Sales Department Research Articles

Using a multi–stage progressive sales plan as a tool to improve the efficiency of managers

Profit growth is considered an economically justified indicator of business success. In conditions of high competition of goods and services of small and medium–sized businesses, the sales department acts as a key component that ensures the sale of products and, accordingly, determines the profitability of the company. The creation of methodological tools to improve the efficiency of the sales department is a popular applied task of modern scientific research.The article is devoted to the problem of improving the efficiency of the sales department. The author states that the creation of a progressive plan allows you to increase sales. The purpose of the article is to describe the author’s methodology for using a multi&stage progressive sales plan as an effective tool for improving the efficiency of managers. The novelty of the research lies in the development of a multi–component comprehensive sales plan that allows to increase the company’s profit by creating conditions for the formation of sustainable motivation of managers.

Kuiki Credit: scaling innovation in a growing fintech startup

Learning outcomes Following successful discussion of this case, students should be able to:▪ understand and apply the principles of effectuation;▪ understand the difficulty of obtaining traditional financing in Latin America;▪ determine the importance of matching new hire and company values, particularly in a small business; and▪ analyze some of the unique problems facing a business at the point of scaling up and provide suggestions for how the protagonist could address those problems. Case overview/synopsis This case provides an introduction to the Fintech industry in South and Central America, fruitfully combining tenets of the lean startup methodology, effectual principles of entrepreneurship and a novel method of managing personal finances via decentralized vehicles provided through fintech. In addition, Kuiki Credit and its use of fintech represent a compelling example of industry disruption by an entrepreneurial firm. Owing to its unique location, this case provides students with a lens into a part of the world rife with bureaucracy and, in some cases, corruption. The disruption is thus unique in that not only does one view traditional disruption of industry dynamics, but also government policy and cultural mores. This is evinced within the body of the case through direct quotes from founder Ernesto Leal and Eduardo Morán, one of the company’s first employees. This information highlights the market Kuiki Credit pursued, one underserved by traditional financing and thus lacking access to credit.Consistent with effectual entrepreneurship principles, Ernesto Leal, the main protagonist and a Nicaraguan entrepreneur, drew upon his significant corporate experience in financial institutions and as a franchise owner to create a new venture. Kuiki Credit is designed to increase access to capital and disseminate fintech throughout Central and South America, and in particular first in Costa Rica and later in Nicaragua. The case is set in 2018, when Leal faces a scaling issue. Specifically, he wonders how to maintain an entrepreneurial company with high levels of innovation and a culture of continuous improvement despite the need to grow. Near the end of the case, some specific issues relative to culture are briefly reviewed in relation to the sales department and Leal feeling the need to restructure the company, while being encouraged by the board to hit breakeven targets for three consecutive months prior to expanding to new markets. Complexity academic level This case most appropriately lends itself to discussions in entrepreneurship at the junior or senior undergraduate level. To engage in this case most productively, students should have a basic understanding of entrepreneurship, the equivalent of two to three weeks into the semester. Supplementary materials Teaching notes are available for educators only. Subject code CSS:3: Entrepreneurship.

The associations of the national health and productivity management program with corporate profits in Japan.

Using a dataset from a survey on national health and productivity management, we identified health and productivity factors associated with organizational profitability. The Ministry of Economy, Trade and Industry conducted an annual survey on Health and Productivity Management between 2014 and 2021. We assessed the associations of organizational health and productivity management using survey questions collected in 2017 and 2018, with the rate of change in profits from 2017 and 2018 to 2020. We identified factors associated with organizational profitability using eXtreme Gradient Boosting, and calculated SHapley Additive exPlanation (SHAP) values for each factor. Among 1,593 companies (n= 4,359,834 employees), the mean age of employees at baseline was 40.3 years and the proportion of women was 25.8%. A confusion matrix for evaluating model performance had an accuracy of 0.997, precision of 0.993, recall of 0.997, and area under the precision-recall curve of 0.999. The most important factors related to an increase in corporate profits were the percentage of current smokers (SHAP value, 0.121), per-employee cost of health services (0.084) and medical services (0.050); the percentage of full-time employees working in sales departments (0.074) and distribution or customer service departments (0.054); the percentage of employees who slept well (0.055); and the percentage of employees within a company who regularly exercised (0.043). Employees' lifestyle-related health risk factors and organizations' management systems were associated with organizational profitability. Lifestyle medicine professionals may demonstrate a significant return on investment by creating a healthier and more productive workforce.

FORMATION OF A VALUE PROPOSITION FOR CLIENTS: THEORETICAL APPROACHES AND UNDERSTANDING OF REPRESENTATIVES OF RUSSIAN COMPANIES

The paper is devoted to a comparative analysis of theoretical approaches to the formation of a value proposition and its understanding by representatives of Russian companies. The existing theoretical approaches to the formation of a value proposition are considered, as well as the main tools used in its formation in practice. To determine the theoretical approaches, more than 50 articles from leading economic journals were analyzed. To analyze the understanding of the value proposition, Russian companies conducted in–depth semi-structured interviews with managers of 84 Russian and foreign companies representing customer service departments, sales departments, innovation activities, strategic management, marketing and brand management departments.The analysis has shown that for most employees of companies, the concepts of a value approach in management and a value proposition are limited to standard categories, such as price, quality, and direct satisfaction of needs. This is especially true for representatives of Russian companies and firms that conduct their business only within Russia and CIS countries. While representatives of international companies noted the importance of the entire range of value formation tools in one way or another evenly, respondents from Russian companies clearly relied on product components and price in their answers. It should also be noted the leadership of product tools in both cases, and if Russian respondents focused only on the quality of the product in their answers, then representatives of international companies often noted the importance of the assortment and uniqueness of products.The result of the study was to determine the importance and place in the process of forming a value proposition of such tools as joint value creation with the consumer and the involvement of personnel in joint value creation.The author's approach to the formation of value proposition by companies is proposed in the article. The proposed matrix model allows you to quickly determine which factors and tools companies need to focus on first.

Analisis Komponen Laba Rugi pada Perusahaan LQ45 Periode 2014-2019

<p>The COVID-19 pandemic has greatly impacted many corporate sectors, including LQ45 companies, which are also feeling the consequences. Many companies have suffered losses and even bankruptcies due to COVID 19 since March 2020. One of the things that really have an impact is the sales department which later affects net profit. Given that the pandemic is still not over, many companies are trying to adjust so that sales can continue to generate maximum numbers by preparing many plans. Therefore, the author is interested in conducting an analysis related to the profit and loss component of the LQ45 company because the company always creates considerable sales. The proxies of the profit and loss component use Net Profit and its analysis tools in view of Net Sales and Income Tax Expense. This study aims to determine whether there is an influence between Net Sales and Income Tax expenses on Net Profit partially or simultaneously. The sample collection system chosen was purposive sampling and there were 6 companies out of 45 companies listed on the Indonesia Stock Exchange (IDX). Furthermore, the data analysis chosen is descriptive and verifiable data analysis using the SPSS 26 application. The results showed that there was no influence between Net Sales and Net Profit partially, but there was an influence between Income Tax Expense on Net Profit in general. Furthermore, there is an influence between Net Sales and Income Tax Expense on Net Profit simultaneously.</p>

STRATEGI PENINGKATAN DAN PENJUALAN PUPUK UREA BERDASARKAN TINGKAT KEPUASAN PELANGGAN DENGAN PENDEKATAN SERVQUAL DAN QFD


 Petrokimia Gresik is a subsidiary of PT. Pupuk Indonesia which produces fertilizer in support of the Government's Program to Increase Agricultural Production and National Food Security. In one of the Work Units, namely the Administration and Sales Department, there is one Fertilizer that rarely has income that does not meet the Company's RKAP Quantum Target, namely Urea fertilizer as evidenced by the Pre-Research results, Quantum Data Realization and Quantum Target RKAP Urea Fertilizer in 2021. In the research This analysis is carried out by analyzing customer perceptions and expectations using the Servqual Method to Measure Service Quality of the Urea Fertilizer Sales and Administration Department. Measurement results in finding the gap between Customer Perceptions and expectations from Servqual will be corrected with QFD. Then do the preparation of strategies that are applied to the Company. The results of Servqual show that all dimensions have a "Unsatisfied" Satisfaction Level, which means that the customer assesses that the service provided has not met the expectations of the customer. Next, an analysis is carried out using QFD which shows that the average of all attributes needs to be improved. Indicators that require Top Priority are those related to the Competence of the Urea PIC. So the recommendation from the AVP of Urea Fertilizer is to conduct a Procurement Evaluation of the Performance of the urea PIC at the Administration and Sales Department at PT. Petrokimia Gresik.

Linking Authentic Leadership to Transactive Memory System, Team Innovativeness, and Selling Performance: A Multilevel Investigation

In today’s complex selling environment, it is challenging for sales leaders to enhance the effectiveness of their sales teams. The aim of this study is to observe the impact of authentic leadership on salespersons’ internal and external behaviors under B2B selling context [i.e., transactive memory system (TMS), innovative work behavior, and customer-directed OCB] and their consequences in team selling performance. Respondents of our survey included salespersons and managers working in the sales departments of pharmaceutical companies. By using structural equation modeling, the dyad responses from 348 matched salespeople–managers were analyzed. The findings disclose that authentic leadership behavior has a stronger relationship with the TMS, innovative work behavior, and customer-directed OCB. Our results also indicate that innovative work behavior and customer-directed OCB are potentially mediated between authentic leadership and team selling performance relationship. The theoretical implication of these results for managerial practice is also discussed.

Implementation of marketing mix strategy to increase room occupancy during covid-19 pandemic at the kayon jungle resort

This research was conducted to know the strengths, weaknesses, opportunities, and threats of The Kayon Jungle Resort during Covid-19 pandemic, business position in IE (Internal – External) matrix, and to find the marketing strategies that can be implemented to increase room occupancy at The Kayon Jungle Resort during Covid-19 Pandemic. Data collection methods that were used in this research were interviews, observation, and questionnaires. Data analysis techniques were descriptive qualitative analysis, SWOT Analysis, IFAS matrix, EFAS matrix, and IE matrix. The sample in this research used 7 people from Sales and Marketing Department employees, Resort manager, and General Manager of The Kayon Jungle Resort. The results of this research showed 15 internal factors become strengths and 5 internal factors become weaknesses. On the other hand, there were 5 external factors that were opportunities, and 4 external factors become threats. The results of the IE Matrix showed that the position of the company was in the growth strategy (cell II). SWOT analysis produced 9 alternative strategies to increase room occupancy during Covid-19 pandemic at The Kayon Jungle Resort.

Investigasi Penentu Kinerja Karyawan

Many factors can affect employee performance, such as Work Environment, Leadership, Training and Work Discipline. The purpose of the study was to analyze the effect of the work environment, leadership, training and work discipline on employee performance in the sales department of PT. Toyota Nasmoco Karangjati. This study uses a survey method to employees of the marketing department at PT. Toyota Nasmoco Karangjati has 33 employees as respondents. The sampling technique in this study is the saturated sample. The analytical tools used in this study are: validity test, reliability test, classical assumption test, heteroscedasticity test, ui coefficient of determination and multiple regression analysis. The results of this study indicate that the work environment has a positive and significant effect, giving the understanding that if the work environment is supportive, it will lead to morale. Leadership has a positive and significant effect, giving the understanding that a leader must have a strong individual concept and ability to achieve his goals in the company. Job training has a positive and significant effect, providing an understanding that training is necessary to improve the skills and performance of the company's work. Work Discipline has a positive and significant effect. Provide an understanding that the more disciplined an employee will be, the more the performance of the given employee will increase.

Analisis Pengendalian Intern Piutang Usaha Pada PT. ANI Unit Percetakan Arnoldus Ende

This research is to analyze the Accounts Receivable Internal Control at PT. ANI Arnoldus Ende Printing Unit. The research method used is descriptive qualitative research methods. Sources of data in this study are using primary and secondary data. The results achieved in this study are to show that the company's internal control for trade receivables actually exists, but it does not function properly which can be seen in the inefficient internal control procedures for providing accounts receivable. During the initial process, the internal control procedure for giving accounts receivable, which checks customer credit data, should have been carried out by the sales department. At the stage of delivery of ordered goods or finished goods it should be done by the shipping department, but at PT. ANI Arnoldus Printing unit is carried out by the Production Department. Approval of accounts receivable is carried out by company managers, but in the organizational structure there is an internal control team (budget), where in this study the main tasks and functions of the internal supervisory team (budget) are not visible.

Business Process Analysis and Implementation of Odoo Open Source ERP System in Inventory, Purchasing and Sales Activities

The development of information technology is the main thing for trading companies in developing their business. Resources within the company must be managed and utilized optimally, one of which is inventory, buying and selling of goods. ERP (enterprise resource planning) system is an integrated information system concept that can be utilized by companies and SMEs (micro, small and medium enterprises) to improve company performance. Captain Gadget is one of the medium-sized businesses engaged in retail sales of mobile phones, mobile accessories and spare parts for mobile phones, which is located in Malang City. Captain Gadget has three employees who run its core business. In the procurement of goods, it is carried out by the procurement admin, in the management of stock goods it is carried out by the warehouse admin and in sales it is carried out by the sales department. The company in processing its data using Microsoft Excel application, while the recording and bookkeeping of cash is done manually. This causes less effective and efficient performance. For this reason, it is necessary to configure and implement an ERP (enterprise resource planning) system to support business process activities on the Captain gadget. One of them is using Odoo ERP software based on Open Source which can be adapted to the system needs in business processes at Captain Gadget.

Why multi-disciplinary, cross-silo teams are best at analysing and actioning data collected along the customer journey

Enter 2021, 90 years since the famous McElroy ‘Brand Men’ memo also marked the start of the shift of ‘brand activities’ from advertising to full ownership of everything needed to produce business results: ‘Where brand development is heavy and where it is progressing, examine carefully the combination of effort that seems to be clicking and try to apply this same treatment to other territories that are comparable.’ The explosion of sales and marketing channels since has spawned a plethora of marketing specialisms and seen businesses come almost full circle, with marketing departments focusing solely on incremental growth and campaign ROI, sometimes at risk of losing control of core activities. The pandemic of the last two years has accelerated the growth and importance of digital media and sales channels – another typically siloed team – in how customers research, consider and buy. Change is not only taking place in more obvious consumer markets, but also in B2B, where both customers and suppliers have been forced to move more of sales and service processes online. This is delivering surprisingly positive outcomes in many cases, with McKinsey’s research showing that buyers and sellers alike prefer the new digital reality. As the need to connect ‘base nurturing’ activities (which tend to be owned by sales departments) and ‘growth activities’ (usually led by marketers) becomes clearer and as the digitalisation of both sale and marketing becomes more mainstream, we are seeing the re-birth of the ownership of ‘line of sight to results’ across functional silos. This is happening with the creation of roles such as Chief Growth Officer, Chief Customer Officer and new-style CMOs or CSOs who take a data-first approach and tend to look further than their own discipline along the entire value chain for the customer. This hybrid position bridges traditional departmental silos such as business development, sales, marketing, operations, customer support and information technology. While those organisations are striving to understand their customers’ omni-channel jouneys and add value all the way across this complex ecosystem of interactions, some historical models of analysis may no longer be able to cope with today’s cross-silo, omni-channel reality that requires end-to-end insights for many teams across the business. In this article we examine various useful, relevant, data science based approaches on which modern executives can rely to understand this new interconnected reality, allowing them to understand, nurture and grow their customer relationships, even in times of uncertainty and rapid change. We use examples of how traditionally marketing department-led activities such as customer segmentation and marketing investment analysis can evolve into a more cross-functional approach delivering better insights and, importantly, more value to the business.

ANALISIS EFISIENSI TATA RUANG KANTOR BAGIAN PENJUALAN PT BATIK KERIS

<p><em>Analysis of Spatial Efficiency of the Sales Office of PT Batik Keris. This study aims to determine the efficiency of office layout in the sales department of PT Batik Keris Surakarta. This study uses a qualitative method with a case study approach. The results of this study are: (1) The arrangement of office space in the Sales Section of PT Batik Keris which has not fulfilled the principles of office layout such as still not utilizing all the available space in the Sales Section, has not fulfilled the shortest distance principle, and has not made good use of office equipment with good. (2) The obstacles faced are: (a) Employees' tables and chairs do not have partitions so that they seem cramped. (b) Awareness of employees in using filing cabinets. (c) There are lots of cash boxes around the employee's desk. (3) Efforts were made to overcome obstacles, namely by rearranging employee tables and chairs, providing socialization regarding the use of filing cabinets, and getting rid of boxes around employee desks so as not to interfere with employee mobility.</em></p>

INFORMATION TECHNOLOGIES IN SYSTEM OF CUSTOMER RELATIONSHIP MANAGEMENT

In article CRM systems are analyzed. The concept and principles of their work are presented. Process of introduction of CRM systems is analyzed. In addition, the article presents the concept of CRM-system. In modern business, the need to automate various processes has become commonplace. It is becoming increasingly difficult to keep warehousing or accounting without the use of specialized software. Sales representatives use special programs to place and send orders to the office via tablet or mobile phone, quite a large number of orders come from the site in the form of ready-to-process documents. However, customer relationships, especially in small and medium-sized businesses, are often conducted without the introduction of automation and sufficient attention to accounting. At the same time, each sales manager works as he sees fit, records calls, other types of interaction with customers at his own discretion, or refuses to record at all. way out of this situation – automation and standardization of customer relationship management, ie the introduction of CRM-system. Customer Relationship Management (CRM) is software that helps you successfully monitor, organize, and schedule customer service. CRM-systems help sales departments by telling managers what to do: respond to a new request, call the customer, plan the transaction. Robots themselves send emails and text messages to customers when the application is in the desired status, automatically launch ads and more. CRM allows you to not lose orders from new customers, systematize the work of managers and control it, find points for optimization and further growth of the company. CRM system standardizes and automates processes in the sales department.

Study of Factors Causing Workplace Incivility

Workplace incivility can be best explained with the help of the incivility continuum which ranges from negative behavior to physical aggression. This study is an effort to identify the various factors affecting the workplace incivility of employees working in sales department in the banking and financial sector. Sample size used for the study is 340. The study draws a connection among variables affecting workplace incivility. Four factors were arrived at after conducting factor analysis are manager, colleagues, clients and working environment.

Marketing Communication Model to Enhance Hotel Brand Image

ABSTRACT
 Purpose: The purpose of this study was to determine the position of the marketing communication model implemented to improve the brand image of The Kayon Jungle Resort, Bali, Indonesia, and to determine the alternative marketing communication model that should be applied by the Sales and Marketing Department in improving the brand image of the hotel.
 Research methods: The analytical technique used is the mixed method design of Sequential Exploratory; Internal Factor Summary Matrix (IFAS), External Factor Analysis Summary Matrix (EFAS), Internal-External Matrix (IE), SWOT Analysis, and Quantitative Strategic Planning Matrix (QSPM).
 Results and discussion: The results of the IFAS matrix analysis show that the main strengths are reviews and comments left by guests on the internet, as well as having a distinctive and unique room, restaurant, swimming pool, yoga pavilion, and gym, while the main weaknesses are a lack of variety and intensity of sales promotion activity. According to the results of the EFAS matrix analysis, the main opportunity is the Policy to maintain guest privacy, safety, and comfort by The Kayon Jungle Resort management, while the main threat is the Intensity of beneficially campaign.
 Implication: The Kayon Jungle Resort is in the Growth Strategy (Cell I) position according to the results of the IE matrix analysis. The SWOT analysis results in nine alternative marketing communication strategies, three of which are prioritized and calculated by the QSPM matrix with a total TAS of 303.72, 298.05, and 287.31.
 
 Keywords: marketing communication, alternative strategy, brand image.

Women’s Gender Discrimination Difference in Workplace

Although many studies have pointed to the fact that women directly experience gender discrimination, relatively little has been explored about which individual and organizational variables of women in the workplace are more sensitive to gender discrimination. This article has been conducted in an attempt to investigate the individual and organizational characteristics of female workers who are sensitive to gender discrimination. A total of 415 participants were included in this study. The results indicate that while participants' age, salary, and position are significantly and negatively related to gender discrimination; tenure years is significantly and positively related to gender discrimination. Besides, participants' education is not significantly relative to gender discrimination. Furthermore, while participants who have no spouses perceive greater gender discrimination than those who have spouses; participants whose careers are ever intermittent perceive greater gender discrimination than those whose careers are never intermittent. In addition, according to the organizational variables, firm size is significantly and negatively related to gender discrimination. While participants who work in production or administrative department perceive greater gender discrimination than those who work in sales department; participants who work in manufacture industry perceive greater gender discrimination than those who work in service industry. The results can serve as a basis for understanding women's cognition of gender discrimination in the workplace.

Analytical and Evaluation Capability Level of Knowledge Management For Penetration Tester Knowledge Preservation Using Cobit®5 Self-Assessment In an It Security Company

The purpose of this study is to standardize work roles and their level of proficiency and to determine the ability of Knowledge Management in preserving Pentester Knowledge using Confluence® at XYZ Company. The data used and processed in this study were obtained from interviews and observations with the principal for work roles. The results of standardization of job roles are obtained by mapping using the NICE Framework, and proficiency levels can be mapped using the CIISec Framework. Knowledge Management capability assessment is carried out using COBIT®5 Domain APO07 (Manage Human Resources and BAI08 (Manage Knowledge). Observations and interviews are carried out in the order of data collection where respondents are represented by IT Director, HR Head, Confluence Manager, Sales Department Chair, and Team IT Governance The result of Capability Level is 2 (Managed Process), meaning that IT Governance at the time of implementing Knowledge Management has generally been carried out with planning, monitoring and adjustment, but several processes have not yet been implemented, have been presented to the Company's management as feedback and recommendations for improvement of planning process.

FUNCTIONAL ANALYSIS OF THE SALES DEPARTMENT OF AN ELECTRONIC COMMERCE ENTERPRISE

The article investigates and systematizes the functions of the sales department at e-commerce enterprises with plans for further use in the development of a project to create a decision support system for the sales department. The analysis was carried out using the methods of systematization, generalization, functional analysis and graphical representation of processes and relationships in the Unified Modeling Language. The main functions of any sales department at a trading enterprise, as well as additional functions that take into account the specifics of the activities of e-commerce enterprises, are highlighted. The interrelationships of the divisions of the sales department at e-commerce enterprises were studied. The concepts, features and problems of the functioning of the sales department at e-commerce enterprises are analyzed. One of the main problematic aspects of the functioning of the sales department at an e-commerce enterprise is the variety of existing structures depending on the type of enterprise and the personal vision of the entrepreneur, as a result of the lack of a single effective system for creating a sales department at an e-commerce enterprise. It was determined that all the mentioned shortcomings make it difficult to create an effective sales department at e-commerce enterprises and, as a result, significantly affect the profitability and economic attractiveness of such enterprises. In order to systematize the functions of one of the most important for generating profit divisions of the enterprise, a model of representation of functional processes and internal relationships was developed using the Unified Modeling Language. The results of the conducted functional analysis of the sales department at e-commerce enterprises are planned to be used to develop a project for a corresponding automated decision support system.

A theoretical model for the creation of effective commercial units of a modern business entity

Any business that seeks to create an effective revenue generation mechanism capable of generating long-term growth is faced with the challenge of purposefully building and scaling its sales team. It is the sales department that is the foundation for continuously attracting new customers, increasing sales to existing customers and predictable growth that will be the foundation of the company’s success in the marketplace. In this context, the object of the study is the process of creating an effective sales department. The subject of the research is the sequence of actions and procedures, a set of methods and techniques of organization and structuring of the sales department. The aim of the research is to develop a modern and flexible algorithm for creating an effective sales department. Research methods: dialectical, system-structural method; theoretical generalization, analysis, synthesis; grouping; deduction and induction; modeling. Results of the research. In the course of the analysis the factors that predetermine the success of the functioning of the sales department at the enterprise are outlined. Using progressive scientific tools the article presents the developed algorithm of creation of effective sales department which includes seven interconnected stages: substantiation of personnel strategy, creation of sales plan, formation of organiza-tional structure, regulation of processes and documentation, implementation of CRM system, cost analysis, scaling of processes.