. 4 (May 2009): 411–18. http://dx.doi.org/10.1016/j.indmarman.2009.03.006.

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Crowley, Larry G. "Engineering Sales: Process of Understanding." Journal of Management in Engineering 12, no. 2 (March 1996): 40–43. http://dx.doi.org/10.1061/(asce)0742-597x(1996)12:2(40).

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McCarthy Byrne, Teresa M., Mark A. Moon, and John T. Mentzer. "Motivating the industrial sales force in the sales forecasting process." Industrial Marketing Management 40, no. 1 (January 2011): 128–38. http://dx.doi.org/10.1016/j.indmarman.2010.06.003.

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Jurevičienė, Daiva. "Sales process management of insurance services." Intellectual Economics 8, no. 2 (May 12, 2015): 147. http://dx.doi.org/10.13165/ie-14-8-2-11.

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Lee, Hau L., and Charles S. Tapiero. "Quality control and the sales process." Naval Research Logistics Quarterly 33, no. 4 (November 1986): 569–87. http://dx.doi.org/10.1002/nav.3800330404.

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Bussière, Dave. "Understanding the Sales Process by Selling." Marketing Education Review 27, no. 2 (April 26, 2017): 86–91. http://dx.doi.org/10.1080/10528008.2017.1314188.

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Rahman, Andi F. "Definisi Kembali Business Process Penjualan Ritel Akibat Pengaruh Teknologi Informasi." Jurnal STEI Ekonomi 27, no. 2 (February 19, 2019): 138–55. http://dx.doi.org/10.36406/jemi.v27i2.131.

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Living within internet become easier, back to 90 or earlier when need something we have to go shop to buy something we needed. But now these days, we just picked the phone make a phone call to shop and make an order. Just couple hours the product we are needed just arrived right front our house, pick the product and pay the cash. Everything become very simple. Internet era make us to redefinition of Business Process of sales. Back to earlier, the buyer and the sales have to meet make transaction. But they don’t have to meet again, and the matter fact, they don’t know to each other completely. Now the transaction support by internet and bank, they make this impossible. Internet make people (buyer and sales) meet in web world, the make transaction. And finally the buyer pay the price via bank and again the buyer pay the price via internet through the bank. And the sales after received confirmation from the bank, they right the way to pack the package and delivery the package from courier service. Data of year 2013-2013 average increment of direct sales only grows amount 9.9% and increment of sales online grows up to 59.9. it seem increment of sales of online very massive in period year 2013 up to 2017, and the number sales of online almost half of direct sales i.e. 2019 T and sales of online i.e 108 T. With regression coefficient formula look relationship direct sales with increment of Indonesia’s growth economy i.e. 0.212% and sales online growth i.e. 0.223% , it means both sales online and direct sales have one direction refer to Indonesia’s economy growth, only sales online has stronger relationship i.e. 0.223% and gap 0.011% compare to direct sales.
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Plouffe, Christopher R., Yvette Holmes Nelson, and Frederik Beuk. "Testing an Enhanced, Process-Based View of the Sales Process." Journal of Personal Selling & Sales Management 33, no. 2 (June 2013): 141–63. http://dx.doi.org/10.2753/pss0885-3134330201.

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Dissertations / Theses on the topic "Sales process"

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

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The improvement of the sales quotas development process in Spanish pharmaceutical organisations is challenging as the market environment becomes dramatically complex. Setting sales quotas has always been difficult, exemplified by the difficulties in quantifying future sales by sales territory. Extensive research has been conducted and several conceptual models created to facilitate the process of developing sales quotas. Effective management of this process has proved problematic mainly due to difficulties in estimating future sales by territory, the complexity of the systems utilised in the process, the granularity of the data required and the lack of attention to implementation issues. Therefore, determining organisational capabilities that facilitate developing an effective sales quotas process is paramount. This study uses goal setting theory to understand organisational capabilities for the sales quota development process. A sales quota development process for a mid-sized pharmaceutical organisation was examined in terms of activities, which satisfied stakeholders’ expectations. Based on empirical data organisational capabilities were identified and prioritised. Goal setting theory is advanced through the development of the SQD Model that includes a set of sixteen organisational capabilities that are critical for developing an effective sales quotas process for pharmaceutical organisations. This study created the SQP Maturity Framework, a diagnostic tool that allows organisations to assess their sales quota development process and understand which capabilities to acquire or further develop to improve the process. Differences by organisational contexts are highlighted. The focus of this research is the pharmaceutical sector in Spain. The organisational capabilities uncovered and assessed will be relevant to these and other sectors that rely on sales forces. Areas for future research include the replication of this study in different geographies and sectors focusing on identifying more organisational capabilities and routines that facilitate moving organisations towards an optimised level of maturity.
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Marković, Daniel, and Oskar Andersson. "Att se in i framtiden : En studie om hur konceptet insiktsförsäljning påverkar ett B2B-företags försäljningsprocess." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36321.

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Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ‘insight selling’ claiming that it through insights is possible to be forceful in the, these days, rough sales climate. Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process. Research question: How does insight selling affect the B2B sales process? Methodology: Process mapping through interviews in combination with organizational documents. Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer.
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Laxmidhar, Mohammad, and Dnyanesh Sarang. "Exploratory Investigation of Sales Forecasting Process and Sales Forecasting System : Case Study of Three Companies." Thesis, Jönköping University, JIBS, Business Administration, 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-718.

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The future has always caught the attention of the human being. The thirst of exploring the future and to know the unknown has driven the human being toward innovativeness.

Companies are expanding their operations worldwide since the past few decades. Profit growth coupled with an effective strategy has become the primary need of global companies. Research in this area has given rise to optimization of the supply chain for higher profitability. Considering the overall strategy the company needs to plan production well in advance. The operational planning comes in picture at this moment. In order to reduce excessive inventory at each stage of the production; one should know the demand of the next stage and preferably the end customer demand. The process of sales forecasting is undertaken to predict demand at different stages. It is a complex managerial function and hence needed to be undertaken by a scientific way. The sales forecasting the function includes process of forecasting, administration, hardware, software, users and developers of forecast.

Historically sales forecasting has been considered as a side activity by most of the companies. Sales forecasting has not been considered as an important function of marketing and finance. Very few companies have seen sales forecasting by a scientific management point of view. Less research has been reported in sales forecasting in comparison to other managerial functions. Planning based on sales forecasting; may be part of a selected strategy for growth and profitability. These facts have attracted us to study sales forecasting as a managerial function.

The purpose of this study is to describe and analyze the sales forecasting process, sales forecasting system, sales forecasting methods and techniques. Further proposing possibilities of improvements in existing forecasting process is also purpose of this study.

We have selected three manufacturing companies for this study based on purposive sampling. Considering research interest in phenomenon study; we have selected a qualitative research strategy for this study. We have selected a case study method for our research as it is the most appropriate tool to study the relation between theory and phenomenon. For this research, we have collected the data by semistructured interviews based on a pre formed questionnaire. The questionnaire has been prepared with respect to our research purpose and open ended questions were used to gather extensive data. The data gathered during interviews, have been analyzed by the use of ‘Flow model’ suggested by Miles and Huberman (1994).

Results from this study shows that there is a need to see ‘sales forecasting’ as a management function rather than a computer activity. To achieve the best information integration throughout the supply chain, increased information visibility is needed. To achieve accuracy in both forecasting and planning; collaborative forecasting may be used. Forecasting software needs to have a suite of methods towards product specific forecasting. The need of customized softwares has also been indicated by this study. The need to measure performance of forecasting by means of accuracy, cost and customer relationship has been concluded.

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Drotsky, Gert Antonie Petrus. "The role of the sales process at trade shows." Thesis, University of Pretoria, 2016. http://hdl.handle.net/2263/60534.

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Business-to-business (B2B) marketing is one of the most underestimated and under-researched fields in marketing. Due to the unique characteristics of B2B markets, the emphasis has always been on one-on-one communication between the seller and the buyer. This means that in the communication mix, elements such as personal selling and trade shows play an important role in the selling and marketing of a business product and the accompanying services. There is an indication that there will be a growth in the trade-show industry, as well as in B2B marketing. There is also an element of uncertainty on the role of personal selling, and more specifically, the sales process at trade shows. Previous studies focused on the general activities at trade shows; but none focused on the sales process that is interlinked with trade shows. Therefore, an explorative study was done to determine the role of the sales process at trade shows; so as to guide exhibitors on what to do when exhibiting. A number of studies (Godar & O`Conner, 2007; Gopalakrishna & Lilian, 1992 and Sharland & Balogh, 1996) pointed to the role that trade shows plays in the buying task and buying stages of attendees at trade shows. In these studies the findings indicated that trade shows do not play such an important role throughout the whole of the buying process of attendees. However, studies by Bresler (2009) and Keswell (2010) pointed to the importance of trade shows in South Africa. Smith, Gopalakrishna and Smith (1999) indicated that trade shows play a major role in attendees moving through the buying process and therefore relates to the faster completion of the sales process resulting in better personal selling efficiency. This study contributes to the before mentioned studies by indicating specific actions in the selling process this can help exhibitors to improve the buying process. The findings of this study can assist the trade show industry to provide guidelines for exhibitors. A multi-stage sample plan was followed; and a self-administered questionnaire was used to gather the data for the study from exhibitors at trade shows. To establish the factors of the stages of the sales process at trade shows, a Principal factor analysis with Varimax rotation that is explorative in nature was done. A further investigation was done for the sales process on the differences regarding (a) salespeople versus non-salespeople; (b) the type of trade show and (c) the business operations of exhibitors were assessed by means of an ANOVA, t-test, and MANOVA. The findings depict the various factors that make up the different stages of the sales process during the pre- and at-show stage of a trade show. Firstly, the business actions of exhibitors were investigated that included a number of elements such as: trade-show marketing; written objectives; trade-show evaluation and plan, staff improvement, new product and non-financial success to name a few. Thereafter, the stages of sales process at trade shows were investigated. The first stage dealt with pre-show marketing activities used to attract attendees to the trade show indicated two factors: direct communication and promotional elements. The second stage on the at-show marketing activities used to attract attendees to the business exhibit stand at the trade show comprised two factors: trade-show sponsorship and promotional tools. The third stage deals with the sales presentation at a trade show; and it had four factors that were identified, namely: presentation methods; presentation actions; approach method and questions approach. The fourth stage dealt with objections experienced; and two factors were indentified: manifested objections, and latent objections. The fifth stage deals with dealing with objections; the factors identified included standard-objection solutions and product-objection solutions. The last stage dealt with the closing methods; and two factors were identified: typical closing and product closing. Differences were identified between sales and non-sales persons for "presentation methods", "presentation actions" and "question approach". All of these factors deal with actions during the sales presentation. Non-sales exhibit staff in many cases does not have the experience that sales persons of the business have, especially on how to communicate during the sales presentation. Sales staff will also be more aware of the different sales methods and how to use these methods in different sales situations. From the findings what is of concern is that both sales and non-sales staff indicate that they do not really make use of closing methods to close the sale. Regarding the type of trade shows (international, national or regional) there were no differences for pre-show marketing activities, at-show marketing activities, the sales presentation and closing method used for the stages of the sales process there were no differences. These findings are very interesting; since for elements, such as the marketing activities before and at the trade show, one would assume that different approaches would be applied. International trade shows would, for example, rely more on electronic and mass-promotional mix elements; since it is not possible for their sales staff to visit all the possible prospects. Concerning the business operations (sales of goods or service industry/professionals or construction/manufacturing or other) of exhibitors and how they implement the stages of the sales process there were no significant differences evident. That means that the operations of a business have no impact on the sales process at trade shows. The findings of this study also provides an encouraging outcome for trade show role players in that there are not major differences for sales versus non-sales persons, type of trade show or business operations of the exhibitors. This provides an opportunity for general sales guidelines to be developed to improve the effectiveness of the sales process. Furthermore, the training of exhibit staff can be done more effectively and efficiently since there are no specialised requirements. Trade show organisers will benefit since material developed can be standardised for all types of trade shows. This study provides an interesting starting point for future research to combine the findings of this study with other studies that focus on the procurement needs of attendees of trade shows, such as Brelser (2009) and Smith et al. (1999). One of the main contributions of this study is that it provides a comprehensive sales process for trade shows with insights into the various sub-stages. Finally, in Chapter 7 a comprehensive figure illustrates the interconnectedness between the various stages of the sale process with trade show activities and the attendees' decision-making buying process. With this holistic overview conceptualisation is provided on how the sales process can be integrated into the buying process and stages of a trade show. The identification of the different actions can be an invaluable tool for researchers that want to expand on/or link the sales process and buying process at trade shows.
Thesis (PhD)--University of Pretoria, 2016.
Marketing Management
PhD
Unrestricted
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Guerrero, Claudia V. "Process evaluation /." Online version of thesis, 2004. http://hdl.handle.net/1850/11798.

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Nilsson, Markus, and Albin Thalin. "Value delivery and sales : A qualitative case study on how IT-startups can improve their sales process." Thesis, Umeå universitet, Företagsekonomi, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-136629.

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Many entrepreneurs pursue the IT-industry, which is characterized by opportunities and international growth. However, due to failures in sales, marketing and operations, many IT-startups never reach profitability and sustainable performance.  On behalf of the IT-startup Realbridge, the authors have been asked to investigate how their sales process can be made more efficient. By identifying elements in the sales process, the authors can provide suggestions supported by theories and qualitative data on how Realbridge and similar companies can redesign and improve their sales process. The study further investigates the role of sales in the business model and how a changed sales process impact value delivery and innovate the business model. Consequently, the thesis aims to answer the following research questions: How does a firm’s sales process impact value delivery in the business model? How can small IT-companies similar to Realbridge and their product improve their sales process efficiency? This degree project has several purposes. Firstly, it aims to further investigate the role of sales in value delivery in the business model. This will extend knowledge and research on value delivery and sales, and will further investigate the relationship between components of the business model. Secondly, it will serve as a guide for managers in IT-firms on how they can improve the sales process. Thirdly, it will create an understanding of how IT-firms similar to Realbridge can develop or innovate their business model in terms of changed value delivery, key activities and sales process. As the aim of this study is to extend knowledge in the business model and sales literature, as well as analyze Realbridge’s sales process and culminate in recommendations on how IT-startups can increase their sales efficiency, this degree project takes form as a qualitative case study. Interviews have been conducted with interviewees in four different organizations with three different perspectives: Realbridge’s perspective, customer in the car dealership industry’s perspective and non-customer in the car dealership industry’s perspective. The data has been processed in accordance to thematic analysis. The analysis has led the authors to the conclusion that a changed sales process impact value delivery and consequently innovate the business model. It is also found that the sales process impact value creation and capture. Moreover, in order to effectively design a sales process, Realbridge and similar companies must effectively segment the market, focus on fewer segments initially and target them according to their expected financial contribution. They should state and communicate a specific value proposition related to the approached segment’s main needs. Furthermore, customer preferences have to be accounted for in terms of sales channels and type of relationships, and it can be seen as a financial risk to maximize value creation and value delivery for all customers.
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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
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 da empresa x e a um dos key account managers. Para cada uma das entrevistas foi formulado um guião de entrevista adaptado ao tipo de informação que se pretendia recolher. A aplicação destas ferramentas, permitiu efetuar a recolha de dados que conduziram às principais conclusões alcançadas. As ideias a reter é que esta dissertação apresenta conclusões e recomendações que têm como objetivo o melhoramento de procedimentos na empresa x, bem como ideias que se aplicam à generalidade das empresas e às suas áreas comerciais. As principais conclusões são a mudança de ótica consoante o cargo hierárquico responsável pela negociação e contacto com os fornecedores, o perigo da centralização da faturação num grupo pequeno de clientes para a empresa x, a importância crescente que a ótica relacional tem na manutenção dos clientes e a importância que a definição do processo de venda tem para garantir um trato uniforme a todos os clientes, permitindo, é claro, adaptações consoante as caraterísticas de cada um.
This dissertation has as a major goal to analyze the Sales Force Management on company x, that runs on the food industry, more specifically on the pre confectionated and deep frozen food products. The focus will be subdivided on four big issues: Sales Force Management, Relational Marketing, selling process and Key Account Management. The research relies on a qualitative approach through a case study. Moreover, the collected data was reached by semi-structured interviews with company x commercial manager and one of the companies key account managers. For each one of the interviews an interview script was formulated adapted to the type of information pretended. The use of these tools allowed to collect the data that based the main conclusions of this dissertation. Recommendations and conclusions have as goal the improvement of company x procedures, as well as some ideas that could be applied to the most of the companies and their commercial department, are what should be retained. The main conclusions are: the optic change according to the hierarchical position of who is leading the negotiations and suppliers? approach, the danger of consolidating the billing on a small group of clients for company x, the growing importance of the relational perspective on client maintenance and the importance of the standardization of the selling process to ensure an uniform performance to all clients, allowing, however, adaptations according to the characteristics of each one of them.
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Ooi, Tjan-Chao, and Nils Pundurasi. "PIVOTING TOWARDS AN INSIGHT SELLING METHODOLOGY WITH A SALES PROCESS." Thesis, KTH, Skolan för informations- och kommunikationsteknik (ICT), 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-128558.

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Sales are a subject that most people consider to be an art. The truth is that there are several sophisticated methodologies on how to successfully close a deal. However, time goes by, customers get smarter and the markets shifts. As a result sales methods start to fade away and do not necessarily work the way they used to. This thesis was conducted in co-operation with SimCorp A/S and aims to examine the concept of Insight Selling. The concept was developed by analysing top performers and how they manage to sell in an economic downturn. The purpose is to investigate how an organisation can apply the core principles of the new sales strategy on an existing sales process and current customer relationship management system. A qualitative research method was used and interviews were conducted to gather data to gain a deeper understanding on the topic of sales. The result exhibits a situation analysis that was conducted to create a representation of SimCorp’s current sales process. With the key elements of insight selling a proposed model of a future state was presented. Lastly, a requirements analysis of the customer relationship management system currently deployed at the company was designed based on the findings. The result indicated that it was possible to apply the key elements of insight selling on the current sales process. The method might be suitable for some situations but it does not replace or eliminate earlier practices.
Det är vanligt att uppfatta försäljning som en konst. Sanningen är att det finns väl beprövade metodiker för hur man ska lyckas för att sälja. Med tiden har konsumenter blivit smartare och marknaden förändrats. Detta har resulterat i att många säljmetoder blir avlägsna och inte lika användbara och pålitliga som de var innan. Examensarbetet utfördes i samarbete med SimCorp A/S där syftet är att undersöka begreppet insiktsförsäljning. Konceptet utvecklades från en studie där man analyserade de högpresterande säljarna och identifierade hur de lyckades sälja under en ekonomisk lågkonjunktur. Syftet är att undersöka hur en organisation kan applicera de nya strategierna som presenteras inom insiktsförsäljning på en befintlig försäljningsprocess och det nuvarande kundhanteringssystemet. En kvalitativ forskningsmetod applicerades och intervjuer utfördes för att ackumulera data och få en djupare förståelse av ämnet försäljning. I resultatet presenteras en nulägesanalys av SimCorp’s nuvarande försäljnings-process. Vidare presenteras ett förslag på hur en försäljningsprocess med inslag av strategierna från insiktsförsäljning kan se ut. Slutligen utfördes en kravanalys på insiktsförsäljnings metod för att implementeras och testas på det nuvarande kundhanteringssystemet. Resultatet indikerade att det var möjligt att applicera nyckel elementen från insiktsförsäljning på den nuvarande säljprocessen. Metoden är lämplig för att användas i vissa situationer men ersätter inte eller eliminerar tidigare rutiner.
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Acquavella, Kristin. "Foreign Military Sales : improving contract closeout procedures using process innovation /." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 2000. http://handle.dtic.mil/100.2/ADA386450.

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Feng, Yan. "Evaluation of sales and operations planning in a process industry." Thesis, Université Laval, 2010. http://www.theses.ulaval.ca/2010/27515/27515.pdf.

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Books on the topic "Sales process"

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Alan, Schwartz. Sales law and the contracting process. 2nd ed. Westbury, N.Y: Foundation Press, 1991.

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Selden, Paul H. Sales process engineering: A personal workshop. Milwaukee, Wis: ASQC Quality Press, 1996.

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Donaldson, Bill. Sales management: Principles, process, and practice. 3rd ed. New York: Palgrave Macmillan, 2007.

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Shultz, George Pratt. The peace process and arms sales to Jordan. Washington, D.C: U.S. Dept. of State, Bureau of Public Affairs, Office of Public Communication, Editorial Division, 1985.

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E, Ruben Nicholas, ed. High probability selling: Re-invents the selling process. 3rd ed. Newtown, PA: Abba Pub., 1996.

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C, Bienstock Carol, ed. Sales forecasting management: Understanding the techniques, systems, and management of the sales forecasting process. Thousand Oaks: Sage Publications, 1998.

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Hodgson, Damian. Masculinity, subjection and resistance in the financial sales process. Manchester: Manchester School of Management, 2000.

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1948-, Staples William A., ed. Professional selling: A relationship management process. 2nd ed. Cincinnati, OH: South-Western Pub. Co., 1994.

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1948-, Staples William A., ed. Professional selling: A relationship management process. Cincinnati, OH: South-Western Pub. Co., 1990.

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Kallman, James. Insurance agency risk management: E & O exposures in the sales process. 2nd ed. [United States]: Thomson Reuters, 2014.

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Book chapters on the topic "Sales process"

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Monty, David A. "The Buyer Process." In Sales Hunting, 25–31. Berkeley, CA: Apress, 2014. http://dx.doi.org/10.1007/978-1-4302-6769-0_3.

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Monty, David A. "The Sales Process." In Sales Hunting, 33–38. Berkeley, CA: Apress, 2014. http://dx.doi.org/10.1007/978-1-4302-6769-0_4.

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Hase, Stefan, and Corinna Busch. "The Sales Process." In Quintessence Series, 13–34. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-61174-7_3.

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Holopainen, Timo, Jukka Rantala, Mandi Virtanen, and Tuula Korhonen. "Sales Process Evolution." In Advances in Intelligent Systems and Computing, 174–79. Cham: Springer International Publishing, 2020. http://dx.doi.org/10.1007/978-3-030-50791-6_22.

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Monty, David A. "The Sales Process." In Trust-Based Selling, 37–42. Berkeley, CA: Apress, 2014. http://dx.doi.org/10.1007/978-1-4842-0874-8_4.

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Silva, Titus De. "CP 036 Sales Process." In Integrating Business Management Processes, 255–56. New York, NY : Routledge, 2020.: Productivity Press, 2020. http://dx.doi.org/10.4324/9781003042846-62.

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London, Jonathan, and Martin Lucas. "Foundation: The Sales Process." In Using Technology to Sell, 47–104. Berkeley, CA: Apress, 2012. http://dx.doi.org/10.1007/978-1-4302-3934-5_3.

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Johnston, Mark W., and Greg W. Marshall. "The Process of Selling and Buying." In Sales Force Management, 29–64. Thirteenth edition. | Abingdon, Oxon; New York, NY:Routledge, 2021.: Routledge, 2020. http://dx.doi.org/10.4324/9781003134688-2.

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Feiertag, Howard. "The Negotiation Process in Sales." In Hospitality Sales and Marketing, 365–94. Articles originally published in Hotel management.: Apple Academic Press, 2019. http://dx.doi.org/10.1201/9780429057205-9.

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Dannenberg, Holger, and Dirk Zupancic. "Definition of sales process goals for customer segments." In Excellence in Sales, 95–100. Wiesbaden: Gabler, 2009. http://dx.doi.org/10.1007/978-3-8349-8782-2_8.

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Conference papers on the topic "Sales process"

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Partovi, Fariborz Y., and Cynthia A. Conway. "Enhancing the Sales Process Using Analytic Network Process." In International Symposium on the Analytic Hierarchy Process. Creative Decisions Foundation, 2014. http://dx.doi.org/10.13033/isahp.y2014.085.

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Renner, Peter, and Karlheinz Ciesielski. "Customer-Oriented Sales and Production Process (KOVP)." In SAE 2000 World Congress. 400 Commonwealth Drive, Warrendale, PA, United States: SAE International, 2000. http://dx.doi.org/10.4271/2000-01-1371.

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Liinasuo, Marja, and Maiju Aikala. "Boundary Objects in Sales and Delivery Process." In ECCE '15: European Conference on Cognitive Ergonomics 2015. New York, NY, USA: ACM, 2015. http://dx.doi.org/10.1145/2788412.2788428.

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Topaloğlu, Mustafa. "Evaluation of New Provisions Regarding Sales and Commercial Sales Amended by New Turkish Code of Obligations the Context of Vienna Convention." In International Conference on Eurasian Economies. Eurasian Economists Association, 2014. http://dx.doi.org/10.36880/c05.00982.

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Intendment of the paper herein, to evaluate of new provisions regarding sales and commercial sales amended by new Turkish Code of Obligations numbered 6098 in the context of Vienna Convention on Contracts for the International Sale of Goods which is effective since 01 January 1988. It has a significance to be able to understand why the provisions of the convention have not been completely quoted to Turkish Code of Obligations. Turkish Code of Obligations' numbered 6098, Vienna Convention on Contracts for the International Sale of Goods and Provisions of Vienna Convention on Contract for the International Sale of Goods (CISG/United Nations Convention), Comparing of civil law, common law, and combinations of these (especially Sales contracts in civil law and sales contracts in common law).During the legislation process of Turkish Code of Obligations' provisions regarding sales, both Vienna Convention on Contracts for the International Sale of Goods (CISG/United Nations Convention) and Swiss law has been constituted a source. The Vienna Convention is effective since 01 January 1988 and Turkey has participated to (CISG) on 01 August 2011 and it has been a part of domestic law. The aim of (CISG) is to eliminate the differences among the countries' laws regarding sales; i.e. it constitutes a linking rule and the rules of sales. Since the Convention has been legislated with the effect of various law families and systems, provisions of the convention have not been completely adopted to code of obligations.
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Horng, Ruey-Sheng, Kuo-Dong Huang, Chien-Cheng Shen, Ya-Ting Hsu, Min-Che Hsu, and Ming-Liang Fan. "Sales process management of project-based telecom services." In 2014 16th Asia-Pacific Network Operations and Management Symposium (APNOMS). IEEE, 2014. http://dx.doi.org/10.1109/apnoms.2014.6996109.

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Xin-Yi, Chen. "The Model of Cost Optimization in Sales Process." In 2014 International Conference on Economic Management and Trade Cooperation (EMTC 2014). Paris, France: Atlantis Press, 2014. http://dx.doi.org/10.2991/emtc-14.2014.29.

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Kohara, Kazuhiro, and Daiki Sekigawa. "Sales Prediction With Multiagent Town Models and Deciding Store Locations with AHP." In International Symposium on the Analytic Hierarchy Process. Creative Decisions Foundation, 2014. http://dx.doi.org/10.13033/isahp.y2014.147.

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Alić, Marta. "Bitrix24 – integrated business-information system for sales process support." In INFuture2015: e-Institutions – Openness, Accessibility, and Preservation. Department of Information and Communication Sciences, Faculty of Humanities and Social Sciences, Zagreb, Croatia, 2015. http://dx.doi.org/10.17234/infuture.2015.23.

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Nakayama, Yoshihito, Masahiro Mori, Yoshiaki Naruse, and Hiroyuki Morikawa. "The Process Discovery Approaches for Decision Making in Sales Activities." In 2018 Joint 10th International Conference on Soft Computing and Intelligent Systems (SCIS) and 19th International Symposium on Advanced Intelligent Systems (ISIS). IEEE, 2018. http://dx.doi.org/10.1109/scis-isis.2018.00217.

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Bider, Ilia, and Victoria Klyukina. "Using a Socio-Technical Systems Approach for a Sales Process Improvement." In 2018 IEEE 22nd International Enterprise Distributed Object Computing Workshop (EDOCW). IEEE, 2018. http://dx.doi.org/10.1109/edocw.2018.00019.

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Reports on the topic "Sales process"

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Lu, Z., Joseph G. Sebranek, James S. Dickson, Aubrey F. Mendonca, and Theodore B. Bailey. Use of Organic Acid Salts to Control Listeria monocytogenes on Processed Meats. Ames (Iowa): Iowa State University, January 2005. http://dx.doi.org/10.31274/ans_air-180814-1111.

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Norton, G. Precipitation of jarosite-type double salts from spent acid solutions from a chemical coal cleaning process. Office of Scientific and Technical Information (OSTI), September 1990. http://dx.doi.org/10.2172/6568266.

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Sridharan, Kumar, Mark Anderson, Todd Allen, and Michael Corradini. Liquid Salts as Media for Process Heat Transfer from VHTR's: Forced Convective Channel Flow Thermal Hydraulics, Materials, and Coating. Office of Scientific and Technical Information (OSTI), January 2012. http://dx.doi.org/10.2172/1033952.

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Jorgensen, Frieda, Andre Charlett, Craig Swift, Anais Painset, and Nicolae Corcionivoschi. A survey of the levels of Campylobacter spp. contamination and prevalence of selected antimicrobial resistance determinants in fresh whole UK-produced chilled chickens at retail sale (non-major retailers). Food Standards Agency, June 2021. http://dx.doi.org/10.46756/sci.fsa.xls618.

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Campylobacter spp. are the most common bacterial cause of foodborne illness in the UK, with chicken considered to be the most important vehicle for this organism. The UK Food Standards Agency (FSA) agreed with industry to reduce Campylobacter spp. contamination in raw chicken and issued a target to reduce the prevalence of the most contaminated chickens (those with more than 1000 cfu per g chicken neck skin) to below 10 % at the end of the slaughter process, initially by 2016. To help monitor progress, a series of UK-wide surveys were undertaken to determine the levels of Campylobacter spp. on whole UK-produced, fresh chicken at retail sale in the UK. The data obtained for the first four years was reported in FSA projects FS241044 (2014/15) and FS102121 (2015 to 2018). The FSA has indicated that the retail proxy target for the percentage of highly contaminated raw whole retail chickens should be less than 7% and while continued monitoring has demonstrated a sustained decline for chickens from major retailer stores, chicken on sale in other stores have yet to meet this target. This report presents results from testing chickens from non-major retailer stores (only) in a fifth survey year from 2018 to 2019. In line with previous practise, samples were collected from stores distributed throughout the UK (in proportion to the population size of each country). Testing was performed by two laboratories - a Public Health England (PHE) laboratory or the Agri-Food & Biosciences Institute (AFBI), Belfast. Enumeration of Campylobacter spp. was performed using the ISO 10272-2 standard enumeration method applied with a detection limit of 10 colony forming units (cfu) per gram (g) of neck skin. Antimicrobial resistance (AMR) to selected antimicrobials in accordance with those advised in the EU harmonised monitoring protocol was predicted from genome sequence data in Campylobacter jejuni and Campylobacter coli isolates The percentage (10.8%) of fresh, whole chicken at retail sale in stores of smaller chains (for example, Iceland, McColl’s, Budgens, Nisa, Costcutter, One Stop), independents and butchers (collectively referred to as non-major retailer stores in this report) in the UK that are highly contaminated (at more than 1000 cfu per g) with Campylobacter spp. has decreased since the previous survey year but is still higher than that found in samples from major retailers. 8 whole fresh raw chickens from non-major retailer stores were collected from August 2018 to July 2019 (n = 1009). Campylobacter spp. were detected in 55.8% of the chicken skin samples obtained from non-major retailer shops, and 10.8% of the samples had counts above 1000 cfu per g chicken skin. Comparison among production plant approval codes showed significant differences of the percentages of chicken samples with more than 1000 cfu per g, ranging from 0% to 28.1%. The percentage of samples with more than 1000 cfu of Campylobacter spp. per g was significantly higher in the period May, June and July than in the period November to April. The percentage of highly contaminated samples was significantly higher for samples taken from larger compared to smaller chickens. There was no statistical difference in the percentage of highly contaminated samples between those obtained from chicken reared with access to range (for example, free-range and organic birds) and those reared under standard regime (for example, no access to range) but the small sample size for organic and to a lesser extent free-range chickens, may have limited the ability to detect important differences should they exist. Campylobacter species was determined for isolates from 93.4% of the positive samples. C. jejuni was isolated from the majority (72.6%) of samples while C. coli was identified in 22.1% of samples. A combination of both species was found in 5.3% of samples. C. coli was more frequently isolated from samples obtained from chicken reared with access to range in comparison to those reared as standard birds. C. jejuni was less prevalent during the summer months of June, July and August compared to the remaining months of the year. Resistance to ciprofloxacin (fluoroquinolone), erythromycin (macrolide), tetracycline, (tetracyclines), gentamicin and streptomycin (aminoglycosides) was predicted from WGS data by the detection of known antimicrobial resistance determinants. Resistance to ciprofloxacin was detected in 185 (51.7%) isolates of C. jejuni and 49 (42.1%) isolates of C. coli; while 220 (61.1%) isolates of C. jejuni and 73 (62.9%) isolates of C. coli isolates were resistant to tetracycline. Three C. coli (2.6%) but none of the C. jejuni isolates harboured 23S mutations predicting reduced susceptibility to erythromycin. Multidrug resistance (MDR), defined as harbouring genetic determinants for resistance to at least three unrelated antimicrobial classes, was found in 10 (8.6%) C. coli isolates but not in any C. jejuni isolates. Co-resistance to ciprofloxacin and erythromycin was predicted in 1.7% of C. coli isolates. 9 Overall, the percentages of isolates with genetic AMR determinants found in this study were similar to those reported in the previous survey year (August 2016 to July 2017) where testing was based on phenotypic break-point testing. Multi-drug resistance was similar to that found in the previous survey years. It is recommended that trends in AMR in Campylobacter spp. isolates from retail chickens continue to be monitored to realise any increasing resistance of concern, particulary to erythromycin (macrolide). Considering that the percentage of fresh, whole chicken from non-major retailer stores in the UK that are highly contaminated (at more than 1000 cfu per g) with Campylobacter spp. continues to be above that in samples from major retailers more action including consideration of interventions such as improved biosecurity and slaughterhouse measures is needed to achieve better control of Campylobacter spp. for this section of the industry. The FSA has indicated that the retail proxy target for the percentage of highly contaminated retail chickens should be less than 7% and while continued monitoring has demonstrated a sustained decline for chickens from major retailer stores, chicken on sale in other stores have yet to meet this target.
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Ashley, Caitlyn, Elizabeth Spencer Berthiaume, Philip Berzin, Rikki Blassingame, Stephanie Bradley Fryer, John Cox, E. Samuel Crecelius, et al. Law and Policy Resource Guide: A Survey of Eminent Domain Law in Texas and the Nation. Edited by Gabriel Eckstein. Texas A&M University School of Law Program in Natural Resources Systems, 2017. http://dx.doi.org/10.37419/eenrs.eminentdomainguide.

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Eminent Domain is the power of the government or quasi-government entities to take private or public property interests through condemnation. Eminent Domain has been a significant issue since 1879 when, in the case of Boom Company v. Patterson, the Supreme Court first acknowledged that the power of eminent domain may be delegated by state legislatures to agencies and non-governmental entities. Thus, the era of legal takings began. Though an important legal dispute then, more recently eminent domain has blossomed into an enduring contentious social and political problem throughout the United States. The Fifth Amendment to the United States Constitution states, “nor shall private property be taken for public use, without just compensation.” Thus, in the wake of the now infamous decision in Kelo v. City of New London, where the Court upheld the taking of private property for purely economic benefit as a “public use,” the requirement of “just compensation” stands as the primary defender of constitutionally protected liberty under the federal constitution. In response to Kelo, many state legislatures passed a variety of eminent domain reforms specifically tailoring what qualifies as a public use and how just compensation should be calculated. Texas landowners recognize that the state’s population is growing at a rapid pace. There is an increasing need for more land and resources such as energy and transportation. But, private property rights are equally important, especially in Texas, and must be protected as well. Eminent domain and the condemnation process is not a willing buyer and willing seller transition; it is a legally forced sale. Therefore, it is necessary to consider further improvements to the laws that govern the use of eminent domain so Texas landowners can have more assurance that this process is fair and respectful of their private property rights when they are forced to relinquish their land. This report compiles statutes and information from the other forty-nine states to illustrate how they address key eminent domain issues. Further, this report endeavors to provide a neutral third voice in Texas to strike a more appropriate balance between individual’s property rights and the need for increased economic development. This report breaks down eminent domain into seven major topics that, in addition to Texas, seemed to be similar in many of the other states. These categories are: (1) Awarding of Attorneys’ Fee; (2) Compensation and Valuation; (3) Procedure Prior to Suit; (4) Condemnation Procedure; (5) What Cannot be Condemned; (6) Public Use & Authority to Condemn; and (7) Abandonment. In analyzing these seven categories, this report does not seek to advance a particular interest but only to provide information on how Texas law differs from other states. This report lays out trends seen across other states that are either similar or dissimilar to Texas, and additionally, discusses interesting and unique laws employed by other states that may be of interest to Texas policy makers. Our research found three dominant categories which tend to be major issues across the country: (1) the awarding of attorneys’ fees; (2) the valuation and measurement of just compensation; and (3) procedure prior to suit.
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McPhedran, R., K. Patel, B. Toombs, P. Menon, M. Patel, J. Disson, K. Porter, A. John, and A. Rayner. Food allergen communication in businesses feasibility trial. Food Standards Agency, March 2021. http://dx.doi.org/10.46756/sci.fsa.tpf160.

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Background: Clear allergen communication in food business operators (FBOs) has been shown to have a positive impact on customers’ perceptions of businesses (Barnett et al., 2013). However, the precise size and nature of this effect is not known: there is a paucity of quantitative evidence in this area, particularly in the form of randomised controlled trials (RCTs). The Food Standards Agency (FSA), in collaboration with Kantar’s Behavioural Practice, conducted a feasibility trial to investigate whether a randomised cluster trial – involving the proactive communication of allergen information at the point of sale in FBOs – is feasible in the United Kingdom (UK). Objectives: The trial sought to establish: ease of recruitments of businesses into trials; customer response rates for in-store outcome surveys; fidelity of intervention delivery by FBO staff; sensitivity of outcome survey measures to change; and appropriateness of the chosen analytical approach. Method: Following a recruitment phase – in which one of fourteen multinational FBOs was successfully recruited – the execution of the feasibility trial involved a quasi-randomised matched-pairs clustered experiment. Each of the FBO’s ten participating branches underwent pair-wise matching, with similarity of branches judged according to four criteria: Food Hygiene Rating Scheme (FHRS) score, average weekly footfall, number of staff and customer satisfaction rating. The allocation ratio for this trial was 1:1: one branch in each pair was assigned to the treatment group by a representative from the FBO, while the other continued to operate in accordance with their standard operating procedure. As a business-based feasibility trial, customers at participating branches throughout the fieldwork period were automatically enrolled in the trial. The trial was single-blind: customers at treatment branches were not aware that they were receiving an intervention. All customers who visited participating branches throughout the fieldwork period were asked to complete a short in-store survey on a tablet affixed in branches. This survey contained four outcome measures which operationalised customers’: perceptions of food safety in the FBO; trust in the FBO; self-reported confidence to ask for allergen information in future visits; and overall satisfaction with their visit. Results: Fieldwork was conducted from the 3 – 20 March 2020, with cessation occurring prematurely due to the closure of outlets following the proliferation of COVID-19. n=177 participants took part in the trial across the ten branches; however, response rates (which ranged between 0.1 - 0.8%) were likely also adversely affected by COVID-19. Intervention fidelity was an issue in this study: while compliance with delivery of the intervention was relatively high in treatment branches (78.9%), erroneous delivery in control branches was also common (46.2%). Survey data were analysed using random-intercept multilevel linear regression models (due to the nesting of customers within branches). Despite the trial’s modest sample size, there was some evidence to suggest that the intervention had a positive effect for those suffering from allergies/intolerances for the ‘trust’ (β = 1.288, p<0.01) and ‘satisfaction’ (β = 0.945, p<0.01) outcome variables. Due to singularity within the fitted linear models, hierarchical Bayes models were used to corroborate the size of these interactions. Conclusions: The results of this trial suggest that a fully powered clustered RCT would likely be feasible in the UK. In this case, the primary challenge in the execution of the trial was the recruitment of FBOs: despite high levels of initial interest from four chains, only one took part. However, it is likely that the proliferation of COVID-19 adversely impacted chain participation – two other FBOs withdrew during branch eligibility assessment and selection, citing COVID-19 as a barrier. COVID-19 also likely lowered the on-site survey response rate: a significant negative Pearson correlation was observed between daily survey completions and COVID-19 cases in the UK, highlighting a likely relationship between the two. Limitations: The trial was quasi-random: selection of branches, pair matching and allocation to treatment/control groups were not systematically conducted. These processes were undertaken by a representative from the FBO’s Safety and Quality Assurance team (with oversight from Kantar representatives on pair matching), as a result of the chain’s internal operational restrictions.
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Boise Paper: Process Pumping System Optimization Saves Energy and Improves Production. Office of Scientific and Technical Information (OSTI), May 2006. http://dx.doi.org/10.2172/882043.

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Onondaga County Department of Water Environment Protection: Process Optimization Saves Energy at Metropolitan Syracuse Wastewater Treatment Plant. Office of Scientific and Technical Information (OSTI), December 2005. http://dx.doi.org/10.2172/861935.

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Salvaging Wood from Fallen Trees after Hurricanes Irma and Maria. USDA Caribbean Climate Hub, December 2017. http://dx.doi.org/10.32747/2018.6943414.ch.

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The USDA Caribbean Climate Hub and the State and Private Forestry Program of the International Institute of Tropical Forestry of the US Forest Service, held a workshop on November 21, 2017 where more than 80 people gathered to identify the opportunities and resources necessary to take advantage of the wood from fallen trees in Puerto Rico after hurricanes Irma and Maria. Due to the economic and cultural value of tropical timber species, economic activities can be created from the available posthurricane plant waste. Millions of fallen trees and branches can be processed to produce compost, mulch, coal and biofuels, or raw material for artisans and construction. There is also economic value in the handling of wood materials, the sale of tools and equipment for transporting and processing, and the sale of valuable wood products. In addition, many wood products store carbon indefinitely, mitigating the increase of CO² in the atmosphere. The main need identified during the discussion was the need to act quickly to avoid the burning and disposal of wood materials in landfills across the country.
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Gender mainstreaming in local potato seed system in Georgia. International Potato Center, 2020. http://dx.doi.org/10.4160/9789290605645.

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