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 10 of 10 for “"sales people"”.
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The effect of sales promotion techniques on sales people
… dissertation, specifically on The Effect of Sales Promotion Techniques. Although promotions enhance sales, this field of marketing is not always understood thoroughly by local entrepreneurs. The phenomenon of sales promotion revolutionized the sales industry and nowadays, no day goes by …
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Exploring leaders' strategies for managing negative emotions of sales people
… their followers.This qualitative study explores sales leaders' practices for managing followers' negative emotions through a case study method using semi-structured interviews and critical incident technique. 32 sales leaders are interviewed from one of the top logistics companies; 89 critical …
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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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An Analysis of Sales People's Perceptions of Performance Appraisal Criteria at a Telecommunications Corporation.
… of this study was to identify and analyze sales people's perceptions of performance appraisal criteria in a telecommunications corporation. The study was prompted by the perceived disillusionment of the sales people with the current performance appraisal criteria. The perceptions of 67 …
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The impact of relationship selling on the sales force control function.
Sales management control and sales force performance has received substantial attention by researchers in the past decades. Researchers have been investigating the construct of sales control, its antecedents and its consequences on both the individual sales person and on sales force performance. …
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An application of personal construct theory to a study of retail sales person effectiveness
… More specific to the current study is sales person effectiveness research. There has been a large amount of research on effectiveness of sales people but it has tended to focus on industrial salespeople rather than retail salespeople. The research that has focused on retail sales people …
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Transforming sales: business-to-business value co-creation. How organizations and people collaborate, learn, co-create value, and develop ‘fit for the future’ sales professionals
… years combined experience and consultancy in sales and marketing, across industries and geographies, our public works represent a body of knowledge developed through research and real-world application of our methodologies and principles. These public works illustrate the tools we have used to …
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Wood Material Use in the U.S. Cabinet Industry: 1999 - 2001
… industry. Group 1 companies (>$20 million in sales) were contacted and sent a fax questionnaire. A random sample of 1034 Group 2 companies (<$20 million in sales and >10 employees) were sent a mail questionnaire. A total of 19 usable questionnaires were received from Group 1 companies and 217 …
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The Impact of resilience, perceived organisational support and employee engagement in a competitive sales environment
Sales are regarded as the lifeblood of any industry, with sales positions often viewed as the occupation contributing the most to organisational success. A contributing factor to this success is employee engagement, which has been identified as a significant driver of sales performance. The …
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Essays on modeling and measurement of consumers' decision strategies
… Product recommendations, whether made by sales people or online recommendation systems, bring products to the consumer's attention and impact his/her preferences. Changing preferences changes the products the consumer will choose to search; at the same time, the products the consumer …