Sales Management Research Articles

Internal Sales Management of Heating Materials and Heating Systems

Software - M3, Microsoft office dynamics 365 and Microsoft excel. The whole work deals with three types of categories HS (Heating System), PHS (Process Heating System) and HM (Heating Material). All these categories consist of many products. The heating system requires 3 to 6 weeks to be manufactured. The process heating material needs 3 months to be manufactured. The heating materials are usually kept ready for the orders. There are two types of sales- the field sales and the inside sales. The field sales take care of the getting orders from the customers. The inside sales takes care of the internal information of the customer, invoicing, and order confirmation. The inside sales also look after the payment process and order placement. Firstly, a PO is sent from the field sales regarding the customer and the order requested. As mentioned, customer master and financial based works are taken over by the inside sales. The customer master is used to check whether the customer is new or old, whether to accept the order and to also check whether payments can be made. All the information is uploaded in a M3 and Dynamics 365 software and an invoice is being created. The invoice is sent to the technical team. When the technical team confirms the order then the information is sent to the design team and the delivery date is finalized. Then the order is confirmed by the inside sales. The production is started after confirmation. There is a separate team for assembly. After confirmation the inside sales proceed with payment methods.

Social and communicative competence of sales managers at the initial stage of professionalization

The variety of modern approaches to the problem of the development of social and communicative competence of managers, the practical need to improve the preparation for the professional activities of young professionals determined the relevance of this study. The article reveals the need to consider the features of the social and communicative competence of sales managers through the prism of the subject-subject approach. The study used a variety of psychodiagnostic techniques to compare the degree of formation of components of social and communicative competence of students and working professionals. As a result of an empirical study, significant differences in individual characteristics of the respondents' social and communicative competence were revealed, depending on the level of professional training.

Juridical Analysis of Wanprestation of One of The Parties in The PPJB Deed Regarding Land Rights

Objective: Juridical analysis of defaults committed by one of the parties in the Deed of Sale and Purchase Agreement (PPJB) regarding Land Rights. Default is a crucial issue in property transactions, affecting the validity and implementation of contracts. The focus of this research is to identify, analyze and evaluate juridical aspects related to default in the context of PPJB land rights. Method: This research method involves analysis of applicable legal norms, related court decisions, and literature reviews. In this analysis, various forms of default will be discussed, their legal implications, and efforts to resolve them. Apart from that, this article also considers the role of the Sales and Purchase Agreement Management (PPJB) and related parties in preventing and dealing with default. Results: It is hoped that the results of this research can provide guidance for property business people, legal practitioners and researchers to understand the dynamics of default in the context of PPJB land rights. The conclusions of this analysis will illustrate the impact of default on contract integrity and highlight legal strategies that can be taken to handle cases of default in property transactions.

Team Member’s Promotion: Injustice or Promotion in Haste?

This case illustrates the importance of organizational justice, interpersonal skills and the importance of having a fair and transparent promotion policy for its employees. It also emphasizes the need to have proper employee retention and promotion plans. The case is about the lack of the team members’ confidence in their new boss Navin who was amongst them till a few months ago. It discusses how Navin, the newly promoted area sales manager from the sales manager position, cannot handle his team effectively. He was promoted as a retention tool so that he does not quit after he tendered his resignation to join the competitor’s organization. His boss Stephen had found him good in his present job and decided to retain him, knowing little about its repercussions. He also did not judge the suitability and ability of Navin to lead a team. After Navin’s promotion, his colleagues found that he had developed a superiority complex and did not behave properly with them. All this led to a lot of disharmony and resentment amongst the team members leading to dysfunctional consequences.

STRUCTURAL MODEL OF INFLUENCE OF PERSONAL DETERMINANTS ON PROFESSIONAL HEALTH

The article is devoted to the empirical study of the infl uence of personal determinants on the profes-sional health of sales managers. In the empirical study we used the method of modeling by structural equations. It was found that the infl uence has a hierarchical structure and two main determinants were identifi ed, namely, the factor “Personal maturity”, the indicators of the factor are: socialization, self-control, tolerance, achievement through independence, existential values. Factor “Self-actualization”, indicators of the factor are: intellectual effi ciency, synergy, contact, cognition, self-acceptance. We also revealed the infl uence of exogenous factors of gender and nationality on professional health and the negative infl uence of premorbid rigidity and motivation of failure avoidance.

Drivers of salespeople engagement: A justice perspective

This paper investigates the impact of distributive and procedural justice, and their effects on salespeople engagement. Based on Social Exchange Theory, we propose a theoretical model positing that salespeople's engagement is influenced by salespeople's perceptions of distributive (fairness in reward distribution) and procedural justice (fairness in organizational processes). We also delve into factors that enhance salespeople's perceptions of distributive and procedural justice, which indirectly affects their engagement. Using investment motives of justice, we propose that salespeople's investment in the organization and their comparison of their current jobs to alternatives, given the comparison favoring their current position, are positively associated with distributive justice. Further, the paper theorizes and tests how sales manager opportunism and conflict resolution approach, as two relational motives of justice, can influence procedural justice perception among salespeople. Finally, we examine the indirect effects of drivers of justice on salespeople engagement. Our analysis of 265 business-to-business salespeople corroborates the proposed theoretical model. Overall, the findings provide insights into how sales managers can enhance salespeople's engagement by promoting distributive and procedural justice.

STRATEGY DEVELOPMENT OF SALES ORGANIZATION USING FUZZY AHP: DIGITAL TRANSFORMATION OF FMCG

A clear understanding of internal strength allows the company to innovate and adapt in a highly competitive Fast-moving consumer goods market. Therefore, the company's ability to oversee risk and opportunities determines the company's resilience. By employing homogeneous purposive sampling, which focused on the member population of 11 FMCG companies, the present study processed quantitative data from a questionnaire using a Likert scale and qualitative data through in-depth interviews with stakeholders. The data was collected through one-on-one in-depth interviews with 11 respondents online and offline in 12 major cities from August to November 2022. Later, questionnaires were processed using AHP Fuzzy to explain and take into account the role of decision-makers resembling FMCG leaders by defining interactive factors, actors, objectives, and strategies. Factor-actor analysis found that the sales director was the actor with the most influential role in the leadership factor, the sales manager was influential in the Organizational Citizenship Behavior factor, and the sales director was a prominent actor in sales management control. The main goal of the president director, IT/Digital director, supply chain director, and sales director in digital transformation is increasing effectiveness/efficiency in business processes. Besides, the sales manager and sales supervisor aspire to achieve sales targets or sales growth set by the company. In increasing effectiveness/efficiency and achieving sales targets/sales growth set by the company, prioritized strategy can be done through the development of leadership, capability, and human resource capacity. Besides, customer/business partner-oriented digitalization is vital for increasing customer/business partner satisfaction with the company's services/business processes. Furthermore, the present study found leadership models as critical for digital transformation with the realistic scenario (iterative improvement) in all likelihood. Sales organizations are expected to consistently and continuously conduct experiments to find new ways of working and produce digital initiatives that companies need to answer customer/consumer demands. Those strategies can be done by clearly identifying factors, actors, objectives, and strategies for better business execution in digital transformation.

Listening to unheard voices: exploring salespeople’s perspectives on the value of corporate heritage

PurposeThis study aims to examine salespeople’s perspectives on the value of corporate heritage to relationship selling and the issue of trust in personal selling situations in the context of emerging markets.Design/methodology/approachAn interpretive approach was adopted, and 16 semi-structured interviews were conducted with senior salespeople in heritage institutions operating in Jordan.FindingsThis study reveals that corporate heritage is a valuable organizational resource for relationship selling. Reflecting the values of “trust” and “affinity,” corporate heritage confers trust to salespeople and their products in personal selling situations. Sales managers are advised to use corporate heritage to strengthen sales activities and empower salespeople.Originality/valueWhile previous research has explained the significance of corporate heritage to relationship marketing, the significance of corporate heritage to relationship selling and the issue of trust in personal selling situations remain unexplored. Jordan represents a context that has been largely neglected despite being typical of the corporate heritage phenomenon.

CAR RENTAL INFORMATION SYSTEM DESIGN AT CV. NUSA RENTCAR BEKASI BASED WEBSITE USING THE WATERFALL METHOD

Processing data manually is felt to be very problematic, including when recording cars that are usually rented out, customer records, recording car loan and return transactions, up to reporting car loan and return transactions. Besides that, the marketing and publication activities carried out by the car rental business CV. Nusa Rentcar Bekasi to the wider community still uses pamphlets and advertisements in print media, the impact of the marketing area obtained is very limited so that CV. Nusa Rentcar Bekasi is less known by the wider community. Based on the explanation above, in order to be able to increase and expand market share, make it easy for the general public to obtain information about the services provided by CV. Nusa Rentcar Bekasi and provide convenience to the service sales department in carrying out data processing, data search to report generation, a media or website-based information system is needed that can overcome the problems faced by CV car rental. Nusa Rentcar Bekasi. In this study the system development model used is the Waterfall model. The results of this study can provide several advantages, namely information processing and data management of sales of car rental services at CV. Nusa Rentcar Bekasi is more efficient and effective.

Expansion of the market for AsSalwa honey MSMEs through product packaging automation and digital marketing

This community service initiative leverages modern technology to enhance the efficiency and quality of AsSalwa honey production, as well as to improve the management of honey product sales. The method involves disseminating the use of filling machines and financial management systems. This program offers multiple benefits, including increased productivity in honey filling, maintaining a more consistent product quality, and providing access to accurate and detailed sales data through a Point of Sale (POS) system. The results obtained from this program demonstrate that honey owners can automatically fill honey into various packaging sizes using a filling machine. This machine is capable of filling liquid honey ranging from 100g to 2,500g. Additionally, the process of recording buying and selling transactions becomes more structured and well-documented. Partners can also estimate the profits obtained through one of the system's features. Through the combination of automatic filling and a POS system, this program has successfully improved product quality and enhanced the management capabilities of the honey business.

PERENCANAAN LABA UMKM BUBUR AYAM PASUNDAN

This research focuses on elucidating the intricacies of sales planning with a particular emphasis on achieving the desired profit levels through the utilization of Break Even Point (BEP) and Cost of Goods Sold (HPP) analysis. Employing a descriptive qualitative approach, this study leverages semi-structured interviews as the primary method for data collection, specifically targeting small-scale entrepreneurs as the key informants. The primary objective is to provide a comprehensive understanding of the challenges and opportunities associated with sales planning in the context of achieving optimal profit margins. The findings of this research reveal a monthly loss of -2,831,000, prompting a critical examination of the existing business model. To attain a desired income margin of 50%, it is determined that an increase in sales volume is imperative. Specifically, selling 387 portions per day at a price point of 16,986 per portion is identified as the strategic approach to offsetting losses and achieving the targeted profit margin. This insight underscores the importance of meticulous planning and strategic decision-making in the realm of sales management. Furthermore, the analysis of Break Even Point (BEP) and Cost of Goods Sold (HPP) emerges as a pivotal tool for entrepreneurs in crafting effective profit plans. The simplicity of the calculations employed in this study is highlighted as a practical advantage, enabling entrepreneurs to navigate the complexities of sales planning with relative ease.

“[T]he Perfect Love Which Cherishes Me”: Lewes, Casaubon, and the Making of Middlemarch

Abstract This article traces the compositional history of Middlemarch, George Henry Lewes’s invaluable role on the novel in handling negotiations with the publisher, John Blackwood, and his management of marketing and sales. Even though Lewes’s diary and journal show a paucity of details on Eliot’s work on Middlemarch, still his guiding hand is evident in every phase of the novel. While Lewes did not feel the need to mention Middlemarch unless it was necessary, Eliot’s own letters and diary fill in the silence. The article also explores the writing-double partnership in Victorian literature and the hybridity of possible prototypes to Casaubon. In this seventy-fifth anniversary issue of the George Eliot–George Henry Lewes Studies, it is important to revisit this valuable partnership that led to the writing of Middlemarch, which holds a unique place in Eliot’s fiction because it reflects her renewed commitment to art as moral enterprise.

Research on Vegetable Commodity Pricing and Replenishment based on Planning Models and Genetic Algorithm

This paper focuses on an in-depth study of supermarket vegetable pricing and replenishment problems, utilizing a variety of methods such as statistics, prediction models, planning models and other methods of analysis. First, the data were preprocessed, and frequency distribution histograms were drawn, revealing the distribution pattern and correlation between each category and each single product of vegetables through descriptive statistical analysis. Secondly, for the relationship between sales and pricing, the sales unit price was averaged through the cost-plus pricing formula, and MATLAB was used to nonlinearly fit the relationship between the total sales volume of the categories and the sales price, and the fitting result was further optimized through neural network, and a nonlinear planning model was established, and a genetic algorithm was used to solve the daily replenishment volume of supermarkets and the pricing strategy in order to achieve the maximization of revenue. Finally, the top-rated individual products were screened out by entropy weighting method, and a linear programming model was established to predict the replenishment quantity and pricing strategy for the coming day, which further provided effective decision support for the sales management of the supermarket.

Interactions between animal enterprises and marketing strategies shape organic multispecies farming systems

One of the key ways to improve the sustainability of agricultural systems is through diversification, taking advantage of synergies between farm enterprises. Among diversified systems, multispecies livestock farms with at least two animal enterprises have rarely been studied. We explored 95 organic farms from six countries, accounting for the proportion of animal enterprises, sales management, workforce size, and work organization. The study reveals various types of interactions between animal enterprises. Complementarities were observed between ruminant and monogastric enterprises, particularly fertilizer transfer from monogastric manure to grasslands. Milk production was often associated with on-farm processing and short distribution channels, which enhanced farm viability and reduced its dependency on herd productivity. Eleven out of the 95 farms combined above-average production efficiency, on-farm processing, and the majority of sales in short distribution channels. Their labor productivity converged toward 22 livestock units per annual work unit, regardless of the number of workers. Combining farm structure; livestock production efficiency; social elements, such as the workforce; and sales management led us to distinguish four types of farms: (i) small and very autonomous grassland farms with on-farm processing and short distribution channels; (ii) dairy farms associated with a high-density pig or poultry enterprise, whose feed purchase contributes to high rates of cattle feeding self-sufficiency and stocking rate; (iii) large farms with an extensive, grassland beef enterprise associated with either sheep or monogastrics; and (iv) dairy sheep associated with goat or beef cattle on rangelands, with high added-value products enhancing salaries. This study highlights for the first time the diversity of organic multispecies livestock farms and how consistent patterns of interactions among farm structure, livestock management, sales management, and workforce management shape them. The results are a preliminary basis for designing policy interventions aiming to scale up organic farming and value social assets of diversified and small farms.

Maximizing business potential: The symbiotic relationship between employee training and business success

In the modern business landscape, the symbiotic relationship between employee training and business performance in a form of sales and marketing aspects has become increasingly evident. This research delves into the pivotal role of vocational training within European companies, particularly in the context of their impact on business outcomes of organizations. Through a deep analysis of secondary data from the Continuing Vocational Training Survey (CVTS) carried out by Eurostat, this paper uncovers the link between effective training practices and their subsequent impact on sales performance as well as interconnection with marketing initiatives. The findings reveal that businesses can significantly enhance its strategies by investing in employee training programs that foster skills demanded by the evolving market. The results underscore that companies adopting a holistic approach to employee training and aligning it with sales activities are better poised to thrive in a competitive landscape. This article serves as a valuable resource for business leaders, HR professionals, sales managers, educators, and researchers looking to understand and harness the interplay between employee development and business success to navigate the dynamic business world effectively.

Business Finance Catalysts: Promotion, Sales, and Financial Management Tactics that Improve Company Financial Performance

This study explores the relationship of promotion and sales strategies with firm financial performance in a comprehensive context. Quantitative methods were used to collect and analyze data from 120 companies in Indonesia. Using a purposive sampling technique, 420 respondents completed a questionnaire highlighting promotional strategy, sales, and financial performance. Variables such as promotional expenditure, creativity, and market responsiveness were measured through statistical analysis, including multiple regression. The findings show that factors such as promotion fund allocation, campaign innovation, product price management, distribution, and customer service play an important role in a company's financial success. This study provides an in-depth understanding of the importance of promotion and sales strategies in achieving optimal financial performance.

Understanding sales representatives’ unreliable lead management efforts: contingent impacts of sales managers’ goal and process control behaviors

Sales representatives (reps) frequently exhibit a lack of lead management effort and sales managers need to determine why so that they can address the problem. Scant insights exist into which leadership behaviors might increase sales reps’ lead management efforts, depending on sales reps’ individual feelings of responsibility for lead management activities. To address and empirically investigate this research void, this article reports on a qualitative, preliminary study of 11 sales managers and 10 sales reps, along with a large-scale, cross-sectional quantitative study of 410 sales reps. The mixed-method studies reveal contingent effects of sales managers’ goal and process control behaviors on sales reps’ lead management efforts dependent on sales reps’ feelings of responsibility for lead management. Whereas sales reps’ feelings of responsibility weaken the effect of goal control, they strengthen the effect of process control on lead management efforts. The simultaneous use of goal and process control reveals circumstances in which both control behaviors can have a combined, positive effect on sales reps’ efforts. In addition to extending the literature on leadership behaviors for lead management, this study provides sales managers with clear guidance on how to deal with sales reps’ unreliable lead management efforts.

Going beyond fit (misfit): Enhancing sales performance based on salespeople's self-construal

Though self-construal has attracted researchers' attention in several areas, salesperson self-construal has not been well investigated. In this study, we explore the mediating mechanism and contingent factors that explain how and when salespersons' distinct kinds of self-construal affect their sales performance. Using data from different sources, we find that salespersons' self-construal interacts with various job and organizational features to influence their customer-oriented behaviors and resultant job performance. Furthermore, firms can not only increase (decrease) both interdependent and independent salespersons' customer-oriented behaviors by creating simple forms of person-environment fit (misfit), but also manipulate or change existing P-E fit or misfit with distinct sales controls. We emphasize the importance of these differential effects by empirically verifying that self-construal's impact on customer orientation consequently links to objective sales performance. Together, our findings have theoretical and practical implications for sales management in relation to salesperson self-construal.

Exploring The Factors That Influence Life Insurance Sales Personnel Performance in Nigeria

To financial analysts, life insurance confers the benefits of investment as well as serve as an instrument of risk management on policyholders. This paper sought to ascertain the roles of organizational factors on life insurance sales personnel performance in Nigeria’s marketplace. This study specifically examines the influence of selection and recruitment, compensation, training, and sales territory on life insurance sales personnel performance. The descriptive survey research design was adopted in the study. The population of study are the entire life insurance sales personnel in the twenty (20) quoted firms in Nigeria. However, the accessible population are the sales personnel in the three (3) top most listed firms with headquarter in Lagos state. Two hundred and fifty (250) copies of a structured questionnaire was administered to sales managers, unit managers and sales executives of AIICO, Leadway Assurance and FBN life. The study found that all the independent variables exhibit significant relationship with sales personnel performance. Specifically, employee compensation exert the strongest influence on sales person’s performance. Closely following is sales territory while selection and recruitment exert the least influence on sales force performance. This study conclude that the independent variables exhibit positive and significant influence on life insurance sales personnel performance. The paper recommend among others that operational managers desirous of outstanding marketplace performance should hire only high caliber employees, thoroughly train, adequately and competitively compensate and equip the sales force with sufficient information that would enable them thrive in their assigned sales territories.

Mountain Lodges of Peru and Huacahuasi Community – A Joint Venture in the Sacred Valley

Summary Incorporating local communities into tourism is key to the sector’s sustainable development. In some Andean communities of Peru, initiatives have been implemented to promote local development, protect the environment, and diversify the tourist offer, directly involving traditional communities in regions close to the trails that lead to Machu Picchu. One example is the partnership between the Huacahuasi community, located in the Lares region, and Mountain Lodges of Peru (MLP), a family-owned Peruvian company created in 2005. The joint venture between the Huacahuasi community and MLP gave rise to the Huacahuasi Lodge. The activities related to the lodge play a significant role in the social and economic development of regional residents. This case study aims to shed light on the MLP integration and profit-sharing model with the Huacahuasi community, addressing the inception of the luxury lodges to the participation of the community, challenges, partnerships, initiatives, and prospects for the enterprise, the community, and tourism in Peru. The content of this case study is the result of material obtained from interviews with MLP’s Sales and Marketing Manager in North America, Nadia Le Bon, who was happy to be named in this case study, research on the Adventure Travel Trade Association and Mountain Lodges of Peru websites, and other sources mentioned in the references. Information © The Author 2023