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Advanced Search Results For "SALES management"

1 - 10 of 49,419 results for
 "SALES management"
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Management Sales Forecasts and Firm Market Power.

Publication Type: Academic Journal

Source(s): Journal of Accounting, Auditing & Finance. Apr2021, Vol. 36 Issue 2, p278-303. 26p. 1 Diagram, 8 Charts.

Abstract: We investigate whether a firm's market power within its product market affects management sales forecast behavior. Our examination of the relation between market power and management sales forecasts is motivated by the notion that sales forecasts diffe...

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Sales Effort Management Under All-or-Nothing Constraint.

Publication Type: Academic Journal

Source(s): Management Science. Jul2022, Vol. 68 Issue 7, p5109-5126. 18p.

Abstract: We consider a sales effort management problem under an all-or-nothing constraint. The seller will receive no bonus/revenue if the sales volume fails to reach a predetermined target at the end of the sales horizon. Throughout the sales horizon, the sale...

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UNIQUE APPLICATION OF SALES-ORIENTATION CUSTOMER-ORIENTATION (SOCO) SCALE AS A BEHAVIORAL ASSESSMENT TOOL TO PREDICT FUTURE ORIENTATION OF STUDENTS: A STUDY.

Publication Type: Academic Journal

Source(s): Marketing Education Review. Fall2022, Vol. 32 Issue 3, p265-279. 15p. 6 Charts.

Abstract: Sales management students carry certain misconceptions about sales jobs, which often create confusion in their minds about the nature of the sales job- should they be customer-oriented or sales-oriented? To excel in the initial years of their careers a...

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How to Digitalize Your Sales Organization.

Publication Type: Periodical

Source(s): Harvard Business Review; Sep/Oct2022, Vol. 100 Issue 5, p108-117, 10p, 3 Color Photographs

Abstract: Copyright 2022 Harvard Business Publishing. All Rights Reserved. Additional restrictions may apply including the use of this content as assigned course material. Please consult your institution's librarian about any restrictions that might apply under...

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Salesperson Dual Agency in Price Negotiations.

Publication Type: Academic Journal

Source(s): Journal of Marketing. Mar2021, Vol. 85 Issue 2, p89-109. 21p. 2 Diagrams, 6 Charts.

Abstract: When should business-to-business firms encourage their salespeople to advocate for the customer in pricing negotiations? This research extends dual agency theory to the sales domain to address this question. In Study 1, the authors examine discount neg...

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Personal selling and sales management abstracts.

Publication Type: Academic Journal

Source(s): Journal of Personal Selling & Sales Management; Jun2022, Vol. 42 Issue 2, p83-90, 8p

Abstract: Copyright of Journal of Personal Selling & Sales Management is the property of Taylor & Francis Ltd and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. Howeve...

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Asymmetric Inventory Management and the Direction of Sales Changes.

Publication Type: Academic Journal

Source(s): Contemporary Accounting Research. Mar2021, Vol. 38 Issue 1, p676-706. 31p.

Abstract: RÉSUMÉ: Gestion asymétrique des stocks et orientation de la fluctuation des ventes Les auteurs étudient l'investissement asymétrique des entreprises de fabrication dans les stocks en réaction à la fluctuation des ventes. En se penchant plus particulièr...

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A measurement model of the dimensions and types of informal organizational control: An empirical test in a B2B sales context.

Publication Type: Academic Journal

Source(s): International Journal of Research in Marketing. Jun2022, Vol. 39 Issue 2, p415-442. 28p.

Abstract: • Comprehensive informal controls measures assist knowledge and theory building. • A nuanced informal controls framework sheds light on past research. • Informal controls have positive and negative effects on salesperson satisfaction and performance. •...

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How to Shift from Selling Products to Selling Services.

Publication Type: Periodical

Source(s): Harvard Business Review. Mar/Apr2021, Vol. 99 Issue 2, p48-52. 5p. 2 Color Photographs.

Authors:

Abstract: Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fe...

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Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective.

Publication Type: Academic Journal

Source(s): Journal of the Academy of Marketing Science. May2022, Vol. 50 Issue 3, p615-638. 24p.

Abstract: Salesperson face-to-face visits with buyer organizations are an inherently dynamic phenomenon and choreographing changes in those visits is important for a salesperson to identify and pursue sales opportunities. Drawing on social network theory and ado...

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