Sales Goals Research Articles

Environmental marketing as an optimal system of marketing and certification as a part of commodity policy

The article reveals some aspects of environmental marketing. The issue of choosing the optimal sales system and certification as part of enterprise policy is studied. It is established that products with excellent environmental characteristics, when organizing the system of its distribution often require specific conditions of storage of goods and compliance with certain rules in its sale. It was found that in order to choose the distribution channels of environmentally friendly products was optimal, it is necessary to follow a certain algorithm. Firstly, it is advisable to have a clearly defined purpose of organizing the sales channel. Secondly, to formulate the conditions and restrictions under which a certain distribution system is chosen. Thirdly, determine sales goals and measures to achieve them. The developed algorithm will ensure compliance of the selected system with environmental, economic, and consumer criteria for the operation of the enterprise within the concept of environmental marketing. Within the concept of environmental marketing, the certification procedure is a means of confirming the presence in the products or activities of the enterprise of different environmental characteristics, which are the core of product policy and are declared in communications. The main role of certification in the formation of demand and promotion of pro-environmental products is to disseminate information about certain characteristics of products or activities of the enterprise and confirm the reliability of such information. The effectiveness of certification as a tool of environmental marketing is to provide consumers and other members of the contact audience with certain guarantees to ensure that all stages of production (or product components) meet certain standards or requirements, as well as minimize the likelihood that the company will adversely affect the environment.

The Influence of Brand Image (Image Mere K) on Case Study Consumer Buying Interest in the Saladbros Restaurant, Bali

The more developed the economy of a nation, the higher the competition between business actors in controlling the market. Unique and creative branding can build a positive brand image and is one strategy to compete. Promotion is an important factor in realizing a company's sales goals. In order for consumers to be willing to become customers, they must first be able to try and research the products manufactured by the company, but they will not do this if they are not sure about the product. Before deciding to buy a product, consumers will compare the price of one product from one company with another company. The appropriate product price will encourage consumer decisions to buy the product. Saladbros is one of the most popular healthy food restaurants in Bali and in the end it is hoped that this brand image will influence consumer buying interest. The author uses quantitative methods with associative descriptive analysis. This study describes how much influence brand image has on consumer buying interest. It can be concluded that the researcher has determined 5 variables to be studied, namely promotion, product image, price, product quality and consumer purchase intention to describe how much influence the brand image has on consumer purchase interest in case studies at the Bali saladbros restaurant.

LinkGenn - SEO and SEM Explorer with Free and Paid Optimum Solutions

Nowadays with the development of digital platforms digital marketing have been most important thing that every business needs to focus on. This study discusses the review of Search Engine Optimisation (SEO) and Search Engine Marketing (SEM) explorer with free and paid optimum solution tool which is aimed to give a better understanding about digital marketing, SEO site performance which is a must to know before going forward with digital marketing plans. Lack of knowledge in digital marketing has effect small scale to large scale business owners. This tool helps to identify their website performance speed and SEO in understandable way which suggests free and paid optimum solutions. The main purpose of this study is to get more business to LinkGenn by giving better understanding to the customer to identify websites performance problems and suggest free and paid solutions to fix it from their side or with Linkgenn, the entire project develop according to waterfall method. The finding of the study indicated how website performance affecting on digital marketing campaigns, and it uses new developed Linkgenn metrics to give ranking scores and solutions based on website results, with the pandemic lot of businesses have changed their traditional marketing pattern with digital so this would be an important tool for every business to archive their sales goals with remarkable KPIs.

“I Thrive on the Interaction and have Always Viewed My Clients, Our Members, As Partners and have Worked to Build Marketing Programs that Meet their Specific Needs to Achieve their Sales Goals.”

“I Thrive on the Interaction and have Always Viewed My Clients, Our Members, As Partners and have Worked to Build Marketing Programs that Meet their Specific Needs to Achieve their Sales Goals.”

Sales Executives’ Reward Attitude Survey in the International Company and their Socio- Economic Consequences on the Sales Performance in Global Markets

Research background:As a universal rule applicable worldwide, the salary satisfaction and employees´ financial well-being, in general, are ones of key drivers in ensuring corporate business goals and performance in global markets.Purpose of the article:The aim is to find out how sales executives are satisfied with their financial well-being and earnings gained in one international company making business worldwide. The analyzed company needs to support sales executives´ motivation to meet sales goals and positively influence their engagement in making business all over the world, and thus globally improve corporate performance.Methods:The methodology of the procedure begins with the formulation of research questions. Subsequently, a questionnaire is compiled, the basic and sample of respondents are identified, and a questionnaire survey is conducted. The processing of the obtained data is performed using statistical methods (software IBM SPSS statistics) when the results are processed using frequency and contingency tables, graphs, and verbal description. The final step is answering research questions.Findings & Value added:The data include general sales executives´ reward attitudes, their subjective feelings, and opinions if their pays reflect their sales performance in international business or not. Such survey usefully provides relevant information to competent decision-makers about sales executives´ financial satisfaction and well-being and gives them a good background to ensure that payment will be in such a competitive level of market price that will attract and retain the people the organization needs for retaining current global business operations and for searching new business challenges around the world.

Evaluating service innovation and business performance in tourism: a multicriteria decision analysis approach

PurposeThe purpose of this study is to evaluate the effectiveness of the new service development (NSD) process in tourism. For this reason, factors influencing the process of service innovation in the hospitality sector were explored and correlated with business performance in the hospitality industry through a multicriteria decision analysis approach.Design/methodology/approachAn original multicriteria decision analysis approach is applied in order to estimate the efficiency of the NSD process. The approach follows the principles of ordinal regression analysis, using goal programming techniques. Collected data are based on in-depth structured and questionnaire-based interviews of 77 hotel managers in 147 new services in a representative sample of 99 hotels in Greece. Several financial ratios, covering different aspects of business performance, are used in order to evaluate the NSD process for three years after the services innovation had been launched.FindingsThese findings reveal the importance of financial liquidity and business efficiency for the hotel industry (i.e. the ability of a firm to use available resources in order to achieve specific sales goals). The aforementioned variables can determine how quickly and effectively assets are converted to cash. In general, the findings show the emphasis that should be given to customer needs, as well as to the effective management of a NSD project.Originality/valueFindings of this study may support hotel managers to make complex strategic decisions for future development. These findings have suggested that service innovation should be included as a strategic tool to assess differentiation effort in the hotel industry.

Which plug-in electric vehicle policies are best? A multi-criteria evaluation framework applied to Canada

Policy is an important driver for the deployment of plug-in electric vehicles (PEVs). Most PEV policy research focuses on effectiveness in the short-term, even though policymakers i) typically consider a wider range of evaluation criteria and ii) are setting PEV sales goals in the longer-term (e.g., 2030 or 2040). This study develops a more comprehensive evaluation framework, considering five criteria: (i) effectiveness at increasing PEV adoption in the long-term (2040), (ii) government spending, (iii) public support, (iv) policy simplicity and (v) “transformational signal”, the latter being a measure of a policy's ability to stimulate confidence and investment in a PEV transition. We apply this framework to Canada by assessing eight policy types implemented across the country, as well as stronger versions of each policy. We also illustrate trade-offs by constructing three policy packages with similar effectiveness (i.e., PEVs making up 40% of light-duty vehicle sales by 2040). These packages include strong financial incentives ($6,000 CAD per PEV for 20 years), a Zero-Emissions Vehicle (ZEV) sales mandate (requiring 40% PEV sales by 2040), or strengthened light-duty vehicle emissions standards (decreasing to 71 g CO2e per km by 2040). These packages differ in terms of government expenditure, policy simplicity, public support and transformative signal. Our framework provides an accessible tool for policymakers to assess such tradeoffs with PEV-supportive policies and to identify approaches that best suit their jurisdiction.

Identification of Wells Fargo Bank’s Organizational Culture and Ethics Issues

Organizational culture, ethics, and values are important aspects. Each organization has a different culture, even if in the same industry. It is important for organizations to hire employees who have the same beliefs, ethics, and values with the organization. Wells Fargo Bank is one of the biggest and well-known banks in the US. It was established in 1852 and continued to grow over the years. Recently, the bank started to have some issues and bank started to get a bad reputation. These issues were high employee turn-over rates, sales pressure, unethical practices, and lack of communication between managers and employees. Wells Fargo’s training based on product knowledge, sales strategies, and regulations. Wells Fargo is missing the importance of diversity training. The company needs to train its employees to create a better work environment. Training of managers, effective two-way communication, providing job security for employees, setting up attainable sales goals can help Wells Fargo Bank to keep trained employees, get a better reputation and increase the number of customers and sales.

The changing role of the salesperson: how should salespeople act today?

Purpose The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople’s management in the current business context. Design/methodology/approach The paper briefly explains the role of salespeople in an organization and how salespeople are gaining prominence in customer management. From this point of view, the paper suggests steps to achieve the sale. Findings It is evident that salespeople must change the way they achieve sales goals within the organization. Currently, they need to adopt a more customer-centric approach, and the paper suggests how to do this. Practical implications The paper aims to provide key points for understanding and managing the sales force within the organization. Findings are relevant for those who must manage these workers or those who simply want to know more about the characteristics of the sales force. Originality/value The paper highlights the importance of salespeople in organizations and describes how they should be managed. In addition, in some ways, the paper helps improve readers’ perception of the sales position.

The role of self-regulatory mode on acquisition–retention ambidexterity

PurposeThe purpose of this study is to develop a theoretical model that posits locomotion-assessment ambidextrous orientation as predictor of salesperson acquisition–retention ambidexterity, which as a consequence increases sales. The authors drawing on regulatory focus theory and self-regulatory for this propose.Design/methodology/approachSalespeople involved in the study represent different firms selling a wide variety of food and household products to a wholesaler, which resells them to supermarket chains. The authors collected data from 231 industrial salespeople.FindingsFirst, salesperson assessment focus amplified locomotion’s effect on acquisition–retention ambidexterity. Second, salespeople increased their performance by implementing an acquisition–retention ambidextrous orientation that balances prospecting for new customers and growing existing customers. Third, findings revealed a mediating effect of ambidextrous orientation on the relationship between regulatory mode and sales performance. Finally, outcomes supported the conditional moderated-mediated effect of regulatory mode in explaining performance through ambidextrous orientation.Practical implicationsResults suggest that salespeople need to equalize their dual orientations in a complementary way to elaborate their selling strategies according to each customer. For example, in an unbalanced orientation, putting high levels of assessment into a sales encounter can reduce the effective and efficient use of time in interacting with customers.Originality/valueThe authors further illustrate the importance of using both locomotion and assessment in attaining sales goals (Pierro et al. 2013). This synergistic effect is known as the complementary hypothesis (Pierro et al., 2006a, 2006b). Each dimension complements the other and has a moderated-mediated effect on performance through acquisition–retention ambidexterity.

Investigating the Moderating Effects of Perceived Technological Change on Sales Force Acceptance

ABSTRACTPurpose: Prior literature has shown that the acceptance of new technologies can improve the long-term performance of sales forces and firms. However, new technologies are likely to introduce obstacles to acceptance, especially for those technologies that represent a massive change for the user. Sales force members who drastically change their work processes in order to integrate a technology sacrifice both time and effort and may be distracted from their primary goals (e.g. hitting deadlines or sales goals). Thus, we investigate how perceived technological change can negatively moderate individual motives to accept a new technology. Furthermore, we analyze how managerial support can help overcome the acceptance issues caused by perceived technological change.Methodology/approach: Data for this study was collected from 163 sales force members via an online survey. Respondent data was collected using a private market research firm that provides access to online panels. We utilize structural equation modeling for factor analysis and ordinary least squares (OLS) regression for testing the hypotheses.Findings: We find that perceived technological change negatively moderates the influence of individual goal orientation on to acceptance of new technology. We also find that managerial support, as opposed to team goal commitment, will positively moderate an individual’s goal orientation onto acceptance of new technology. This suggests that managerial support is necessary in order to encourage acceptance of technologies that present drastic change for the end user. Post-hoc analysis takes a deeper look into potential curvilinear effects, a three-way interaction, and differences among categories of technologies. This analysis reveals that the negative influence of perceived technological change specifically affects the acceptance of behavioral-based technologies, as opposed to outcome-based technologies, thus necessitating the moderating influence of managerial support.Contribution: This study demonstrates the acceptance issues presented by technologies associated with drastic perceived technological change. This article identifies and suggests how to more appropriately enhance acceptance of technologies that introduce drastic changes by sales force employees, thus enhancing potential long-term organizational performance.

Use of internet as product marketing media using internet marketing method

The purpose of this research is to maximize product sales using internet marketing medium. The method used in this research is descriptive method to analyze the implementation of internet marketing on food packaging products. In addition to descriptive methods, SWOT analysis method is also used to see the readiness of using Internet Marketing on the product to achieve sales goals. The results of this study indicate that the use of internet marketing in the company can easily introduce products to all over Indonesia and even the world, establishing good relationships with customers, saving the cost of information delivery and shorten the delivery time of product information.

SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES

Micro and small companies are lighting up in numbers and economic importance in the Brazilian market. In the sector of services, they already account for 27% of GDP. Given this importance, the purpose of this paper is to analyze how the integration of tools such as Planning Programming and Control of Production tools, together with the Quality Engineering tools such as performance management through indicators, can help to achieve the objectives of the organizations, especially small business, in the sales area. Boosting thus, strategically, these organizations to achieve and exceed their sales goals, become increasingly competitive, and growing in size and quality of service. The results obtained through the case study were satisfactory in 2014, where the signs of a crisis were already indicated in the country, this small business increased its sales by 12% compared to the year 2013.

Towards European Central Bank Eurosystem 4.0

The history of banking refers to the development of banks and banking throughout history, with banking defined by contemporary sources as an organization which provides facilities for acceptance of deposits and provision of loans. Today, far too many banks create silos for each channel – including separate reporting lines and separate sales goals. The practices in the European Union (EU) nations suggest that the key financial ratios currently applied across member states are quite heterogeneous and the variables taken into account to define them are not identical. The European currency EURO could fail because of financial mismanagement by various EU governments. The Eurosystem uses three categories of instruments. The worldwide economic damage of total erosion of the euro zone is approximately 20 trillion euros. Therefore European Union needs Eurosystem 4.0 within the current trend of automation and data exchange in banking technologies. Eurosystem 4.0 inlude cyber-banking-physical systems, the Internet of banking things and cloud banking computing. The ability of companies and people to connect and communicate with each other via the Eurosystem 4.0 of Companies (EoC) or the Eurosystem 4.0 of People (EoP).

From Blues Brother to Industry Leader: Growing Revenues at Parknpool

With humble and unconventional roots, Jim Fonner's outdoor furniture company, ParknPool, began in Florida selling patio furniture door to door to hotels. Fonner and his then-partner dressed as the Blues Brothers in order to attract attention and gain sales.Over the decade, the business has grown and is now an industry leader in outdoor furniture supplies. Almost all of the firm's selling is done over the internet. Revenues have grown year over year. Fonner bought out their original partner and have moved the firm to Virginia, reasoning that it can be based anywhere since its transactions are all done over the internet or the phone.Now, for two years running, revenues have been off. The sales staff seems lackluster. Something must be done—but Fonner is unsure what. Excerpt UVA-ENT-0176 Rev. May 14, 2019 From Blues Brother to Industry Leader: Growing Revenues at ParknPool Introduction “Business growth does not always follow a straight line.” Every time Jim Fonner thought about this—how his own business had zigged and zagged—he was prone to laugh. Once employed at Weyerhaeuser, the international paper- and wood-products company, Fonner had left the management ranks to transform himself into something very different: one-half of the Jake Brothers, the “Beach Blues Brothers,” a duo of singing, dancing, Hawaiian-shirt-clad salesmen selling pool furniture door to door to Florida hotels. Ten years later, in 2007, he was running a company in Lexington, Virginia, supplying commercial outdoor furniture nationally. It had not exactly been a linear progression to the Shenandoah Valley. With his wife, Brenda, he had built the small business they would later rename ParknPool, setting ambitious annual sales goals. They had missed their first-year target, falling short by about 50%. Luckily, that had been an exception. It hadn't been until the fourth year that revenues took the first big jump to exceed $ 1million in annual sales. Fonner realized that prior to 2002, they had not been setting good targets or paying close attention to what made up their revenue. When Fonner analyzed his sources of sales from 2002, he found that 60% had been generated through the company website and 40% from door-to-door sales. At this point, the company directed its efforts toward growing the internet business, and over the next three years, sales more than doubled. . . .

Fuzzy logic in production sequencing: the case of a cosmetics manufacturer in Brazil

This study aims to develop a way to improve the production sequencing practice of a case company that manufactures cosmetics located in Brazil. Production sequencing is an activity that is part of production planning and control. Our goal is to provide ways to reduce sales loss due to product stock-outs through new practices found in the literature. Simultaneously, we aimed at increasing the number of different items without sales loss thereby helping the achievement of sales goals while improving the meeting of overall demand for products. The approach proposed here includes the development of a decision support tool based on fuzzy logic. Such approach proved to be a good alternative to overcome some of the problems encountered in the case company production sequencing activity. Furthermore, the developed decision support system enabled the organisation decision-making to be more agile and dynamic. Additionally, by facilitating the incorporation of environmental complexity, our proposed solution helped harmonise decision-making across different areas of the company.

Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling

Ambidextrous product‐selling strategies, in which companies’ salespeople concurrently pursue the sale of existing and new products, are hard to implement. Previous studies have addressed this issue for relatively simple consumer settings with the manager in close proximity to the salespersons and focusing on different levels of control and autonomy to resolve this issue. However, little is known about how field salespeople can be influenced to pursue such dual goals proactively for more complex business‐to‐business products. In this study, the authors distinguish between salespeople's proactive selling behaviour for new and existing products, and study the impact of two alternative mechanisms: a situational mechanism (i.e. perceived manager product‐selling ambidexterity) and a structural mechanism (i.e. salesperson organizational identification). Using a time‐lagged, multisource data set from a large ambidextrous company, the authors demonstrate that both mechanisms contribute to salespeople's proactive selling of new and existing products, but also act as each other's substitutes. The results suggest two most likely strategies for salespeople to obtain overall sales targets: focusing on existing product selling; or acting ambidextrously. The latter approach offers the benefits of better achieving ambidextrous company sales goals and of greater performance stability, and is thus preferred.

Social media marketing and gambling: An interview study of gambling operators in Australia

Social media has become an established tool to engage and maintain customer loyalty. However, its successful use involves a balance between promotion, public relations and corporate social responsibility. Nineteen individuals working in the Australian gambling industry were interviewed. The aim was to explore how gambling operators are using social media to engage with users and promote products, their considerations underpinning these actions, and the extent to which responsible gambling practices are included. All operators were active on social media and used these platforms to attempt to increase customer engagement and strengthen existing relationships. Gambling-related content was usually balanced against non-gambling content, or operators focused exclusively on non-gambling content. Sales goals or raising revenue were not direct aims of social media use. Operators sought to use social media as an indirect way to maintain their customer base and attract new customers via favourable ratings and information transfer. Few operators provided specific responsible gambling messages, despite being mindful of the dangers of targeting vulnerable populations, specifically young people and problem gamblers. This study is unique as it provides an in-depth first-hand account of how gambling operators are using social media.

Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework

In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. Although practitioners suggest that salespeople have a preference for either hunting or farming, academic research has yet to examine when and why salespeople become oriented toward hunting or farming, and whether a simultaneous engagement in both (i.e., being ambidextrous) is efficient or damaging. In Study 1, the authors identify the link between regulatory focus and salesperson hunting and farming orientations. In Study 2, they demonstrate that (1) a promotion (prevention) focus is more strongly related to salesperson hunting (farming) orientation than is a prevention (promotion) focus, and (2) ambidextrous salespeople generate higher profits when they are customer oriented. In Study 3, the authors show that salesperson expectations about hunting success and the extent to which compensation plans are based on customer acquisition activities can change the direction of the relationship between regulatory focus and salesperson hunting and farming orientations. The authors discuss the implications of these findings for research and management of customer acquisition and retention at the salesperson level.

Business Negotiation as a Crucial Component of Sales

Negotiation is a controlled communication process that resolves the conflict of interest of two or more negotiating parties (when each party can block the achievement of the objective of the other side). The key to negotiating effectively is to know how much to offer in which moment and know where and how to draw the line of what we are prepared to accept. Negotiation theory in some segments differs from the negotiation in sales. The purpose of the paper was to point out the specific potentials, problems, dynamics and importance of negotiation as a crucial component of sales. The main hypothesis of the paper is that many companies today leave negotiation function outside of standardization in the business processes. It will be clarified what are the contents of negotiating function, how it affects development and how to acquire negotiating skills best in the sales process. The aim is to draw attention to dimensions that preparation process has when leading the course of negotiations to accomplish desired sales goals. Primary research has been conducted on the sample of fifty (N=50) respondents from different Croatian companies. The findings indicate that Croatian employees are not prepared quite adequately for the process of negotiation and that they are not improving their negotiation skills.