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AHMAD JOHAN, DESSY ISFIANADEWI, TEZZA ADRIANSYAH ANWAR
Pág. 128 - 136
The purpose of this study is to investigate how small & medium scale companies in managing Sales Forces owned & strategic intelligence in obtaining information amid complex competition with all its limitations. The context of Small & Medium Enterprises (...
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Zoha Fatima
In this competitive environment, as the companies are producing similar products, the only thing that can differentiate one company from other company is the behaviour of salespeople. Salesforce ethical behaviour has been found to have an immense impact ...
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Jorge Marcelo Bullemore Campbell
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Ioana Olariu
Building an effective sales force starts with selecting good salespeople, but good salespeople are very difficult to find. The reason for this is that most sales jobs are very demanding and require a great deal from the salesperson. There are many differ...
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Russell Abratt,Manfred Klein
AbstractCompensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry. A literature review of incenti...
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Russell Abratt,Manfred Klein
AbstractCompensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry. A literature review of incenti...
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Juan Gabriel Correa Medina, Loecelia Guadalupe Ruvalcaba Sánchez
La globalización económica ha generado cambios profundos en las relaciones comerciales y disminuido el ciclo de vida de los productos y servicios. Esta situación incrementa los niveles de oferta y obliga a las empresas a establecer estrategias que les pe...
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Ioana Olariu
The current paper is a theoretical approach to the management of territories according to sales force, which has an important role in the realization of distribution. The central element is the way in which agents split their efforts between the activiti...
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Paulus Wardoyo,(Universitas SemarangIndonesia)Endang Rusdianti,(Universitas SemarangIndonesia)Sri Purwantini,(Universitas SemarangIndonesia)
Pág. 295 - 308
This study aims to examine and analyze the role of value-based selling and courteous selling behavior in resolving the research gap between customer orientation and sales force performance. The population of this research is the salesforce at BPR Group S...
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Linda Eglite,Ilze Birzniece
Pág. 53 - 62
This systematic literature review examines the deep learning (DL) models for retail sales forecast. The accuracy of a retail sales forecast is a prevalent force for uninterrupted business operations. Accuracy for retailers means limiting supply chain and...
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Endang Rusdianti,(Universitas SemarangIndonesia)Paulus Wardoyo,(Universitas SemarangIndonesia)Sri Purwantini,(Universitas SemarangIndonesia)
Pág. 25 - 36
AbstractThe purpose of the study to verify the research model, Adding to the variable the ability to make courteous sales presentations so that the results of this study can solve the research gap. This research unit is the Rural Bank, and the respondent...
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Raluca Valeanu
Sales force compensation represents the fix and / or variable payment by the company. To compensate agents based on the results, the company set a goal which is brought to their attention through the compensation plan. Applying the model of moral hazard,...
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Binny Pahwa,Meenu Gupta
The purpose of this paper is to find out the factors which affect the purchase decision regarding health insurance and to evaluate the factor which affects the most and estimates the importance of respective factors. Descriptive study has been conducts i...
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Berta Bekti Retnawati,Nuryakin Nuryakin
Pág. 891 - 897
The purpose of this study is to investigate the relationship of customer encountering competence portfolio, relational capital and service excellent customer heterogeneity to enhancing Indonesian pharmaceutical salesperson performance. The context is tak...
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Melita Balas Rant
Valtex, a Slovene company that provides hygiene products for commercial buildings, up until recently operated successfully in the eyes of the CEO and owner Niko Kumar, meeting the expected growth, profit, and cash flow. Yet suddenly the company is faced ...
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