Current Sales Research Articles

Promoting Sustainability in the Automotive Industry: Economic Comparison of Dealer Sales Model and Agency Sales Model of Electric Vehicles in Slovakia

Electrification is becoming an increasingly important part of many industries. Electrification is a crucial area of interest in developing electric vehicles and charging infrastructure in the automotive industry. Research and innovation in the field of electric vehicles indicate positive trends. The rise in sales of electric vehicles represents a significant shift away from traditional fossil fuel-powered technologies to more sustainable and efficient alternatives. Electrification also brings with it new trends in sales models. The paper aims to identify recommendations for the practical adaptation of the importer of electric vehicles in the Slovak market based on the analysis of the financial and economic impacts of the sale of electric vehicles. This paper approaches two essential research topics. The first research topic focuses on the analysis of vehicle sales, specifically electric vehicles, and based on the analysis of existing sales, the paper will also outline the sales plan of the selected brand in the period 2023–2025. The second research topic focuses on changes in the business model for the sale of electric vehicles. One of the findings is that a specific indirect sales model for the automotive industry, i.e. selling vehicles through dealers, is used. In the long run, the new agency sales model standards should help correct many of the shortcomings of the current sales system. The effects on the profitability of sellers can be defined mainly by smaller financial costs caused by the cancellation of storage spaces, smaller credit indebtedness resulting from not creating warehouse stocks, and a greater focus on sales and additional services aimed at the end customer. Agency selling also allows the seller to get precious data about the customer and feedback directly to the manufacturer, which can serve as a valuable source of information for improving goods and services, which, in the long run, can lead to greater profitability for sellers. However, the Agency sales model is also coming to the fore. In this paper, the given types of business models are compared, their advantages and disadvantages are highlighted, and last but not least, the expected profits of the analysed company are calculated for both types of sales models. Keywords: agency sales model, business model, dealer sales model, economic comparison, electric vehicle

Analysis of sales techniques from the perspective of entrepreneurship in MSMEs (MIPYMEs)

This study analyzes and evaluates sales techniques from the perspective of entrepreneurship in micro, small and medium-sized enterprises (MSMEs) with the objective of identifying effective strategies to improve their competitiveness and commercial performance. Critical to economic development and employment generation, MSMEs face significant challenges, including limited resources and intense competition. The research focuses on traditional and digital sales techniques, highlighting the importance of innovation and entrepreneurship. A quantitative and documentary methodology was used to collect and analyze data from 40 MSMEs. The results indicate that digital techniques, such as social media marketing and e-commerce, have surpassed traditional techniques, such as print advertising and direct sales, in effectiveness. MSMEs that adopt an entrepreneurial and flexible approach show better business performance and higher customer satisfaction. Ongoing training and the use of emerging technologies are crucial to the successful implementation of current sales strategies. However, MSMEs face barriers such as resistance to change and scarcity of financial resources. To overcome these challenges, it is recommended to encourage innovation, invest in staff training, and optimize available resources.

Tax Avoidance in F&B Companies in Relation Among Leverage, Sales Growth, and Firm Size with Profitability as Mediating

The objective of this research is to examine how leverage, sales growth, and firm size have an effect on tax avoidance through profitability as mediating in food and beverage companies listed on the Indonesia Stock Exchange (IDX). The research utilizes three independent variables: leverage measured by Debt to Asset Ratio (DAR); sales growth measured by the change in current sales relative to previous sales; and firm size measured by the natural logarithm of total assets. The mediating variable is profitability, measured by Return on Assets (ROA), while the dependent variable is tax avoidance, measured by Cash Effective Tax Rate (CETR). The population of this research is all of the food and beverage companies listed on the Indonesia Stock Exchange (IDX) from 2020 to 2023. The purposive sampling method was used in determining the sample and there were 21 companies obtained with a total research sample of 84 obtained over four years. The results of this research show that leverage and sales growth partially have a significant effect on profitability, while firm size partially has no significant effect on profitability. Leverage, sales growth, firm size and profitability partially have no significant effect on tax avoidance.

Identifying Specific Targets for the Member States to Achieve the European Union's Goal of 50 per cent Reduction in Sales of Veterinary Antimicrobials by 2030

SummaryThis article proposes a tailored approach to reduce antimicrobial use (AMU) in livestock among EU countries, in alignment with the EU Farm‐to‐Fork initiative that targets a 50 per cent reduction by 2030. We argue against a one‐size‐fits‐all target and introduce country‐specific targets based on individual factors such as current antimicrobial sales, GDP, and livestock and human densities. Using data from the European Surveillance of Veterinary Antimicrobial Consumption (ESVAC), the article identifies countries with high densities of animals and humans, as well as high levels of AMU per livestock unit, such as Germany, Belgium, Italy, Spain and Poland, as needing to prioritise greater reduction efforts. The article also underlines the need for a more precise EU‐level indicator of AMU, as sales do not directly represent use. It suggests that specific targets and regulations should apply to antimicrobials classified as ‘Highest Priority Critically Important Antimicrobials’ by the WHO. The article recommends extending these targets to different sectors and even individual farms, with high‐consumption sectors and poorly performing farms making greater efforts. By considering these factors, the article aims to provide a fair and effective approach to reducing AMU, mitigate the risks associated with antimicrobial resistance, and contribute to achieving the Farm‐to‐Fork strategy AMU reduction target.

Risk Perception, Risk Preference, and Timing of Food Sales: New Insights into Farmers' Negativity in China.

Chinese farmers, especially small ones, always sell their food at low prices during harvest season rather than storing it for a better price. Based on a theoretical framework of expected utility, this paper examines the mechanism by which risk perception affects farmers' timing choices of food sales and the role played by risk preference, utilizing data from the 2019 China Family Database and the China Household Finance Survey of farmers in six provinces of the main wheat-producing regions. This study shows that farmers with a high risk perception are more likely to choose current sales compared with intertemporal sales. The channel and mechanism analysis finds that increased risk perception leads to risky returns from intertemporal sales lower than certain returns from current sales in utility comparisons. It is further found that risk preference has a substitution effect on risk perception in farmers' intertemporal food sales.

Sport sales managers’ perceptions of learning through experiential sales projects

PurposeWhile there has been a considerable amount of research conducted on experiential learning and sport sales, the purpose of this study is to shift the focus from students to current sport sales professionals and examine how experientially learning sales assisted in the sales professionals’ growth, competency, and skill development in the current sales roles they occupy. DesignEmploying a stratified purposeful sampling technique, sport sales-related professionals (from a diverse group of sports organizations, including, but not limited to, organizations within the MLB, NBA, XFL, and NASCAR; n = 7) who completed an experiential sales learning project between 2015 and 2022 were invited to give their perceptions of experientially learning sport sales in the form of a focus group. Post-interview inductive thematic analysis was conducted using Braun and Clarke's (2006) six-phase framework to extract themes. FindingsResults highlight three main themes extracted from the participants who engaged in sports sales experiential learning: 1) Initial Perceptions; 2) Project Resultants; and 3) Improvements for Experiential Sales Project, which are further expounded upon and contextualized within the literature. OriginalityThis is the first study to examine sport sales professionals’ perceptions of sport sales experiential learning in sport sales education. By shifting the focus from students to sales managers, the researchers highlight the unique differences that exists when comparing student perceptions in, or shortly after the completion of, an experiential sales project, versus the perceptions of the current sales managers in sport industry. For sport management faculty, important findings such experiential sales project improvements are discussed. For students, practical insight is given to help students overcome the negative feelings associated with sport sales experiential learning, in addition to the benefits of learning sales experientially and the impact it has on professional development, job opportunity, and personal marketability.

Using anticipatory orders to manage disruption risk over a short product life cycle

We study the impact of supply disruptions on sourcing strategies when product life cycles are short and future demand depends on current sales. We introduce the concept of order policies with anticipatory orders where some or all of orders with the unreliable supplier in future periods are moved to an earlier period. Using a 2-period model, we show that despite incurring additional holding cost when inventory is carried to a future period, anticipatory orders from the unreliable supplier are valuable when dealing with disruption risk when future demand depends on current sales. We find that anticipatory orders are less pronounced when future demand is more independent of current sales. We show that anticipatory orders from the unreliable supplier continue to be optimal for a range of disruption probabilities even when we include a responsive and reliable supplier.

Barley residue biomass, nutrient content, and relationships with grain yield

AbstractDetermination of barley (Hordeum vulgare L.) nutrient uptake in residue biomass is important for agronomic, economic, and environmental decisions. Improved understanding of grain yield, residue biomass, nutrient uptake, and their relationships are needed. Research determined these factors in 2018 and 2019 from trials of four barley classes (spring animal feed, human food, and malt, as well as winter malt), using three common cultivars of each, at five locations in southern Idaho. Production environment created the largest difference in residue biomass and nutrient uptake. Barley harvest index ranged from 0.46 to 0.52 Mg Mg−1 across feed, food, and malt classes. Compared to previous estimates, nutrient concentrations from the combined dataset were greater than for N, less than for P, and greater than for K. Correlation of grain yields to nutrient uptake (excluding Cu and Fe) had r2 ranging from 0.68 to 0.89. At current prices, economic analysis indicated that fertilizer replacement costs for total residue biomass nutrients were greater than previous estimates and could greatly exceed current sale value. These relationships and value estimates can be used to improve prediction of barley residue biomass production and nutrient uptake to guide best management practices. The decision of how to utilize these metrics (on‐farm, regional, etc.) should be considered based on known variation in measured nutrient and residue data and considered in relation to the proposed task.

The Current Sales Status and Countermeasures of Chinese New Energy Vehicles in Europe

With the expansion of China's new energy vehicle overseas business, Europe has replaced Asia as China's largest export destination of new energy vehicles in 2021. As the world's second-largest and second-fastest-growing new energy vehicle market, Europe contains plenty of opportunities and challenges for Chinese car manufacturers. Through analysis, the author found that China's new energy vehicle brands have shown a rapid development trend in Europe in recent years and are operating well. This paper aims to deeply explore the main problems they face and find corresponding solutions based on this actual situation. After using two research methods: literature analysis and data analysis, this paper found that Chinese manufacturers have some problems with international competitiveness, brand image, sales and service capabilities, supporting facilities, and resistance to political risks, and measures need to be taken to solve them. In addition, Chinese car companies have also encountered the serious problem of insufficient basic charging facilities in the European market, and are affected by political factors such as the Russia-Ukraine conflict and countervailing investigations.

Risk perception, risk preference and farmers’ indifference in grain sales

ABSTRACT This paper examines the mechanisms by which risk perception affects farmers’ timing of grain sales and the role played by risk preference based on 2019 China Family Database and China Household Finance Survey. The results indicate that high risk perception is more likely to lead farmers to current sales compared with intertemporal sales. It reveals that the underlying reason for farmers’ indifference in grain sales is the increased risk perception under constraints, which causes risky returns from intertemporal sales lower than certain returns from current sales in utility comparison. It is further found that risk preference has a substitution effect on risk perception in farmers’ intertemporal grain sales.

Analysis of Xunyang Lion’s Head Citrus Brand IP Shaping and Sales Planning Suggestions

In order to comply with the national “Belt and Road” policy and continue to promote the grand goal of rural revitalization. This paper is mainly for the lion head citrus industry in line with the development of the times, for Xunyang agricultural products lion head citrus to open a new type of marketing ideas and promotional methods. According to different age levels, different marketing programs are proposed, and product design and sales planning in line with the characteristics of different ages are proposed. Keeping up with the modern fashion trend elements, opening up new sales ideas for the Shishitoukan Industrial Park, strengthening the development of Shishitoukan deep-processing field, and opening up foreign markets. Solve the current sales limitations of the sales market, realize the two-way development of culture and economy, sustain the development of derivative industries, provide a new road to open up overseas markets, and realize the goal of rural revitalization.

PENGARUH CURRENT ASSETS, SALES DAN LIABILITAS TERHADAP LABA BERSIH PADA PERUSAHAAN MAKANAN DAN MINUMAN YANG TERDAFTAR DI BEI TAHUN 2019-2022

This study aims to determine the effect of current assets, sales, and liabilities on net income in food and beverage manufacturing companies listed on the Indonesia Stock Exchange in 2019 -2022. This study uses independent variables, namely current assets, sales, and liabilities. The dependent variable is net income. The data used in this study is secondary data, namely in the form of financial reports of food and beverage manufacturing companies listed on the IDX for 2019-2022. 2019 is used to compare 2020 to 2022. This research is descriptive with a quantitative approach. Statistical methods using multiple linear regression analysis, t test, f test, and analysis of the coefficient of determination. The results of this study indicate that current assets have a significant effect on net income, sales have a significant effect on net income, and liabilities partially have no significant effect on net income. Then current assets, sales, and liabilities simultaneously affect net income. By using the F test it is found that the independent variables have a simultaneous influence on the dependent variable. The calculation of the coefficient of determination shows that all independent variables are 0.485 or 48.5% meaning that net income can be explained by current assets, sales and liabilities of 48.5%. while the remaining 51.5% can be explained by other factors outside of this study.

Qinghai Mutton Sales Mode Analysis and Optimization Strategy Research

The state attaches great importance to the high-quality development of plateau characteristic animal husbandry. It has brought new opportunities for the sales of mutton in Qinghai Province. However, there are currently some problems with the sales of Qinghai mutton, such as low brand awareness, low sales efficiency and other issues. Based on this, this paper summarizes the current mainstream sales mode, investigates the geographic background of Qinghai mutton, analyzes the current situation sale of mutton in Qinghai according to corresponding production and sales data, and proposes an innovative sales mode and related recommendations for Qinghai mutton sales, thus to provide a reference for the sale of mutton in Qinghai.

Exploring the Application of Financial Indicator Prediction Models in Optimizing Tax Burden

Abstract As economic globalization progresses unceasingly, the financial activities of enterprises are increasingly complex, paralleled by a concomitant increase in the intricacy of tax laws and regulations. Consequently, the tax risks faced by enterprises are becoming more pronounced. To predict the financial status of enterprises, a logistic regression model is created by combining relevant financial indicators. Considering the large amount of enterprise financial sample data, a Lasso-Logistic regression model is constructed, and the ADMM algorithm optimizes the model to improve the model's prediction accuracy. Finally, after using the ROC curve to test the validity of the constructed financial index prediction model, the A-share listed companies in the advanced manufacturing industry are taken as the research object of empirical analysis to analyze the relationship between the impact of financial indexes on tax burden. The regression equation for the standardization of tax burden is tax risk = -0.02341+0.03572 VAT effective tax burden +0.15451 income tax effective tax burden +0.21118 current ratio -0.26875 total asset turnover +0.06574 current sales revenue +0.02432 current cost of goods sold +0.13681 gearing ratio + 0.23708 Fixed Assets Change Ratio - 0.26895 Asset Size. Based on the analysis results, this paper proposes three optimization strategies for tax burden.

“Converging on a new theoretical foundation for selling” five years later: emerging priorities, new applications, & directions for ongoing research

PurposeNot that long ago, half of all sales research was demonstrably if not unequivocally “atheoretical” (Williams and Plouffe, 2007). The foundational argument of this paper is that stronger theoretical development and application of theory in sales research is critical for the sales field to retain its relevancy. The purpose of this paper is to underscore that deliberate and cogent application of HWV (2018) is scant in the recent sales literature (over five years after publication in Journal of Marketing) for one or both of two reasons: scholars either do not understand the paper and/or are fearful of (mis)applying it.Design/methodology/approachMore than simply introducing the articles to this special issue of the European Journal of Marketing (EJM), this paper also makes a number of important, overdue contributions. Although Hartmann, Wieland and Vargo’s JM (HWV, 2018) theoretical and conceptual paper has been well-received by the sales community, it has seen limited meaningful integration or application in sales research since its publication. This paper thus clarifies key misunderstandings and misperceptions with HWV (2018) so that sales researchers can more impactfully apply it to future sales research.FindingsThis paper identifies and then explains key aspects of service-dominant logic (S-D logic) and commonly misapplied and/or misunderstood aspects of HWV (2018) to guide future sales research. Ultimately, the overarching goal of this special issue of EJM is to focus a “spotlight” on sales theory development, while simultaneously demonstrating – through the five articles the special issue reports – that with purposeful effort, rich theoretical insights can effectively be applied to both “classic” and more current and emergent sales research topics.Research limitations/implicationsBecause HWV (2018) draw heavily upon S-D logic, it follows that some aspects of their article have been misinterpreted or misapplied by sales scholars. In particular, the critical concept of “crossing points” (both of the “thick” and “thin” variety) are explicated and detailed further, so as to afford sales researchers with better knowledge and insight on how to apply these key tools within HWV (2018).Practical implicationsThe practical implications of this paper primarily revolve around further educating and clarifying for sales researchers “how” to better apply HWV (2018) to sales research, rather than simply citing it in passing. The paper also concludes by providing a summary and introduction to each of the five EJM special issue articles.Originality/valueThe originality and value of this paper and this special issue of the EJM is twofold. First, both this paper and the entire special issue itself emphasize the ongoing importance of advancing sales research through the meaningful and cogent application of theory. Second, the paper demonstrates that purposeful effort can lead to successful applications of HWV (2018) – as exhibited by the five articles in the EJM special issue – such that rich theoretical insights can be woven into both traditional and contemporary sales research topics.

Survey on the Current Advertising and Sales of Mucuna pruriens in Consumer-to-consumer Internet Trading in Japan

Mucuna pruriens (MP) is leguminous plant which contains 5% of L-3,4-dihydroxyphenylalanine (levodopa) in its seeds. It may have a potential to be used as an alternative therapy for Parkinson's disease (PD). Meanwhile, there is a concern in terms of public health that MP products can be overused by patients with PD. As an entry for patients with PD to acquire MP products in Japan, they are often purchased via internet auctions or free markets. MP products are not reagrded as 'pharmatheutical' by Japanese law as long as the specific legal requirements on advertisements are met, so that the MP products can be advertised or sold without any permission from the authorities. In this study, we aimed to conduct internet survey as to the complianse status of these legal requirements. Several major internet auction or free market websites in Japan were surveyed in May-June 2023 by the authors, and 1157 MP product pages were examined. We found approximately 30-40% of the MP products were suspected to have potential legal risks in terms of their advertisements in their website descriptions, such as claiming pharmatheutical efficacy or describing pharmatheutical-like dosages. In addition, approximately 30-40% of the MP products also did not refer to cautions not to take MP products excessively because of the levodopa ingredients. Current study suggested the need of careful description of the MP products in the auction or free market websites for the MP products exhibitors or sellers, in order to fullfill legal requirements as well as to prevent MP abuse.

Perancangan UI/UX Aplikasi Mobile Penjualan Pada Toko Up Store Menggunakan Figma

Today's digital environment, mobile applications are essential for improving user experience and sales reach. This study will use Figma software design to create a user interface (UI) and user experience (UX) for mobile app sales on Up Store. Figma, an online prototyping platform, can be used to create web or mobile applications. Programmers can contribute to the figma project by writing their own code. The process used to create this design is called Design Thinking. Design Thinking focuses on understanding users, developing ideas, and testing solutions through iterative cycles. This strategy will help in defining user needs, understanding the context of use, and creating an acceptable and efficient design. This research resulted in a mobile application UI/UX design that complies with sound design principles and uses current sales trends in the Up Store. If the user interface is well designed, users will interact with the app more positively, increasing user retention and sales. Figma also allows UI/UX designers and

Retail Indicators Forecasting and Planning

We present a methodology to handle the problem of planning sales goals. The methodology supports the retail manager to carry out simulations to find the most plausible goals for the future. One of the novel aspects of this methodology is that the analysis is based not on current sales levels, as most previous works do, but on those in the future, making a more precise and accurate analysis of the situation. The work presents the solution for a scenario using three sales performance indicators: foot traffic, conversion rate and ticket mean value for sales, but it explains how it can be generalized to more indicators. The contribution of this work is in the first place a framework, which consists of a methodology for performing sales planning, then, an algorithm, which finds the best prediction model for a particular store, and finally, a tool, which helps sales planners to set realistic sales goals based on the predicted sales.  First we present the method to choose the best indicator prediction model for each retail store and then we present a tool which allows the retail manager estimate the improvements on the indicators in order to attain a desired sales goal level; the managers may then perform several simulations for various scenarios in a fast and efficient way. The developed tool implementing this methodology was validated by experts in the subject of administration of retail stores yielding good results.

The interplay between sales and marketing expenditures: an econometric approach in the B2B market

PurposeManagers engage in marketing efforts to boost sales and in setting marketing budgets based on current or historical sales. Past studies have overlooked the reciprocal relationship between marketing spending and sales. This study aims to examine the nature of the relationship between sales and marketing expenses in the B2B market.Design/methodology/approachFive hypotheses on the relationship between sales and marketing expenditures were framed. A total of 30 of India’s dyeing firms provided data on revenues, sales (in units) and marketing expenditures over time. The structural vector auto-regressive model and the vector error correction model were fitted to the data.FindingsThe results show that marketing expenses and sales are related bidirectionally in a sequential way. Furthermore, sales drive the long-term equilibrium relationship to a greater extent than marketing expenditures.Practical implicationsThe findings of this study should assist managers in predicting sales and marketing budgets simultaneously and devising precise marketing strategies and tactics.Originality/valueUsing econometric models in data-driven research is not a frequent practice in marketing. This study adds value to the body of marketing literature by advancing the theory of the relationship between sales and marketing spending using real-world data and econometric models in the B2B sector.

Application of Natural (Plant) Fibers Particularly Hemp Fiber as Reinforcement in Hybrid Polymer Composites - Part II. Volume of Hemp Cultivation, Its Application and Sales Market

ABSTRACT The paper is a second part of a multi-aspect analysis of whether it is feasible and practical to use (plant) natural fibers processed into fabrics and mats as homogeneous or hybrid reinforcement in polymer composites used in various industrial sectors. The paper presents the volume of hemp cultivation worldwide, in Europe and in Poland 2016–2022. It also sets out the percentage share of hemp application in nine industrial sectors. The presented statistics includes total volume of industrial hemp stalks market, which is a by-product of hemp farming in the main geographical regions of the world and in Poland. The paper gives examples of current sales of hemp at the USA market, with sales until 2022. The paper discusses the possibility of using industrial hemp as “noble reinforcement that is fully recyclable” of a new generation of polymer structural composites which can be applied in modern sectors of bulky structures, including sea-going vessels.