Dissertations / Theses: 'Sales'

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Gultekin, Metin. "Foreign Military Sales versus Direct Commercial Sales." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 1998. http://handle.dtic.mil/100.2/ADA355007.

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Thesis (M.S. in Management) Naval Postgraduate School, September 1998.
"September 1998." Thesis advisor(s): Orin E. Marvel, John E. Mutty. Includes bibliographical references (p. 87-90). Also available online.

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Collins, Rachel Anne. "Internet Sales-Based Retailers: Sales and Use Compliiance." Ohio Dominican University Honors Theses / OhioLINK, 2014. http://rave.ohiolink.edu/etdc/view?acc_num=oduhonors1399303652.

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Reid, Michael. "Sales Performance and Emotional Intelligence of Technology Sales Professionals." ScholarWorks, 2015. https://scholarworks.waldenu.edu/dissertations/1609.

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United States business leaders spend $15 billion per year on sales training, but approximately 50% of salespeople still fail to reach their annual sales targets. Business leaders have limited understanding of the relationship between emotional intelligence and its central constructs (self-perception, self-expression, interpersonal, decision making, and stress management) and sales performance of sales professionals based in the United States. The purpose of this correlational research study was to examine the relationship between emotional intelligence and sales performance via an online pre-existing emotional intelligence assessment. The theoretical framework incorporated emotional intelligence theory and job performance theory. The sample included 86 technology sales professionals working in the United States who were recruited through a nonrandom purposive sampling method. The correlation results showed an association exists between decision making and sales performance (r = .310, n = 73; p Ë? .01). For all 6 predictor variables, the regression model was not a significant predictor of sales performance, F(6,66) = 1.295, p = .272, R-² = .105. By including only decision making, the linear regression model was a significant predictor of sales performance, F(1,71) = 7.550, p Ë? .01, R-² = .096. The results were not generalizable, but suggest that decision making is significant in achieving sales performance. These results suggest that higher decision making skills lead to higher sales performance. Social implications for sales and business leaders include using these results to seek and hire emotionally intelligent sales professionals and training existing sales professionals about emotional intelligence competencies to improve company-wide sales performance.

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Karlsson, Mathias. "Sales Information Provider." Thesis, Linköping University, Department of Science and Technology, 2005. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-7174.

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Sammanfattning, max 25 rader. :

Denna rapport utreder möjligheten till att ta in stora mängder data in i en databas och göra sammanslagningar. Detta för att sedan skicka en mängd data på ett smidigt sätt till en klient som ska bearbeta datat. Arbetet sträcker sig från databas till ett API möjligt att implementera i en applikation som önskar hämta informationen. Arbetet innebär en intelligent hämtning av data för visualisering. Det är ett av två examensarbeten som ligger till grund för en visualisering av försäljningsdata för sportbutikskedjan Stadium AB. Stadium AB har idag ca 80 butiker, vilket innebär en stor försäljning per vecka. Tanken är att detta ex-jobb tillsammans med det parallellt gående ex-jobbet ska vara till hjälp för Stadium AB vid inköp av produkter till nästkommande säsonger. Det ex-jobb som löpte parallellt med detta visualiserar mängden av produkter som säljs för en viss tidpunkt vilket ger Stadium möjlighet att se vilka tidpunkter de har för lite produkter i butiken samt när de har för mycket produkter. Detta ex-jobb ska förse visualiseringsapplikationen med den information som krävs. Sales Data Provider, som applikationen heter, bygger på en datalager lösning som grund. Den innehåller beräknade försäljningsdata på olika nivåer för att lätt kunna gräva sig ner i hierarkin och se information om hur olika produkter säljer. Som transportmedel från datalager till klient använder den Web Services med XML som media, för att möjliggöra en distans mellan datalager och klient. Dessutom innehåller den en logisk klient som tar hand om alla anrop mot Web Servicen och exponerar ett API som visualiseringsapplikationen kan använda sig av. Klienten innehåller både logik för att hämta data från Web Servicen och att exponera data genom en objektmodell.

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SESKAUSKIS, ZYGIMANTAS, and ROKAS NARKEVICIUS. "Sales forecasting management." Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-10685.

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The purpose of this research is to investigate current company business process from sales forecasting perspective and provide potential improvements of how to deal with unstable market demand and increase overall precision of forecasting. The problem which company face is an unstable market demand and not enough precision in sales forecasting process. Therefore the research questions are:  How current forecasting process can be improved?  What methods, can be implemented in order to increase the precision of forecasting? Study can be described as an action research using an abductive approach supported by combination of quantitative and qualitative analysis practices. In order to achieve high degree of reliability the study was based on verified scientific literature and data collected from the case company while collaborating with company’s COO. Research exposed the current forecasting process of the case company. Different forecasting methods were chosen according to the existing circumstances and analyzed in order to figure out which could be implemented in order to increase forecasting precision and forecasting as a whole. Simple exponential smoothing showed the most promising accuracy results, which were measured by applying MAD, MSE and MAPE measurement techniques. Moreover, trend line analysis was applied as well, as a supplementary method. For the reason that the case company presents new products to the market limited amount of historical data was available. Therefore simple exponential smoothing technique did not show accurate results as desired. However, suggested methods can be applied for testing and learning purposes, supported by currently applied qualitative methods.

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Linnik, Y. N. "Sales promotion rules." Thesis, Вид-во СумДУ, 2005. http://essuir.sumdu.edu.ua/handle/123456789/19899.

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Conte, Carolina <1988&gt. "Sales promotion effectiveness." Master's Degree Thesis, Università Ca' Foscari Venezia, 2012. http://hdl.handle.net/10579/1581.

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Colacicchi, Federico <1988&gt. "GLOBAL SALES FORCE." Master's Degree Thesis, Università Ca' Foscari Venezia, 2017. http://hdl.handle.net/10579/10583.

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L’elaborato indaga il ruolo delle reti di vendita internazionali nel processo di internazionalizzazione mercantile delle piccole e medie imprese italiane. Il lavoro si suddivide in tre parti. La prima parte è dedicata all’analisi del concetto e delle forme di internazionalizzazione d’impresa. Si identificano le principali modalità di accesso ai mercati attraverso la ricostruzione dei principali modelli teorici e tecnico-organizzativi. La seconda parte del testo si concentra sull’analisi del contratto internazionale di agenzia commerciale quale modalità di accesso al mercato attraverso esportazioni dirette. Viene definita la natura dell’agente di commercio nei principali mercati, esplorate le dinamiche legislative che regolano il rapporto di agenzia e discussi i principali modelli di management delle reti di vendita internazionali. L’ultima parte della tesi, infine, si concentra su alcune recenti tendenze in fatto di commercio internazionale toccando temi come l’e-commerce, la manifattura additiva, la valorizzazione dei big data e il ruolo dei social media nella vendita estera, sottolineando il carattere sfidante che questi elementi rappresentano per le reti di vendita internazionali

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Höckner, Michael. "Wissenschaftliche Erkenntnisse über das Kundenverhalten am Point of Sale und ihre Nutzung zur aktiven Verkaufsförderung." [S.l. : s.n.], 2004. http://www.bsz-bw.de/cgi-bin/xvms.cgi?SWB11195158.

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Obawole, Olufemi. "LONG TERM EFFECTS OF SALES PROMOTION ON THE SALES OF BEVERAGES." Thesis, Mälardalens högskola, Akademin för hållbar samhälls- och teknikutveckling, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-12834.

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Sandau, A. (Alexander). "Influence of change in sales networks on a firm’s sales strategy." Master's thesis, University of Oulu, 2014. http://urn.fi/URN:NBN:fi:oulu-201401171034.

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This research revolves around two major theoretical topics: international network and international sales. The study aims to combine both distinct research areas in order to understand how changes in the sales network influence the sales strategy of the firm. The focus is hereby on born global companies respectively international new ventures. For this reason a framework is introduced that explains the inherent dynamics between sales network and sales strategy with a cycle model. Hereby it is argued that sales network characteristics have influence on specific dimensions of the sales strategy. The sales strategy itself apparently affects the firm’s performance which in turn is argued to influence the sales network. This framework is further on tested with the help of propositions. The empirical basis is provided by a qualitative single case study that is conducted with observations and interviews. The empirical data shows the influence between sales network characteristics and sales strategy components. Whereas no significant empirical proof can be granted to the introduced framework there is evidence that it should be tested with a bigger sample of firms in order to check its validity. Therefore this study contributes to theory in providing a framework for researching dynamics in sales network and sales strategy context. As is this research combines international network and sales literature it is adding to a more holistic understanding of international business. It is also contributing to managerial knowledge in a way that it adds to an understanding of how the sales environment of a firm influences the sales strategy and what impact is expected on the performance of the company.

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Marvin, Heath (Heath Allen). "Dynamics of sales compensation systems for complex sales in the semiconductor industry." Thesis, Massachusetts Institute of Technology, 2016. http://hdl.handle.net/1721.1/106256.

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Thesis: S.M. in Engineering and Management, Massachusetts Institute of Technology, School of Engineering, System Design and Management Program, Engineering and Management Program, 2016.
Cataloged from PDF version of thesis.
Includes bibliographical references (pages 66-67).
The semiconductor industry has entered a new phase where growth is in line with the rest of the economy. This change from rapid growth to average growth is forcing changes in how business is done across the industry. One area that can be inspected is incentivization and compensation of companies' sales forces. While the state of the practice in the industry is to pay commissions on sales made, research indicates that the semiconductor sales process may be more effective without commissions. This thesis uses System Dynamics modeling and simulation techniques to analyze the differences that result from different types of incentive plans for salespeople in order to test the robustness of a non-commissioned model against the more traditional commissioned model. The results show which incentive approach is more robust in the new economy. The modeling of these different incentive approaches shows that a non-commissioned sales force is superior in every scenario. While a commissioned sales force can drive growth, the sales force is less effective when paid commissions so price advantage must be used as a lever to drive sales to the level that a non-commissioned sales force can achieve. In growth, recession, and stability, a non-commissioned sales force is shown to be more effective when selling a complex product in a complex industry.
by Heath Marvin.
S.M. in Engineering and Management

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Antonsson, Tommy. "Sales & Operations Planning." Thesis, University of Skövde, Department of Computer Science, 1998. http://urn.kb.se/resolve?urn=urn:nbn:se:his:diva-191.

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Sales & Operations Planning är den process som knyter ihop försäljningsplanen och produktionsplanen med affärsplanen. Detta sker löpande varje månad i aggregerad form. Den här typen av planering har rönt stor framgång i USA. Detta är i alla fall Richard C. Lings (1988) åsikt, men så var det också han som grundade Sales & Operations Planning.

I mitt arbete kommer jag att visa vad Sales & Operations Planning är för något och hur det kan implementeras. Trots att det är ett populärt sätt att planera på i USA så har det inte nått samma framgång i Sverige. En av de viktigaste delarna i S&OP är familjeindelning. Jag kommer i mitt arbete visa hur Svenska företag delar in sina artiklar i familjer och hur litteraturen vill att det ska ske. Jag kommer även att ta upp fördelarna med simulering och hur Svenska företag planerar.

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Nguyen, Carlin A. "Essays on Sales Coaching." Scholar Commons, 2017. http://scholarcommons.usf.edu/etd/6917.

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In general, scholars and practitioners agree that sales coaching enhances sales performance. Sales firms continue to invest billions of dollars towards coaching endeavors. However, despite the positive benefits of sales coaching, the fact is that most sales coaches are ineffective. In three essays, this dissertation aims to offer insight that will help companies and coaching programs improve the effectiveness of their sales coaches. The first essay explores the sales coaching process and how it is affected by factors related to the sales manager (coach) and the salesperson (coachee). Using in-depth interviews, we identified various skills, behaviors, and abilities that reflect the overall effectiveness of the sales manager as a coach, as well as gained a better understanding of how effective sales coach indirectly affects a salesperson’s performance. We also identified different behaviors, preferences, and characteristics related to the salesperson that affect the sales coaching process. The second essay is focused on the development and validation of a sales coaching effectiveness scale (SCES). We identified, measured and validated a three-factor, 16-item scale that reflect dimensions of effective sales coaches: involvement, rapport, and adaptability. The SCES scale is distinguished from previous coaching scales that were designed and validated in non-coaching contexts. The SCES scale offers benefits to practitioners and academics. The third essay is focused on measuring how effective sales coaches affect sales performance. Drawing on self-determination theory, we proposed a dual-process model in which effective sales coaches influence performance through motivation and through sales development. One, the results suggested that effective sales coaches intrinsically (versus extrinsically) motivate salespeople to exert extra effort towards selling, which increases their overall sales performance. Two, the results suggested that effective sales coaches enhance the selling confidence among salespeople, which allows them to adapt their selling behaviors to various selling situations and buyers, thus increasing their overall sales performance.

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Hill, Roger M. "Lost sales inventory models." Thesis, University of Exeter, 2000. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.302560.

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Bieliková, Zuzana. "Práce filmového sales agenta." Master's thesis, Akademie múzických umění v Praze. Filmová a televizní fakulta AMU. Knihovna, 2009. http://www.nusl.cz/ntk/nusl-79452.

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The diploma thesis describes the work of international sales agent from general point of view, that includes definition of work relations between a sales agent and a producer and a distributor, legal aspects of creating licence agreements, current situation in the market of films and also describes the work of sales agent on film markets and film festivals and the presentation of films there. Besides these topics, thesis analyses also the possibilities of obtaining financial support for the activities of sales agent.

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Peterson, Carl E. "Life insurance sales representative." Online version, 2001. http://www.uwstout.edu/lib/thesis/2001/2001petersonc.pdf.

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Martínez, G. Rodrigo, and Diaz Rodrigo Baeza. "T&M Sales." Tesis, Universidad de Chile, 2016. http://repositorio.uchile.cl/handle/2250/145907.

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TESIS PARA OPTAR AL GRADO DE MAGÍSTER EN ADMINISTRACIÓN
Rodrigo Martínez G. [Parte I], Rodrigo Baeza Diaz [Parte II]
Nuestro Business Plan establece la creación de T&M Sales, una empresa comercializadora de productos tecnológicos, principalmente Wearables, en el segmento de las SmartBand o Pulseras Inteligentes. El principal producto es el INBODY BAND. Nuestra amplia experiencia en ratail y productos tecnológicos, sumado al explosivo aumento del e-commerce y la mayor conectividad de los consumidores a través de sus dispositivos móviles, se convierten en una oportunidad emergente en el desarrollo de nuevos canales. A pesar de que las ventas son inferiores a lo esperado por Apple, se vendieron 3,6 millones de unidades en el segundo trimestre y con ello ya están en el segundo puesto mundial por ventas de wearables con una cuota de venta del 19,9 por ciento los consumidores encuentran valor en estos wearables, una vez mejoradas características, posibilidades, experiencia de usuario o autonomía. T&M Sales es una compañía comercializa productos de tecnología para la industria deportiva de alto de rendimiento, con una propuesta de valor diferenciada respecto de los competidores existente en el mercado y con claras ventajas comparativas con productos similares dado la utilización de sistema de medición Bioimpedancia. Con este potencial de mercado La pulsera INBODY Band dispositivo que forma parte de la denominada categoría de productos wearables, como parte de la nueva era digital de productos y dispositivos inteligentes de la mano con la explosión de crecimiento que presenta el mercados de productos Smart La diferenciación de esta compañía está en la propuesta de valor que el dispositivo trae con prestaciones únicas en el mercado y con un prestigio de marca avalada por los mejores mercados en el mundo, EEUU, Corea, Japón, Australia y Sudamérica entre otros. A su vez este mercado presenta enormes ventajas para el desarrollo de la industria considerando como principales elementos la penetración que existe en el mercados domestico el uso de datos y penetración de los dispositivos Smart. Debido a este gran crecimiento entonces que T&M Sales entrega productos diferenciados y de alto valor para atender al segmento de la población asidua en la utilización de dispositivos que miden entre otras cosas la masa muscular de las personas identificando rápidamente la composición del cuerpo como también la cantidad peso ganado o perdido posterior a la utilización de equipos.

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Goehring, Daniel Lynn. "A quest for sales." CSUSB ScholarWorks, 2001. https://scholarworks.lib.csusb.edu/etd-project/1996.

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This paper is to evaluate the sales program at Arrowhead Credit Union, and make recommendations for enhancing and improving it. This paper provide guidance and direction to assist the Arrowhead Credit Unions transition to a sales focused organization.

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Friend, Scott B. "Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure." Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/marketing_diss/16.

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Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these failed sales proposals was for multi-year industrial service key account contracts (>$5 Million). The result of this naturalistic inquiry is a model which outlines the determinant attributes of sales failure: price, adaptability and relationship-potential. An experimental design was conducted following this exploratory research in order to test the derived drivers of sales failure and success, as well as provide a trade-off analysis of the three emergent sales proposal themes. Results indicate that a lack of adaptability has the strongest impact on the sales failure outcome variable, as well as buyer characteristics have a potentially moderating impact on the relative trade-off weights between price/adaptability and price/relationship-potential.

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Suchanek, Mireille A. M. F. "Exploring the sales control function formal sales control practices that drive business excellence /." [Maastricht : Maastricht : Universiteit Maastricht] ; University Library, Maastricht University [Host], 1998. http://arno.unimaas.nl/show.cgi?fid=8541.

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Camacho, Michael. "Creating an indicator for effective sales people on new entry level vehicle sales." Diss., University of Pretoria, 2008. http://hdl.handle.net/2263/24094.

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The efficiency of motor industry sales people has not changed over the past 20 years, despite a R23.8 billion injection over the past 7 years. Making use of personality traits to identify a suitable employee limits the true nature and potential of an employee candidate. Given that the working environment has evolved into a predominantly teamwork based environment, emphasis has now been placed on the ability individuals have to work within groups, and the dynamics thereof. Three of the main elements that need to be considered are contextual performance, job fit and supervisor fit. There is another element that still needs to be considered, as it directly affects the motivational elements of team work and employee performance, namely psychological contracts. All four elements and their relevance in new motor vehicle sales for entry level brands have been tested in an attempt to create an indicator to increase efficiency from sales people. The methodology used is directly related to determining the greatest relevance each element has in relation to sales performance. In essence, correlations between one and many elements have formed the basis for this research. Three quantitative analysis techniques have been used namely t-test, regression analysis and correlation matrix. A cronbach’s alfa will be used to cross check the results. The data was collected via the respective brands own Area Managers on a standard and anonymous questionnaire (annexure 9.2) designed with the influenced from various research all outlined below in the questionnaire section. A focus group with sales people was run to ensure intended understanding and interpretation of the questions asked in the questionnaire. There were limited results, with only two of the null hypothesis being rejected. Contextual performance resulted in the strongest regression, even though it contained a weak correlation. Person-Organisation fit was statistically significant in both statistical analysis, t-test and regression analysis. The correlation matrix unveiled a strong correlation amongst three of the four dimensions, especially between Person-Organisation fit and psychological contract. In conclusion, statistically the research showed contextual performance and person-organisation fit to be useful in supplementing a conventional interview process, to indicate potential sales performance. In practice, this research has enabled organisations within the motor industry and alike, a more specific method of identifying more effective sales people at the time of interview, than before.
Dissertation (MBA)--University of Pretoria, 2008.
Gordon Institute of Business Science (GIBS)
unrestricted

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Garrett, K. Jason. "Essays on improving sales performance." Diss., Columbia, Mo. : University of Missouri-Columbia, 2006. http://hdl.handle.net/10355/4353.

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Thesis (Ph.D.)--University of Missouri-Columbia, 2006.
The entire dissertation/thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file (which also appears in the research.pdf); a non-technical general description, or public abstract, appears in the public.pdf file. Title from title screen of research.pdf file (viewed on May 1, 2009) Vita. Includes bibliographical references.

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Stephanou, Hällöv Andréa, and Jacob Torehov. "How to Improve Sales Performance : Strategic Measurement in Sales, an Empirical Study at Saab." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-45438.

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This bachelor degree study will deal with strategic measurements within sales. It undertakes an empirical evaluation of the two measurement strategy concepts “Sales Pipeline” and “Strike Zone”. Firstly, the study will explain key advantages of implementing the strategic measurements. Secondly and finally, the potential challenges as well as possible ways to overcome them will shape the structure of the study with the purpose to develop a sales process. The foundation of the study is based on modern market trends, which is influenced on characteristics such as globalization, increased demands from customers and similarities of products and services being offered among suppliers acting on the market. These aspects among others pressures organizations to establish superior strategies in order to create a competitive advantage. The set up of successful strategies commonly entails the process of converting strategic intent into actionable activities as well as being able to measure them. Therefore the concept of measuring is an important key in developing a superior competitive advantage. The authors worked hand in hand with the organization Saab throughout this study. Therefore, the thesis is a qualitative single case study of the organization. It will specifically investigate Saabs sales process in the market of global defense security, and evaluate key measurable strategies that can be related to their organization. According to the study findings and the analytical results, the conclusion is that both of the theories “Sales Pipeline” and “Strike Zone” will develop the sales process of Saab if the challenges of the theories can be addressed. This would be in terms of composing complements to reach a number of benefits such as an increased close rate, higher efficiency, reduced bottlenecks in the sales process, higher awareness of what types of business cases the organization should select etc.

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Lin, Devin Sen, and 林森. "Regulation of sales descriptions and information disclosure in off-plan sales in Hong Kong." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2012. http://hub.hku.hk/bib/B50491283.

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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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Wilson, Phillip H. "A Model of Salespeople's Training Attitudes and Related Outcomes." Thesis, University of North Texas, 1999. https://digital.library.unt.edu/ark:/67531/metadc935559/.

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Today many selling organizations are reexamining and revising their philosophy for managing salespeople because of increase costs of hiring and maintaining a sales force. More than everm management is looking for ways to assist salespeople in becoming more productive and effective faster. One avenue for enhancing salespersons' performance is through improved sales training practices. improved sales training practices should help salespeople view training, and how sales training transcends to the job environment. Considering the need for greater understanding concerning salespeople's perceptions of sales training and assuming the influence of those perceptions on job performance and other outcomes, this study develops and executes an analysis of several proposed relationships among personal characteristics, job related characteristics, perceived training needs, sales training variables, and related outcomes. The program of research identifies and evaluates salespeople's attitudes toward sales training and specifies influences of those training perceptions on salesperson' behaviors and general attitudes. As well, a relationship between salespeople's transfer of training materials, their use, and individual performance are evaluated.

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Heubrandner, Florian. "Pricing of tie-in sales /." Frankfurt a.M, 2008. http://opac.nebis.ch/cgi-bin/showAbstract.pl?sys=000253641.

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Tarar, Shahid Iqbal. "Web based sales management system." Thesis, Mälardalen University, School of Innovation, Design and Engineering, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-10368.

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Paramount Salt Handicraft A wholesale Himalayan salt company was previously doing business in traditional way and was limited only to the local market. However from the start day management was planning to expand the business to more locations and to attract more customers. So to expand the business and to attract the international customers and customers from other cities of Sweden it was necessary to make it available over the internet so that customers can easily get knowledge about the company’s products and purchase them. So the need of an online web shop was realized to bring the company’s plan into reality. The online shop will be act as a medium of interaction between the customers and the company and it will enable the customers to buy products online and make payments electronically and after that the products will delivered to them. Throughout the process the customers can easily track the overall status of their orders.

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Al-Shalhoob, Salah Fahd. "Instalment sales in Islamic law:." Thesis, University of Edinburgh, 2009. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.489563.

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MacGregor, David. "Sales promotion : a managerial perpective." Thesis, Lancaster University, 2010. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.619274.

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Sales promotions, although ill defined and under theorised. have long been a part of the marketing communications mix and used by brands in a variety of ways in many different contexts. Much of the research that examines sales promotions has done so from a rational economic or behaviourist perspective. Whilst acknowledging the contribution of such ontologies, it is argued that there has been limited examination of sales promotions from a managerial perspective. What has been produced tends to be largely prescriptive and written for practitioners. In this thesis the ontology of critical realism has been used to develop a conceptual framework that treats sales promotions as individual entities taking place within organisational and market structures. This conceptual framework has been used to analyse empirical data collected from thirteen smaller U.K. brands drawn from a diverse set of product categories and industries. Four in-depth case studies are presented with rich, fine-grained insights into the behaviours of those involved in such activities and the subsequent outcomes; in particular the contemporary practices of managerial actors involved in the conception. commissioning and implementation of sales promotions activities. The results of a further 9 case studies are also presented in summary form. In each case the conceptual framework proves largely effective in interpreting the likely causes of the form that the sales promotion took and its subsequent outcomes. It is claimed that the research made the following contributions to the study of sales promotions: 1) a re-examination of the definitional discourse that informs sales promotion and the development of a new definition: 2) the early and successful use of the combination of a critical realist oncology and case study 3) that the forms and outcomes of sales promotions can be better understood as being dependent on causal explanations of involving organisational and business contexts and 4) the development of a model that integrates diverse contextual (actors from both within and outside of the organisation in order to inform the managerial practice of deploying and managing sales promotions. The products of the study argue for a deeper and more sophisticated treatment of the way that sales promotions are researched, operate and are managed. The findings also suggest that both the method and the results have wider implications for the study of sales promotions, marketing communications in general and marketing practice.

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Loayza, Arias Karen Cynthia, and Escobar Miguel Jesús Talavera. "VOS - Veronica's Orders & Sales." Bachelor's thesis, Universidad Peruana de Ciencias Aplicadas - UPC, 2013. http://hdl.handle.net/10757/273601.

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Bulusu, Vinod, and Haekyun Kim. "Improving automotive battery sales forecast." Thesis, Massachusetts Institute of Technology, 2015. http://hdl.handle.net/1721.1/99806.

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Thesis: M. Eng. in Logistics, Massachusetts Institute of Technology, Engineering Systems Division, 2015.
Cataloged from PDF version of thesis.
Includes bibliographical references (pages 54-55).
Improvement in sales forecasting allows firms not only to respond quickly to customers' needs but also to reduce inventory costs, ultimately increasing their profits. Sales forecasts have been studied extensively to improve their accuracy in many different fields. However, for automotive batteries, it is very difficult to develop a highly accurate forecast model because many variables need to be considered and their correlations are complex. Additionally, current sales forecasts are derived from historical data and thus do not include any other causal factor analysis. In this study we applied causal factor analysis to determine how the forecast accuracy could be improved. We focused on understanding the relationship between temperature and sales. Using regression modelling, we found that there is a quadratic relationship between temperature and battery sales. We validated the model by comparing the actual and predicted sales for various geographies and times. We concluded that the model is more robust for predicting sales across various times than through various geographies.
by Vinod Bulusu and Haekyun Kim.
M. Eng. in Logistics

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Chen, Chia-Hui Ph D. Massachusetts Institute of Technology. "Essays on dynamic sales mechanisms." Thesis, Massachusetts Institute of Technology, 2009. http://hdl.handle.net/1721.1/49715.

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Thesis (Ph. D.)--Massachusetts Institute of Technology, Dept. of Economics, 2009.
Includes bibliographical references.
This thesis is a collection of three essays on dynamic sales mechanisms. The first chapter analyzes the Name Your Own Price (NYOP) mechanism adopted by Priceline.com. Priceline.com, a website helping travelers obtain discount rates for travel-related items, gained prominence for its Name Your Own Price system. Under Name Your Own Price, a traveler names his price for airline tickets, hotel rooms, or car rentals. Priceline then checks if there is any seller willing to accept the offer. If no one accepts, the buyer has to wait for a certain period of time (the lockout period) before rebidding. This paper builds a one-to-many dynamic model without commitment to examine the buyer's and the sellers' equilibrium strategies. I show that without a lockout period, in equilibrium, the sellers with different costs are either almost fully discriminated or pooled in intervals except the one with the lowest possible cost. In the latter case, the buyer does not raise the bids much until the very end, so the price pattern is convexly increasing, consistent with the empirical finding, and most transactions occur just before the day of the trip, which illustrates the deadline effect that is observed in many negotiation processes. The lockout period restriction, which limits the buyer's bidding chances and seems to hurt the buyer, thus moves the transactions forward and can actually benefit a buyer in some circumstances. The second chapter studies a one-to-many negotiation process in which a seller with an indivisible object negotiates with two asymmetric buyers to determine who gets the object and at what price.
(cont.) The seller repeatedly submits take-it-or-leave-it offers to the two buyers until one of them accepts. Unlike a Dutch auction, the seller has the discretion to offer two different prices to the two buyers. I show that when committing to some price paths is possible, the optimal outcome for the seller stated by Myerson (1981) is achievable. When commitment is impossible, the optimal outcome is no longer attainable. Instead, there exists an equilibrium in which the seller's equilibrium payoff is the same as that in a second-price auction, which implies that the seller's payoff might be lower than in a Dutch auction. The result thus illustrates the value of a simple institution like a Dutch auction, which seems to restrict a player's freedom but actually benefits the player by providing a commitment tool. The analysis also sheds light on the procurement literature. The third chapter provides a rationale for why a seller may package goods in bundles that are too large for a consumer to consume all by himself. I show that selling in bulk packages is an alternative way for the seller to discriminate buyers when resale cannot be excluded among buyers. When bulk packages are offered, buyers who value the product more usually have stronger incentive to buy the package, and buyers who value the product less tend to buy from resale. Moreover, the seller can make more profit by selling bulk packages than by selling single-unit packages when the buyers' values of the product are more negatively correlated.
by Chia-Hui Chen.
Ph.D.

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Линник, Юлія Миколаївна, Юлия Николаевна Линник, and Yuliia Mykolaivna Lynnyk. "Environmental claims for sales promotion." Thesis, Видавництво СумДУ, 2005. http://essuir.sumdu.edu.ua/handle/123456789/8428.

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Larsson, Arvid. "Ecolometer - An environmental sales tool." Thesis, KTH, Marina system, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-286804.

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Sustainability thinking and environmental questions are often in the center of news today. Our planet is changing and us humans need to change our lifestyle in order to avoid potentially devastating events. New laws and regulations, along with new sustainability goals, are constantly arriving around the world. Within the maritime industry, multiple emission goals have recently been implemented which puts a lot of pressure on shipping companies around the world. This thesis introduces a new sales-tool, The Ecolometer, which purpose is to support sales-processes within Volvo Penta. The tool uses a Product Environmental Footprint methodology to quantify different environmental impact categories based on the Nine Planetary Boundaries model. Based on the Planetary Boundaries model, some focus categories have been selected which has been set as requirements for the new tool. The tool have been validated and tested on some cases, where different propulsion systems where investigated. The results shows that the method and tool is useful and applicable to the intended purpose. The tool provides an efficient and easy way to quantify and optimize environmental impact throughout the lifecycle of a vessel, while in the meantime making sustainability thinking accessible, and popular within the industry. The thesis also shows how necessary it is for Volvo Penta the implement this tool, in order to ensure that their sustainability investments is going in the right direction.
Miljöfrågor ligger ofta i fokus i dagens debatt, och att tänka miljövänligt och hållbart blir allt mer ett socialt krav. Vår planet förändras, och vi människor måste göra stora förändringar i hur vi lever för att undvika att potentiella katastrofer uppstår. Nya lagar, regler och hållbarhetsmål är konstant uppsatta runt om i världen för hur vi ska leva. Inom den maritima industrin sattes nyligen stora mål upp i hur mycket utsläpp som tillåts för fartyg runt vilket sätter stor press på företag inom branschen runt om i världen. Denna uppsats introducerar ett nytt försäljningsverktyg, Ecolometern, vars syfte är att hjälpa och assistera Volvo Pentas säljprocesser. Verktyget använder sig av en Product Environmental Footprint metodologi för att kvantifiera miljöpåverkan utifrån olika kategorier i Nine Planetary Boundaries modellen. Baserat på modellen, har ett antal kategorier valts ut, som agerar kriterier för det nya verktyget. Verktyget har även blivit validerat och testa mot ett antal case, där olika drivlinor har blivit analyserade. Resultatet visar att metoden och verktyget är användbart för det uppsatta syftet. Verktyget ger ett effektivt men enkelt sätt att visa och optimera miljöpåverkan sett till hela livscykeln av ett fartyg, samtidigt som det gör hållbarhetstänk mer tillgängligt och populärt inom industrin. Uppsatsen visar också på nödvändigheten för Volvo Penta att implementera detta verktyg, för att försäkra sig om att deras hållbarhetssatsningar verkligen går åt rätt håll.

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Beck, Duane P. "Technical skills for packaging sales /." Online version of thesis, 1992. http://hdl.handle.net/1850/11075.

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Klenk, Benjamin. "Qualitätsmanagement im sales support : Praxisbeispiele /." Saarbrücken : VDM Verlag Dr. Müller, 2007. http://d-nb.info/98551776X/04.

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Sundberg, Edward D. "Arm sales to Latin America." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 2003. http://library.nps.navy.mil/uhtbin/hyperion-image/03Dec%5FSundberg.pdf.

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Thesis (M.A. in National Security Affairs)--Naval Postgraduate School, December 2003.
Thesis advisor(s): Harold Trinkunas, Robert Looney. Includes bibliographical references (p. 63-66). Also available online.

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Chen, Yi Xin. "Customer concentration and sales smoothing." Thesis, University of Macau, 2018. http://umaclib3.umac.mo/record=b3959239.

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Morina, Albana, and Luna Zeweldi. "B2B Sales : Kriterier för leverantörsval." Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-13474.

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Business-to-Business (B2B) beskriver relationen mellan två företag där ett företag säljerprodukter eller tjänster till ett annat företag. I dagens konkurrenshårda marknad gäller det för ett företag att ständigt sträva efter att ligga ett steg före för att öka chansen att överleva. Dessutom kan dagens kunder söka och jämföra det de vill ha med bara ett klick på internet vilket leder till att företag förväntas att ständigt förbättra och utveckla sina produkter för att tillfredsställa sina kunder. Syftet med detta arbete är att ta reda på vad kunderna anser är viktigt vid val av leverantör och om miljöaspekten är avgörande för kunden vid val avleverantörer. En litteraturundersökning som kompletterades med en enkätundersökning genomfördes för att få svar på vilka av de fyra aspekter (kvalité, miljö, service, pris) är avgörande vid val av leverantör. Gruppen har använt sig av ett företag inom textil- och konfektionsbranschen som utgångspunkt för vilka företag enkäterna skulle skickas till. Undersökningen baseras främst på företag inom hotellbranschen i områdena Göteborg, Borås, Varberg och Falkenberg. Gruppen har använt sig av enkäter där deltagarna tillfrågades hur avgörande aspekterna kvalité, miljö, pris och service är vid val av leverantör av arbetskläder. Resultatet av litteraturstudien visar att kvalité och service är avgörande vid val av leverantör i ett B2B sammanhang och att pris inte är lika avgörande. Resultatet av enkätundersökning visar att samtliga hotell som deltog i undersökningen anser att det mest avgörande vid val avleverantör är kvalité och näst viktigast är miljö. Service och pris hamnade på en tredjerespektive fjärde plats i rangordning.
Business-to-Business (B2B) describes the relationship between two companies where one company sells products or services to another company. In today's highly competitive market, businesses are forced to continually improve and develop their products in order to satisfy their customers. In addition, today's customers can search and compare what they want just with just one click on the internet, which means that companies are expected to constantly improve and develop their products to survive in the highly competitive market. The purpose of this work is to find out what customers consider important in choosing a supplier and whether the environmental aspect is crucial for the customer in choosing suppliers. A literature study supplemented with a survey was conducted to find answer on which of the four aspects (quality, environment, service, price) is crucial in selecting a supplier. The group has used a company in the textile and clothing industry as the starting point for which companies the questionnaires were to be sent to. The survey is primarily based on companies in the hotel industry in the areas of Gothenburg, Borås, Varberg and Falkenberg. The group has used questionnaires where participants were asked how crucial aspects of quality, environment, price and service are when choosing a supplier of work clothes. The outcome of the literature study shows that quality and service are crucial in choosing a supplier in a B2Bcontext and that price is not as crucial. The results from the survey indicate that all hotels participated in the survey find that the most crucial in choosing a supplier is quality and the second most important is the environment. Service and award ended in a third and fourth place in ranking.

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Gueydier, Thomas. "L'Augustin de François de Sales." Thesis, Tours, 2019. http://www.theses.fr/2019TOUR2003.

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L’Augustin de François de Sales est un Augustin « digéré ». A la suite de Montaigne, l’évêque de Genève s’approprie, en effet, l’oeuvre du docteur de la grâce en toute liberté. Il l’intègre, plus précisément, au sein du triple dialogue qu’il entretient avec les protestants, les humanistes et les mystiques, au soir de la Renaissance, en opérant non seulement des rapprochements particulièrement attendus, après un siècle de querelles théologiques, mais aussi des ruptures franches et de multiples dépassements. Pour parvenir à une telle assimilation, l'auteur de l'Introduction à la vie dévote puise abondamment dans la tradition théologique et mystique, qui accorde une place centrale à l’évêque d’Hippone. Il prépare aussi les décennies à venir qui seront marquées par l’augustinisme littéraire des moralistes et la fameuse querelle du pur amour. Il va sans dire que cette proximité de François de Sales avec le pessimiste auteur de La Cité de Dieu renvoie de lui une image qui tranche avec l’optimisme auquel il est généralement associé
Francis of Sales’ Augustine is a “digested” one. Following Montaigne, the bishop of Geneva freely adopts the Doctor of Grace’s works. More precisely, he integrates it in the threefold dialogue he maintains with Protestants, humanists and mystics at the twilight of the Renaissance, making not only rapprochements, particulary expected after a century of theological quarrels, but also clear-cut breaks and several overruns. To achieve such assimilation, the author of the Introduction to the Devout Life draws on theological and mystical tradition that gives a central place to the bishop of Hippo. He prepares too the coming decades that will be marked by the literary Augustinism of moralists and the famous quarrel of pure love. It goes without saying that this proximity of Francis of Sales with the pessimistic author of The City of God conveys an image that severs with the optimism he is usually associated with

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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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Lindström, Maja. "Food Industry Sales Prediction : A Big Data Analysis & Sales Forecast of Bake-off Products." Thesis, Umeå universitet, Institutionen för fysik, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-184184.

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In this thesis, the sales of bread and coffee bread at Coop Värmland AB have been studied. The aim was to find what factors that are important for the sales and then make predictions of how the sales will look like in the future to reduce waste and increase profits. Big data analysis and data exploration was used to get to know the data and find the factors that affect the sales the most. Time series forecasting and supervised machine learning models were used to predict future sales. The main focus was five different models that were compared and analysed, they were; Decision tree regression, Random forest regression, Artificial neural networks, Recurrent neural networks and a time series model called Prophet. Comparing the observed values to the predictions made by the models indicated that using a model based on the time series is to be preferred, that is, Prophet and Recurrent neural network. These two models gave the lowest errors and by that, the most accurate results. Prophet yielded mean absolute percentage errors of 8.295% for bread and 9.156% for coffee bread. The Recurrent neural network gave mean absolute percentage errors of 7.938% for bread and 13.12% for coffee bread. That is about twice as good as the models they are using today at Coop which are based on the mean value of the previous sales.
I denna avhandling har försäljningen av matbröd och fikabröd på Coop Värmland AB studerats. Målet var att hitta vilka faktorer som är viktiga för försäljningen och sedan förutsäga hur försäljningen kommer att se ut i framtiden för att minska svinn och öka vin- ster. Big data- analys och explorativ dataanalys har använts för att lära känna datat och hitta de faktorer som påverkar försäljningen mest. Tidsserieprediktion och olika mask- ininlärningsmodeller användes för att förutspå den framtida försäljningen. Huvudfokus var fem olika modeller som jämfördes och analyserades. De var Decision tree regression, Random forest regression, Artificial neural networks, Recurrent neural networks och en tidsseriemodell som kallas Prophet. Jämförelse mellan de observerade värdena och de värden som predicerats med modellerna indikerade att de modeller som är baserade på tidsserierna är att föredra, det vill säga Prophet och Recurrent neural networks. Dessa två modeller gav de lägsta felen och därmed de mest exakta resultaten. Prophet gav genomsnittliga absoluta procentuella fel på 8.295% för matbröd och 9.156% för fikabröd. Recurrent neural network gav genomsnittliga absoluta procentuella fel på 7.938% för matbröd och 13.12% för fikabröd. Det är ungefär dubbelt så korrekt som de modeller de använder idag på Coop som baseras på medelvärdet av tidigare försäljning.

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Haque, Rahat. "The Drivers of Team-based Inside Sales Performance at Different Stages of the Sales Pipeline." Thesis, Université d'Ottawa / University of Ottawa, 2019. http://hdl.handle.net/10393/39492.

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There is a lack of academic research on sales teams, despite team selling becoming more prominent in recent years. Particularly in Inside Sales, there is a lack of clarity as to what are the drivers of optimum team-based selling and their degree of effect on sales performance. We utilize a team-based approach that aims to study the characteristics of Inside Sales teams and their interactions with business leads, using data from a well-reputed leads management software vendor. Based on prior team-based constructs in the literature, we built a framework that posits Quality of Team Composition, Task Utility and Intra-team Coordination leading to different categories of sales performance at various stages of the sales pipeline via their reflective variables. We tested our conceptual model in the following fashion: first, we used text mining on sales results to classify the different stages of the sales pipeline. Following that, we measured the conversion ratio at each stage as appropriate. Next, we discretized each conversion ratio into three levels of performance groups. The outcome variables in the model are different categories of team performance at each stage of the sales pipeline. Subsequently, we used multinomial logistic regression to regress our outcome variables on our team-based predictor variables in the hopes of establishing and validating important drivers for nuanced Inside Sales success. We uncovered new insight regarding team-selling best practices, using pre-identified constructs from the literature which are uniquely suited to teams and also constructs which are aggregated at a team level from an individual level. Our study is especially relevant to the Inside Sales process, as the outcome measures relate to the sales pipeline. Our main finding was that in there is a difference in skills required at different stages of the sales pipeline, in that more customization and experience is needed at the more advanced stages, whereas more repetition of activity is needed at the beginner stages. We also found that smaller team sizes tend to do better in Inside Sales, which was an unsettled research question in team research with plenty of evidence in favor of both smaller and bigger teams. Additionally, even if it was not a primary goal of our study, by virtue of classifying the leads by their final outcomes, we stumbled across an interesting finding, which is that an overwhelming majority of the sales leads tend to stay at one stage in their entire lifecycle. The implications of all our findings are very relevant to both practitioners and researchers of Inside Sales who are interested in team-based sales optimization. More research should be done in the field of Industrial Marketing, building upon what we found to be true for the B2B sector.

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Boehnke, Peesker Karen. "Exploring leadership behaviours perceived to enable salesperson performance." Thesis, Cranfield University, 2016. http://dspace.lib.cranfield.ac.uk/handle/1826/13125.

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This exploratory study builds on previous sales leadership research by examining, comparing, and contrasting sales leaders’ and sales representatives’ perceptions of what leadership behaviours enable salesperson performance. Semi-structured interviews were conducted with sales teams in a global enterprise software company. Semi-structured interviews were transcribed and statements coded into categories of leadership behaviours. Overall the sales professionals perceived the leadership behaviours of coaching, collaborating, championing, customer engaging, challenging, and creating vision enable salesperson performance. References were also made to candidate recruiting, inspiring and rewarding, however these were less frequent. Sales leaders and sales representatives agreed that coaching, collaborating, championing and customer engaging enable salesperson performance, however sales leaders spoke more about coaching, creating vision and candidate recruiting, while sales representatives spoke more about collaborating, championing, customer engaging and challenging. High performing sales representatives referred to coaching and customer engaging behaviours more frequently than average and low performing sales representatives, indicating the importance of these behaviours. Respondents also revealed that the intense pressure to deliver quarterly results made leadership challenging in this environment. This may account for the difference between sales leadership behaviours and leadership behaviours identified in the literature. This study suggests that a high pressure complex sales context might influence the type of leadership behaviours that may be best suited to enable salesperson performance. This study contributes to the field by providing a framework of the sales leadership behaviours perceived to enable salesperson performance, providing confirmation that sales leaders adopt previously identified leadership behaviours in the sales context, and the identification of new leadership behaviours specific to the sales context. It also presents evidence that trust, confidence, optimism and resilience are potential mediators between sales leadership and salesperson performance, and it provides a set of implications for practice.

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Rogers, Elizabeth Georgina. "UK sales managers' perceptions of the antecedents and moderating factors influencing the outsourcing of sales activities." Thesis, University of Portsmouth, 2013. https://researchportal.port.ac.uk/portal/en/theses/uk-sales-managers-perceptions-of-the-antecedents-and-moderating-factors-influencing-the-outsourcing-of-sales-activities(be288153-15af-41bd-9d0a-bb590c9935e7).html.

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Theory development in the field of sales is relatively limited compared to other disciplines, particularly since sales managers have lower rates of participation in academic studies than other professions. By exploring in depth the perceptions of sales managers about their resourcing choices, this study brings rich linguistic data to bear on the “make-or-buy” question in sales, which could be further tested by quantitative means. It is the first comprehensive approach to the topic in the sales function, exploring constructs across three theoretical schools – transaction cost economics, the resource-based view and real options theory. This study explores how UK sales managers perceive that they make their sales resourcing decisions, focusing particularly on the resourcing option of using third parties such as “contract sales organisations” rather than recruiting employees. Given the lack of research about the sales function to date, and in particular the lack of research on outsourcing in the sales function, the resulting model of the make or buy decision in the sales function is a significant contribution to an emerging body of literature, discerning antecedents from two levels of moderating factors, and accommodating exceptions as well as probable scenarios. This study posits that, depending on context, cost, access to skills or speed to respond to the market are important antecedents of resource changes and resourcing decisions in the sales function; desire to control on the basis of reputational risk is a primary moderating factor, and ability to manage third parties together with availability of suitable suppliers are secondary moderating factors. The primary research in this study involved in-depth telephone interviews with an under-researched managerial elite - senior sales managers and sales directors. It adds to the recent evidence that telephone interviewing can be successful in gathering large quantities of data from respondents without loss of rapport or emotional emphasis.

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Reddy, Ann-Marie. "The effect of the virtual sales person's customer centricity based on their sales manager's leadership style." Thesis, Capella University, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3682353.

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The purpose of this study was to establish if a sales manager's leadership style could influence a salesperson's selling behavior to effectively align their selling approach in a buyer-seller exchange. Transformational and transactional leaders have the ability to affect the selling behavior of their salespeople. The research was nonexperimental quantitative study that used survey monkey to collect the data from Canadian mortgage brokers to determine if a transformational or transactional leadership style affected their selling or customer orientation. The significance of the study is that it may provide virtual managers with new insights on how to effectively support their salesperson's performance and assist in guiding their team's behavior so that salespeople can effectively align their sales approach within the buyer and seller exchange. The findings from the data collected suggested there was no relationship between a sales manager's leadership style and the salesperson's customer orientation.

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Hsu, Wen-Shin, and 許文鑫. "THE IMPACT OF SALES RELATED RESEARCH CAPACITY, SALES ACTIVITIES AND SALES PERFORMANCE." Thesis, 2014. http://ndltd.ncl.edu.tw/handle/40524505845863864322.

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碩士
銘傳大學
風險管理與保險學系碩士在職專班
102
Our country life insurance industry development competes highly from the earliest blocking period to the present stage the time, in which has been through repeatedly the foreign life insurance company to enter the domestic market, and introduces the specialized sales skill establishment life insurance servicer specialized image, simultaneously has the system to train the service talented person. Because this research the merger and acquisition foreign merchant life insurance company has under the training difference by the native place life insurance company, sale ability and sales behavior servicer to achievements influence. The research goal take the life insurance company north, south three areas and the independent place of business respective servicers does as the object, and analyzes under the different background factor the achievements performance, and is servicer''s sales ability and the achievements the correlation research, in observation sale behavior and sales ability whether has the forward relations to do further discusses. Divides three construction surface in the sales ability: (1) Develops the accurate customer (2) The initial interview and understand customer needs (3) Delivery proposal with facilitates. Sales behavior by two construction surface: (1) Elastic behavior (2) Ossified behavior and so on makes the real diagnosis analysis, understood under present situation the company overall servicer achievements present, will elect as the future only then with to foster talent the reference.

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50

Cho, Chih-Wen, and 卓志文. "Individual Sales and Industrial Sales Momentum Strategies." Thesis, 2013. http://ndltd.ncl.edu.tw/handle/06938453456072142302.

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Abstract:

碩士
淡江大學
財務金融學系碩士班
101
Momentum strategies, which buy past winners and sell past losers, generate significant positive average returns over 3- to 12-month holding periods. This is the first study to investigate the relationship between individual stock momentum and industry momentum based on unexpected sales in the Taiwan stock market. The results show that there are significant sales momentum effects of individual stock and industry. Sales momentum effects of individual stock persist after controlling industrial sales momentum. However, industrial sales momentum strategies are significantly less profitable once we control for sales momentum of individual stock and, for the most part, are statistically insignificant. These results show that while industrial sales momentum is almost entirely explained by sales momentum of individual stock, the converse is not true. After controlling for industries, price momentum, earnings momentum, market state and systematic risk we can also get a similar conclusion.

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Dissertations / Theses on the topic 'Sales'

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