Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
Results
Showing 1 to 20 of 31 for “"Sales management"”.
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An analysis of foreign military sales management viewed at the field activity level.
… examination of the program of Foreign Military Sales from the perspective of a field activity. It attempts to identify through a historical view the evolution of the foreign military sales management process and analyze some of the observations made in the context of a bureaucratic structural …
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The relationship between biographical information and managerial potential as assessed on a sales management assessment centre
… the body of knowledge facilitating the effective management of the human resource in industry has become critical in South Africa at a time when the country is experiencing a shortage of skilled manpower. Assessment centres have long been in use in South Africa as a means of assessing managerial …
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Propuesta de mejora en la gestión de venta de arándano premium en el mercado chino
… paper shows an improvement proposal on a sales management strategy for premium blueberries in the Chinese market for the 2020 – 2021 season. This proposal was evaluated and implemented at Blueberries Peru´s facilities, located in Chao Valley, district of Virú in La Libertad region and the …
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Why Empowering Salespeople is a Double Edge Sword
<p>Salespeople in business-to-business markets are given autonomy to manage firms’ relationships with their customers. This autonomy implies that salespeople are responsible for making decisions that not only benefit but may also adversely impact customers (e.g., offer an account preferential …
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Sales manager problem resolution styles:measure development and an examination of their salesperson-related consequences
Personal selling and sales management play a critical role in the short and long term success of the firm, and have thus received substantial academic interest since the 1970s. Sales research has examined the role of the sales manager in some depth, defining a number of key technical and …
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The salesperson-manager exchange relationship: the impact of competence, latitude and loyalty
Sales management researchers apply various leadership measures and theories taken from conventional work-group settings. These applications may be questionable given the unique boundary-spanning context in which the field sales force must operate. This study raises the questions and offers an …
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A Taxonomy of Regulations: The Effect of Regulation on Selling Activities
… new regulations has emerged in the selling and sales management business environment, changing the nature and scope of salespeople’s jobs. How do regulations affect the way salespeople do their jobs? This is an important and largely unexplored question. Therefore, the purpose of this study is to …
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Marketing Challenges for Cybersecurity Services
… with business experts in cybersecurity and sales management. A few security safety solutions are presented to the security sales industry to further improve risk mitigation among businesses. This research seeks to raise awareness of the hidden costs and damaging effects that cyber threats …
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Digital Transformation in Sales: Managerial Cognition, Technology Adoption, and the Strategic Role of Innovativeness
… digital transformation of personal selling and sales management from a multi-level strategic perspective. It conceptualises digitalisation and digital transformation as related but distinct forms of strategic change and investigates their links to managerial cognition, organisational and …
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The Role of Motivation and Its Effects on Sales Force Performance: A Case Study of Mwananchi Communication Company Limited, Dar- es –Salaam
… assess the role of motivation and its effects on sales force performance especially in Mwananchi Organization. The major objective of this study was to investigate the impact of motivation on sales force performance as a key factor towards improving organizational functions. This study had used …
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An empirical investigation of the relationship between purchasing professionals' perceptions of role stress and selected antecedent and consequent variables
… professional can thus contribute to marketing management and to marketing thought. Two of these variables are the perceived Customer Orientation of the Vendor salesperson and the Influence Strategy/s used by the salesperson. Other variables that can provide valuable information to marketers are …
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The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model
Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists …
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Salesperson Perceptions - An Examination of Sales Manager Leadership and Salesperson Engagement
… with performance and retention. Specifically, salespeople, as boundary spanners, pose unique challenges to organizations. To date, the literature has given limited attention to salesperson engagement. This study explores the assertion that managers are the primary source of employee …
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The role of brand trust within related and unrelated brand extension activities : a consumer perspective
… covered the interpersonal relations, psychology, sales management, source credibility, and relationship marketing areas, served to develop a list of thirty `trust-related' variables, which were hypothesised to split into a number of dimensions of trust. The variables and dimensions were screened …
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A pragmatic study of persuasion strategies in sales talk: A case of salespersons in selected markets and shops in Mongu town of Zambia/ Kapawa Yamboto
… by contextual factors in persuasive discourse by salespersons in selected markets and shops in Mongu town which is the capital of Western Province in Zambia. According to the 2010 National Census, its population was 179,585. The town also serves as the administrative headquarters of Mongu …
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A pragmatic study of persuasion strategies in sales talk: A case of salespersons in selected markets and shops in Mongu town of Zambia/ Kapawa Yamboto
… by contextual factors in persuasive discourse by salespersons in selected markets and shops in Mongu town which is the capital of Western Province in Zambia. According to the 2010 National Census, its population was 179,585. The town also serves as the administrative headquarters of Mongu …
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The effect of personality, emotional intelligence and social network characteristics on sales performance: The mediating roles of market intelligence use, adaptive selling behaviour and improvisation
Today’s account management is complex. The market is extremely competitive, technology is making alternatives and low-distribution methods possible, product lifecycles are accelerating, and customers are becoming less loyal and more sophisticated while at the same time, becoming more demanding. A …
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A Study of Sales Training within the General Aviation Industry
… utility aircraft companies conducted their sales training activities, the reasons for their methods of sales training, and the problems encountered in their sales training program. Sales training, as defined in this paper, refers to an organized attempt by the management of a business …
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Essays on Sales Force Career Incentives
… long term career related incentives for their sales people. When sales people put sales effort they face incentives not only from short term incentives like commissions and bonuses but also from long term rewards associated with progression in their career. In particular, sales people are often …
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Achieving competitive advantage in financial services through a strategic alignment of Relationship Marketing and Human Resource Management
… Relationship Marketing (RM) and Human Resources Management (HRM) in practice, and notes that a product of this collaborative/competitive association is consensus on the critical importance of people (e.g. the relational sales-reps) in the implementation of successful relationship marketing …
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