Suchergebnisse

ABSTRACTMultiple‐predictor empirical and single‐predictor judgment‐based models represent the two basic types of sales‐force decision models (SDMs). The important similarities and differences between the two modeling approaches are identified and discussed. The SDM literature is reviewed to determine how each model type has been applied and to evaluate previous attempts at model validation. A research study designed to compare the normative sales‐call allocations generated from each modeling approach is presented. Study results indicate that empirical and judgment‐based SDMs would produce similar normative guidelines. The implications of this finding are discussed.

Presents a portfolio model for multi‐sales channel effort
deployment. Shows how the approach can help sales management restructure
sales channels. Notes that combining an organization′s selling effort
into multiple sales channels can be facilitated through an analytical
approach that considers variations in customer requirements, buying
power and contact costs. Concludes that implementing a successful
multiple sales channel strategy offers impressive productivity
opportunities.

Examines how sales managers can affect and improve salesforce
performance. Describes the similarities and differences between high‐
and low‐performance salesforces and the ways in which sales management
can create the opportunity for salespeople to perform well. Discusses
research implications and offers management guidelines to improve the
effectiveness of sales organizations.

Overview of personal selling -- Building trust and sales ethics -- Understanding buyers -- Communication skills -- Strategic prospecting and preparing for sales dialogue -- Planning sales dialogues and presentations -- Sales dialogue : creating and communicating value -- Addressing concerns and earning commitment -- Expanding customer relationships -- Adding value : self-leadership and teamwork