Sales Performance Research Articles

Pengujian Black Box pada Aplikasi Sistem Seleksi Sales Terbaik Menggunakan Teknik Equivalence Partitions

Testing on an application aims to check whether a program is running properly so that the program created will be a program that has good quality. The testing technique consists of Whitebox Testing and Blackbox Testing which are widely used by examiners is appropriate. Study the software that will be examined using Blackbox Testing is a best sales selection system consisting of 1 form that will be filled with sales data, as well as sales performance while in the company. The Best Sales Selection Application will be tested using Blackbox Testing where this test only aims to look the program is the same with the function desired by program without knowing the program code used. Types of testing of the various Blackbox methods one of which is the Equivalence Partitions used by the authors in this study. Equivalence Partitions technique is a test based on entering data on each form in the best sales selection system, each menu input will be tested and grouped according to function whether it is valid or invalid. So it is expected that with this test is the quality of the software produced in accordance with the expected function, and can provide benefits for the company.

The Effect of Apartment Housing Characteristics on the Days On Market(DOM)

Pre-sale performance is a micro indicator of the supply and demand of housing market. Nevertheless, research on pre-sale outcome is insufficient due to data limitations. This study analyzes the characteristics of housing that affect the days on market(hereafter DOM), and also considers the effects of apartments characteristics on the DOM by mediation sale price. This study tries to acquire and analyze pre-sale data that are difficult to obtain due to the characteristics of private construction companies. As a result, the mediation effect of pre-sale price was confirmed as partial mediation effect, and the increase of pre-sale price was shown to increase the DOM in the market as a whole. According to the analysis results, it is found that providing good conditions of view, sunshine and ventilation such as small area, south facing, high floor, and direct airflow and lowering the sale price is effective to improve the sale performance.

Analisa dan Perancangan Sistem Perhitungan Insentif Marketing Trade Menggunakan Sistem Remunerasi

PT. Kobe Boga Utama is a company engaged in food manufacturing with trademarks such as Boncabe, Kobe Flour Seasoning, Oyster Sauce Taste, and so forth. Having many sales branches spread in various cities in Indonesia such as in Jakarta, Bandung, Palembang, Bali, and many other cities. In the trade marketing department, the calculation and recording of incentives are still manual, which often results in data loss, data mismatch, delays in calculating incentives that can affect sales performance and targets. The method used in this study uses a prototype method with a calculation scheme using a remuneration system. Data collection methods using the method of observation, interview methods, and methods of literature. Data analysis uses descriptive analysis. The purpose of this research is expected to help make it easier for companies to get incentive reports accurately and for sales to know clearly how much their incentives are after making lots of sales in real-time and up-to-date. The results of this study are to provide information systems for calculating incentives easily, quickly and accurately making it easier for company management to make decisions and pay incentives more smoothly so as to improve the performance of sales to achieve better sales targets.

Emergence of New Marketing Distribution Strategies: A Call for A Paradigm Shift

The purpose of this research is to empirically formulate new distribution strategies that can service the fast moving consumer goods industry and the service industry as a whole. Inspiration was drawn from the orthodox distribution strategies (intensive, selective, and exclusive) currently used in the service industry. To approve its empirical efficacy the study is set also to determine the impact of these new strategies on sales performance. The study is implemented through a two-stage process of literature review and empirical survey. Evidence was drawn from Ghanaian fast moving consumer goods industry. Sstructured questionnaire was used to gather data from 415 randomly sampled members in the target population. The data obtained were processed using SPSS version 24. Multiple regression analysis was also used to assess its impact on sales performance. The study revealed that inten-electro aggressive strategy with an average mean of 4.02 is the most adopted strategy by the Fast-Moving Consumer Goods Companies followed by selec-electro aggressive distribution strategy(average mean of 3.81) and exclu-electro aggressive distribution strategy(average mean of 3.74) in that order. The study again revealed that there is a positive significant relationship between inten-electro aggressive strategy and sales performance ( = .490, p< 0.05). This newly propounded strategy (inten-electro aggressive strategy) is proven to have a significant impact on sales performance in the fast moving consumer goods industry understudy. Thus, inten-electro aggressive strategy has a moderate positive relationship with sales performance. The statistical implication is that, holding all other variables constant, inten-electro aggressive strategy induces 49.0 % change in sales performance of the fast moving consumer goods firms understudy. Thus, this result proves that a unit change in the effective execution of this strategy will induce 49.1% change in sales performance. In other words when inten-electro aggressive strategy is improved by 1%, sales will be improved by 49.0 percentage change. The significance level of this outcome according to the study results was 0.00 which is less than 0.05 indicating that the variance between the two variables in question was significant. The result again proves that exclu -electro aggressive distribution strategy, impact positively on sales performance. It poses as a reasonable positive inclination to sales performance; thus ( = .595, p<0.05), Thus, holding all other variables (InEADS & SeEADS) constant, Exclu -electro aggressive distribution strategy causes 59.5 % change in sales performance. This result proves that a unit change in the efficacy of exclu -electro aggressive distribution strategy in will induce 59.5% change in the company’s sales. The significance level of this outcome in reference to the study results was 0.000 which is less than the standard value of 0.05 indicating that the variance between the two variables in question was significant. Selec-electro aggressive distribution strategy has a positive significant impact on sales performance thus ( =.532, p< 0.01). It can be said therefore that any improvement made in selec-electro aggressive distribution strategy, will cause sales performance of FMCG companies to increase by 53.2 %.

Anytime distribution – a case of gender differential in sales performance

Learning outcomes To understand how the external culture of an organization affects the internal decisions; to explore how employment stereotypes are used in recruitment; to grasp the general understanding of how line managers give more value to the bottom line than “non-discrimination statement”; to understand the challenges while managing a diverse workforce; and to critically analyze hiring decision and recommend practical solution. Case overview/synopsis Asma Malik was hired as a management trainee around five years ago. After successful completion of her one year as a management trainee, she was placed in the finance department. She outperformed all of her targets and received multiple rewards of a star performer. However, Malik was passionate and eager to work in the field and to work with the sales team. It was her dream to be an outstanding salesgirl. Based on the company’s policy of equal opportunity employer, she quickly got herself promoted to the position of wholesale manager and she was the first one to be provided such a challenging position. However, the market dynamics and market acceptability in a country like Pakistan were quite thought-provoking for a girl to be a wholesale manager. And it was observed that sales were constantly declining, as she had assigned this role. Now Country Manager (CM) had to make a decision, whether to transfer her to any other position or to retain her in the same position. Complexity academic level Bachelor of Business Administration and MBA. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject code CSS 1: Accounting and Finance.

The Effect of Subjective and Objective Tasting Sheet Descriptors on Tasting Room Sales in New York State

A larger share of U.S. wineries is increasingly relying on direct-to-consumer sales mediated by tasting room experiences to make wine a more accessible and less intimidating product for consumers. Previous literature has shown that more favorably descriptive and evocative notes on menus and labels are associated with higher sales and product appeal in restaurant or retail settings. This study estimates the impacts of different types of tasting sheet descriptors on wine sales in winery tasting rooms, where the consumer decision-making process differs from the restaurant and retail settings. We find that using tasting sheets with only objective descriptors is associated with higher wine sales, in comparison with sheets that (a) use subjective descriptors only or (b) combine subjective and objective descriptors. This study supplements the current literature on the effects of product descriptions on sales performance. The findings suggest that wine tasting rooms should employ only objective tasting descriptors in their tasting sheets.

“It is better to be loved than feared: Machiavellianism and the dark side of internal networking”

There is a wealth of evidence—from both practice and academic research—demonstrating the efficacy of internal networking for sales performance. However, scant research has examined whether particular individual difference variables may attenuate this relationship. In response, the current research explores an important boundary condition of internal networking; specifically, we examine trait Machiavellianism and its attenuating effect on the positive relationship between internal networking and sales performance. Using survey response data from 147 B2B salespeople employed at a large, warehousing equipment manufacturer, we find that internal networking has a positive effect on objective sales performance, but that this relationship is attenuated when salespeople are high in Machiavellianism, which is marked by flattery, deceit, and manipulative interpersonal behaviors. Additionally, we find that a salesperson’s political skill—specifically their social astuteness and interpersonal influence ability—fuel their desire to engage in internal networking. We conclude our study by providing implications for both theory and practice, and offering suggested avenues for future research.

THE ROLE OF ATTITUDES TOWARDS SALES IN PREDICTING SALES PERFORMANCE

Previous research has identified numerous employee’s individual differences that play a role in predicting success in sales work tasks. However, it seems that the role of attitudes towards sales and its relatedness to sales performance has not yet been in-vestigated, which was the aim of this study. This research was conducted on a sample of contact center agents who sell on a daily basis. We collected data on their demo-graphics, personality traits and attitudes towards sales. The information on agents’ objective monthly offer rate and sales performance across six months was provided by the employer. A series of hierarchical linear models showed that men sell more compa-red to women; that success in sales decreases over years of employment; that attitudes predict sales performance and that they are a better predictor then personality traits; and that offer rate does not mediate the relation of attitudes and closed sales. Further-more, the relation between attitudes and sales was not moderated by employee’s gen-der, level of education nor employment duration. These findings are interpreted in light of the theory of planned behavior.

The Effect of Salesperson's Adaptive Selling Tactics on Shopping Value, Commitment, and Product Satisfaction - Focused on Small and Medium Enterprises’ product -

The purpose of this study is to investigate the effect of salesperson's adaptive selling tactics on consumers who purchase Small and Medium Enterprises’ product with the help of salespeople in the store. Specifically, we examine whether salesperson's adaptive selling tactics affect consumers hedonic shopping value and utilitarian shopping value. Furthermore, we try to figure out the effect of shopping value on the salesperson relationship commitment and consumer product satisfaction. The subjects of this study have surveyed the consumers with experience in purchasing SME‘s products through salespeople in the Gyeongnam area. As data process, SPSS 21.0 was used as the analysis tool and AMOS 21.0 was used to analyze the structural equation model. The implications of these findings are as follows. First, the salesperson's role has a positive effect on the consumer's product satisfaction. Second, it can be suggested that the salesperson's adaptive selling tactics are an important variable affecting the consumer's shopping value. Third, the results on the consumers who have hedonic shopping value have a strong positive influence rather than the consumers who have the utilitarian shopping value. The adaptive selling tactics of the salesperson should be encouraged to increase sales performance. In order to generate more performance in a competitive market environment, it is necessary to continuously strive to increase contact between the salesperson and the consumer in order to improve the quality of the relationship.

Effectiveness of Digital Marketing Initiatives in Improving the Performance of Banks with Special Reference to HDFC Bank

Digital marketing is an umbrella term for all online marketing efforts by an organization. Businesses use Google search option, own and others websites, emails and various social media platforms to connect with consumers. This study aims to identify the impact of digital marketing effectiveness on sales performance, take insights from customer responses, identify gaps and give recommendations, which will boost sales productivity. Sales performance or productivity increase through retaining existing customers as well as acquiring new ones. In this study retention, approach is considered as retaining new customers is less costly and less time consuming than acquiring new ones. The major issue that is focused on this study is sales performance of the bank. The mode of increasing the sales is via digital marketing. This problem has effects on current practices and business. Low income results in low profit, which in turn means dividend paid to shareholders is less. This also means retained earnings are low which in turn implies that capital available for investment in new businesses and reinvestment in existing businesses and less. Inefficient use of digital marketing potential could mean lost sales. In this digital era, customers as well as potential customers may switch to competitors if they are unsatisfied with digital marketing of the bank. However, out of the two factors identified, only website and emails effectiveness have significant impact on sales effectiveness.

Efektifitas Executive Coaching Pada Tipe Kepemimpinan Transformasional Dan Transaksional

Executive coaching that considers leadership types has the potential to change behavior that can improve individual and organizational performance. This is what prompted a study to determine the effectiveness of giving executive coaching on the types of transformational and transactional leadership.The design of the study designed in this study is mixed-factorial design 2x2 between-within subject. The first factor is executive coaching which consists of two levels, namely executive coaching and no executive coaching and the second factor is the type of leadership which consists of two levels, namely transformational and transactional on proactive influence tactics rational persuasion, inspirational appeals, consultation, collaboration. The data measured or observed in this study is the sales performance of the experimental participants consisting of sales heads and key account heads in automotive multinational companies.The findings of this study indicate that this type of transformational leadership with executive coaching has proven to be more effective in improving sales head and key account head sales performance. Furthermore, this study also shows that in the type of transformational leadership, the proactive collaboration and consultation influence tactics proved to be more effective while the transactional leadership type will be more effective in proactive rational and inspirational tactics.

Managing crime for urban wellbeing and sustainable housing delivery: Through the lens of residents and housing developers in Malaysia

Social sustainability is a form of development that promotes a harmonious society that is conducive to residential integration and improvement of the population's quality of life. The rapid urbanization of today’s society has increased the costs of living and created much social problems and crime. Crime has turned new residential projects into urban ghettoes, driving property prices down, encouraging urban flight. The desertion of traditional housing estates and the poor sales performance of new residential projects has put a dampener into the national property market. Thus, this study was conducted in two stages at the southern region of Malaysia. First, semi-structured interviews were conducted with 24 residents in crime-prone localities using snowball sampling. Second, discussions were held with 11 housing developers. This paper discusses the impacts of crime on residents, the housing market, and how the issue may be resolved from the perspectives of these two groups of respondents. The interviews revealed the destabilizing nature of crime on the sustainability of urban housing and the gradual failing of traditional open neighbourhoods in favour of safer, gated and guarded neighbourhoods; it also revealed the difficult operational positions faced by property developers in the past in particular the high costs incurred and the large overhang units. This paper contributes by recommending how developers may incorporate crime-prevention measures through innovative spatial management practices such as in eco-housing to increase attractiveness of their projects while minimizing costs. Keywords: crime; housing innovation; social sustainability; spatial management

A Point-of-Sale System for Measuring Sales Performance

A Point-of-Sale System for Measuring Sales Performance

Training, human capital, and gender gaps in entrepreneurial performance

In the aftermath of the global financial crisis, policymakers have been increasingly striving to support female entrepreneurship as a possible growth driver. This paper contributes to reconciling mixed findings in the literature on the effectiveness of entrepreneurial training with an analysis that links training and human capital, including tertiary education and non-cognitive skills, with gender gaps in entrepreneurial performance in Africa. We have found that while financial literacy training directly benefits men, it does not raise the sales levels of women entrepreneurs. Instead, tertiary education has a direct positive link with the performance of women. Consistent with our theoretical model where different skills are complements, tertiary education can act as a channel that makes training effective. Regarding non-cognitive skills, evidence shows that women entrepreneurs who are tenacious achieve stronger sales performance. Our results underscore the importance of including tertiary education and entrepreneurial training programs focused on a balanced set of skills, including non-cognitive skills, among policies for women entrepreneurs.

Is Seeing Eye to Eye Always Beneficial? How and When (Dis)agreement on Service Climate Influences Store Turnover and Sales Performance

This study examines the effect of (dis)agreement between the employees and their store manager regarding service climate on store-level turnover and subsequently sales performance. In addition, we test the moderating effect of perceived employee fit with customers on these relationships. Using polynomial regression and response surface methodology with data from 753 frontline employees and 125 managers nested in 125 stores, we found that collective turnover is lower when the store manager and the employees both perceive (vertical agreement) that customer service is prioritized at moderate levels. However, turnover is higher when managers and employees do not agree on the level of the service climate (vertical disagreement). The results indicate that the beneficial effect of vertical service climate agreement on turnover was higher when perceived employee-customer fit was high. The detrimental effect of vertical service climate disagreement on turnover was reduced when the strength of employees’ service climate was strong (high horizontal agreement). Furthermore, our examination found that the level of turnover in stores was negatively related to sales performance and that the effect of vertical service climate agreement on sales performance was conditional on the degree of perceived employee-customer fit.

Effective Use of Digital Marketing Technologies in Commercial Banks

This article describes how commercial banks use digital marketing technology. The purpose of the research is to study effective methods of digital marketing technologies in commercial banks of Uzbekistan. However, the following problems in the provision of remote banking services by commercial banks in our country affect the quality of commercial banks' services: -non-delivery of banking services to consumers of bank services with effective use of marketing technologies; -Actual segmentation of the client base by static and dynamic attributes; - Increase in sales due to the preparation of personal offers and marketing campaigns in various communication channels; - Increasing control over sales performance due to relevant marketing analytics.

The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context

The last decade has witnessed a rapid growth in the number of individuals who sell products and services to their friends. Despite this fast growth, there is scant research on the phenomenon of selling to friends, in general, and on the tension that may arise when salespeople attempt to simultaneously perform the role of salesperson and friend, specifically. To begin to remedy this knowledge gap, we build on transactional models of stress to posit that salespeople who identify with the selling organization are less likely to experience tension and, by extension, role stress when selling to friends. Moreover, we predict that role stress may have both positive and negative consequences in a friend-selling context. We test these ideas using dyadic survey data (provided by salespeople and their customers) and find that (1) organizational identification reduces friend-selling stress, (2) the organizational identification–friend-selling stress relationship is contingent on friend-selling frequency and network size, (3) friend-selling ambiguity decreases sales performance and customer trust, and (4) friend-selling conflict has divergent consequences, leading to positive customer responses but negative salesperson outcomes. Theoretical and managerial implications of these findings are discussed.

Merchandizing Practices and Sales Performance of Supermarkets in Nakuru County, Kenya

In Kenya, the challenges of sales performance are prevalent amongst the supermarkets. A declining sales performance was noted for Uchumi supermarket in its 2016 financial year leading to its poor financial performance. Nakumatt supermarket has also had poor sales performance in the recent years leading to its struggling financial position. Merchandizing is one of the aspects that can be utilized for the purposes of improving on sales performance. The purpose of the study is to determine the effect of merchandizing practices and sales performance of Supermarkets in Nakuru County, Kenya. The study seeks to examine the diverse aspects of merchandizing on sales performance and try to establish why the supermarkets are making losses and not profits on sales. The study specifically seek to determine the effect of customer attraction, product differentiation, product access and staff attributes on sales performance of Supermarkets in Nakuru town. This study used The Product Marketing Mix Theory, Customer Behaviour Theory and Impulse Buying Behaviour Theory. This study utilized descriptive research design to guide the study on data collection, analysis and presentation of findings. To obtain its data, the study will target the eight main supermarkets in Nakuru Town. The target population for the study was 590 staff comprising of management and supermarket line attendants. Nassiuma formula was used to determine the desired sample size for the study. A sample size of 86 respondents was selected. The study then use stratified sampling to select the supermarket line attendants into the study sample. This study used structured questionnaires to obtain its data from supermarket line attendants. Validity and reliability of research questionnaire was tested by conducting a pilot study. This study used Content validity to ascertain the validity of the research questionnaires. The study used Cronbach’s Alpha test of internal consistency to test the reliability of the study questionnaires. Statistical Package for Social Sciences (SPSS) version 22. This study used both descriptive and inferential statistics. The entire study used tables to present the findings. The study further concluded that there was a positive relationship between product differentiation aspects and sales performance of fast moving consumer goods in Nakuru town supermarkets. The item that had the highest mean score was that supermarket stocks products based on customer specification. It was also concluded that there was a positive relationship between product access and sales performance of fast moving consumer goods in Nakuru town supermarkets. The metric that had the highest mean score was that supermarket has presence of reliable product distribution channels throughout the year. In the context of staff attributes, the study concluded that there was a positive relationship between staff attributes and sales performance fast moving consumer goods in Nakuru town supermarkets. The statement that supermarket sales staff had sufficient knowledge on product specifications had the highest mean score. The study further concluded that merchandizing strategies, namely, customer attraction, product access, product differentiation and staff attributes significantly predicted the level of sales performance of fast moving consumer goods in Nakuru town supermarkets. Staff attributes had the highest influence on sales performance of fast moving consumer goods in Nakuru town supermarkets. The study will enable the top management of supermarkets in making decisions of merchandising. This study will also help academicians in this subject area as well future researcher for the study will add to the limited literature on merchandizing strategies and sales performance.

The Customer Orientation of Salesperson for Performance in Korean Market Case: A Relationship between Customer Orientation and Adaptive Selling

The role of the salesperson has been more highlighted in recent research for company profits and sustainable relationship with customers. This study attempts to classify sales behaviors into a conceptual structure of customer orientation and adaptive selling in order to examine the effect of the customer orientation and adaptive selling on organizational performance and sales performance. The study newly compares the relationship between salespeople’s customer orientation and adaptive selling in terms of the organizational aspect of the organizational delivering market value and the behavioral aspect of individual delivering. Results show that customer orientation affects adaptive selling behaviors of salespeople, and such behaviors affect the salespeople’s organizational identification and their sales performance. However, the effect of their organization identification on sales performance was not supported. This result suggests the need for educational programs which provide the salesperson with opportunities to understand customer-oriented organizational culture. In addition, such programs need to empower salespeople to develop positive corporate identities.

The Effect of Core Self-Evaluation of Female Salesperson on Sales Performance

The Effect of Core Self-Evaluation of Female Salesperson on Sales Performance