Global ETD Search
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Showing 1 to 4 of 4 for “"Sales Calls"”.
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Naturalistic Decision Making in First Sales Calls: A Narrative Study of Experienced Technical Sales Professionals
… how it impacts the way experienced technology sales professionals navigate first conversations with new customers. NDM explores how experienced professionals make decisions in high-stakes, real world situations that are ambiguous, time-pressured, and have poorly defined goals. While NDM studies …
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Call center demand forecasting : improving sales calls prediction accuracy through the combination of statistical methods and judgmental forecast
… core of the company's renowned direct model. For sales call centers in particular, the impact of proper operations is reflected not only in long-term relationships with customers, but directly on sales and revenue. Adequate staffing and proper scheduling are key factors for providing an acceptable …
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REDEFINING THE SALES CALL
<p>The sales process is undergoing a revolution as a result of social media and related technological advancements. Although each step of the sales process is being affected, the most drastically altered step is likely the sales call. The purpose of this research is to examine the impact the type …
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A contingency approach to the effectiveness of agenda sales strategies
… effectiveness. In this context, agendas were salesperson-suggested constraints on the order of selecting or eliminating choice alternatives. A conceptual model compatible with Weitz's Contingency Model of Salesperson Effectiveness was developed and tested. It was hypothesized that the …