Sales Performance Research Articles

Emotional Intelligence and Leadership Styles as Predictors of Sales Performance: A Critical Analysis within ICICI Group Companies, Nagpur

Emotional Intelligence and Leadership Styles as Predictors of Sales Performance: A Critical Analysis within ICICI Group Companies, Nagpur

How Disinformation Affects Sales: Examining the Advertising Campaign of a Socially Responsible Brand

This study explores the effect of disinformation on sales performance in the context of socially responsible brands. Using a case study methodological approach, we examine the advertising campaign of an socially responsible beauty brand, introducing its newest sustainable packaging and its effect on sales through the theoretical lenses of the Expectancy Disconfirmation theory. Our data are collected online and analysed following a thematic analysis technique. Our emerged findings reveal that consumers negotiate dissimilarly in their expectations with regards to the message claims and their truthfulness leading to three proposed directions that ultimately affect product sales differently. These are then discussed with regards to their theoretical and practical implications to social responsible branding and sales.

SALES FORCE PERFORMANCE EFFECTIVENESS TRAINING IN SMES

Achieving good sales performance will result from the performance of the sales force. Sales force performance is an evaluation of the sales force's contribution to achieving organizational goals. The purpose of the activity is to conduct a performance assessment of SMEs. Partners who become the place of activity are culinary creative product businesses in Jambi city. In improving business performance, through provision of knowledge on how to assess business performance that has been run. Based on the analysis of partner problems, there is still weak knowledge of performance appraisal so that it has not been able to achieve competitive advantage. The method offered in this activity is to implement a performance assessment instrument in the form of socialization and assistance to business owners. The outcomes of the exercise indicate that the salesperson performance training has been successful. By evaluating business performance, partners are now aware of areas for improvement to enhance business competitiveness and tackle growing competitive challenges effectively.

Leveraging responsible artificial intelligence to enhance salespeople well-being and performance

ABSTRACT While artificial intelligence (AI) technologies have emerged as powerful tools for improving sales encounters and performance, the negative impacts of AI on frontline service employees are inevitable. However, research on responsible AI and its influence on frontline service employees’ well-being and performance from an ethical perspective is scarce. In this study, we draw on the ethics-of-care perspective to uncover the impact of responsible AI on frontline service employees’ well-being and sales outcomes. We designed two-stage data collection by surveying employees (N = 322) in the AI-related industry and used partial least squares structural equation modeling for data analysis. The results show that organizations’ ethics-of-care behaviors guided by responsible AI principles and values positively influence frontline service employees’ well-being, ultimately driving adaptive and customer-oriented selling activities and enhancing sales performance. This study contributes to the literature on responsible AI and frontline service employees’ well-being.

Different types of online social exchanges: Effects on online sellers’ sales performance

This study examines different types of interactions in online communities for e-commerce sellers. Drawing on social exchange theory and using machine learning techniques to differentiate individuals’ interactions in the online community, we examine the impact of exchanging two major types of resources—tangible assistance and knowledge—on e-commerce sellers’ online sales. The findings demonstrate that online sellers engaging in more interactions that involve receiving tangible assistance or knowledge tend to realize better online sales performance, while interactions involving providing tangible assistance or knowledge also may benefit sellers’ sales performance through increasing the receipt of resources. In addition, sellers more active in receiving knowledge tend to have higher sales in markets in which they face greater competition intensity. Our study contributes to both research and practice with a more nuanced understanding of interactions in online communities—that is, providing and receiving different types of resources—and their associated sales outcomes.

SISTEM INFORMASI PERANGKINGAN KINERJA SALES PADA PT CAHAYA MOTOR SURABAYA MENGGUNAKAN METODE AHP

In today's modern era, giving awards to sales who have high performance is needed so that sales performance is always good and optimal. At PT Cahaya Motor Surabaya, the ranking system has obstacles, namely the assessment is carried out by the slim leader and the system cannot be seen by all users. For this reason, an information system is needed that can facilitate leaders in ranking sales. One of them is a ranking information system that uses the AHP or Analytical Hierarchy Process method and is website-based. By doing this research, it is hoped that a good ranking monitoring information system will be formed so that the Chairperson can give awards to sales who have the highest prospects easily.

A Study on “Impact of social media influencer: marketing on consumer purchase behavior in the context of the Indian audio brand BOAT”

The study aims to examine the effect of social media influencer marketing on consumer purchase behaviour with a case study of an Indian audio brand BOAT. This study intends to figure out HOW factors such as influencer credibility, authenticity, and engagement lead to the decision-making process of consumers. The research utilizes a mixed-method framework using quantitative surveys and qualitative content analysis and reveals specific trends and relationships. The results show that influencers judged to be more authentic and credible have a positive impact on consumer trust and purchase intentions. It helps to attract even more attention and increase the value of your brand and drive higher sales with engaging content. The research adds to the existing waterfall of academic literature on influencer marketing and provides a hands-on guide for brands when refining their marketing strategy on (fast-evolving) social media platforms. KEYWORDS: Social Media Influencer Marketing, Consumer Purchase Behaviour, Influencer Credibility, Influencer Authenticity, Influencer Engagement, Brand Perception, Marketing Strategies, BOAT (Indian Audio Brand), Mixed-Method Approach, Quantitative Surveys, Qualitative Content Analysis, Consumer Trust, Brand Engagement, Sales Performance, Social Media Platforms

EXPRESS: Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes

Performance rankings are a widely used motivational tool in sales organizations, yet their effectiveness in influencing important salesperson outcomes remains largely underexplored. Moreover, the impact of presenting different types of information alongside rankings has not been previously investigated. This research, spanning two studies with more than 27,000 salespeople from over 170 firms representing 83 countries, directly addresses this research gap, examining the effects of three distinct information conditions: anonymized performance rankings, identifiable performance rankings, and identifiable rankings with quotas on salesperson quota attainment and turnover. Additionally, the authors examine the role of variable compensation share and ranking group size, offering nuanced insights into their moderating effects. The findings reveal that anonymous rankings, while beneficial for quota attainment, increase turnover. On the other hand, identifiable rankings coupled with quotas do not significantly improve quota attainment but effectively reduce turnover. The authors find that disclosing performance rankings with salespeople’s identities is the sole condition that simultaneously elevates quota attainment and reduces turnover. By delineating these nuances, this research provides new and important implications to several literature streams and equips sales managers with strategic guidance on tailoring the presentation of performance rankings to enhance critical outcomes within the specific context of their organizations.

Exploring e-Commerce Potential: Improving Sales Performance Through Product Innovation in The Agriculture Sector

This study explores the impact of e-commerce on sales performance, mediated by innovation, among agricultural business entrepreneurs in Polewali Mandar, West Sulawesi Province. Utilizing a quantitative research design, data were collected from 97 agricultural entrepreneurs who have adopted technology in their sales processes. The study employs WarpPLS 8.0 for data analysis to test the hypothesized relationships between e-commerce, innovation, and sales performance. Results indicate that e-commerce significantly enhances sales performance both directly (path coefficient = 0.727, p < 0.001) and through innovation (path coefficient = 0.207, p = 0.001). Additionally, e-commerce positively impacts innovation (path coefficient = 0.901, p < 0.001), and innovation itself significantly boosts sales performance (path coefficient = 0.230, p < 0.001). These findings corroborate prior research, underscoring the importance of effective resource management, strategic goal alignment, and employee competencies in improving sales outcomes. Advanced technologies, such as machine learning, further enhance businesses' ability to predict and optimize sales strategies. For agribusiness entrepreneurs in Polewali Mandar, the study highlights the necessity of embracing digital transformation. Despite initial skepticism, the integration of e-commerce platforms and innovative marketing strategies can expand market reach, improve operational efficiency, and build consumer trust. This research provides practical recommendations for leveraging digital technologies to drive growth and profitability. By focusing on consistent and relevant digital content, agribusinesses can overcome barriers and achieve sustainable competitive advantages. The findings underscore the critical role of digital and technological innovations in fostering business success in the agricultural sector.

Impact of customer calls consistency on sales with correlation between sales and its affecting variables

ACI Pharma, the pharmaceutical wing of Advanced Chemical Industries (ACI) Limited, has faced a sales falling issue despite the remarkable promotional costs. The investigation has been done to find the association between the sales-affecting variables and sales. The required data have been collected from ACI Pharma. The proposed study uses sales and five influential variables, such as promotional cost, product knowledge, target customer coverage, random customer coverage, and call consistency, to investigate the expected association. Variables have considered the average performance of 634 salespeople from July to September 2023. Salesmen in the 80-100 cluster show more productivity and obedience than others. Product knowledge and promotional cost exhibit positive correlations with sales, but customer coverage numbers, either target or random, present a negative correlation with sales. The study only shows the direction of the relation between two variables rather than the mathematical impact of variables on sales. Future studies are required based on regression analysis for statistical inference of sales-affecting variables on sales. ACI Pharma is using the research output and benefiting. Other selling-based organizations suffering from similar problems may be beneficiaries of this study. The most significant value of the study is finding the role of call consistency in the sales performance of the sales reps.

REAL ESTATE LEAD TRACKER & PLOT BOOKING SOFTWARE

Abstract – The Real Estate Lead Tracker & Plot Booking Software represents a transformative tool aimed at revolutionizing real estate operations by integrating innovative technologies to streamline lead management and plot booking processes. This research paper presents a comprehensive overview of the software, outlining its functionalities, features, and impact on the real estate industry. The scope of experiments encompasses the design, development, implementation, and evaluation of the software across various real estate agencies and developers. Significant data include user feedback, performance metrics, and market analysis, which provide insights into the software’s effectiveness in enhancing sales efficiency, customer engagement, and operational productivity. Major findings indicate that the software has led to significant improvements in lead conversion rates, customer satisfaction levels, and overall sales performance. The conclusions drawn from the research underscore the transformative potential of the Real Estate Lead Tracker & Plot Booking Software in driving innovation and efficiency in the real estate industry, paving the way for enhanced customer experiences and increased business success. Keywords:– Real Estate, Lead Management , Plot Booking, Image classification, CRM

Effect of TikTok marketing on the sales performance of cosmetic business in San Jose, Occidental Mindoro

Effect of TikTok marketing on the sales performance of cosmetic business in San Jose, Occidental Mindoro

From Data to Decisions: Optimizing Supply Chain Management with Machine Learning-Infused Dashboards

This paper examines how business users can leverage machine learning and data analytics through dashboards to optimize their decision making in demand-side supply chain management. We present a case study of an Austrian B2B hygiene product retailer that needed to provide its top management, sales representatives, and marketing managers with more relevant information to improve business intelligence and to enhance customer acquisition and retention. To generate this information, we utilized various data analysis and machine learning methods, including RFM analysis, market basket analysis, TURF analysis, and demand forecasting, using real-life transaction data. To provide business users with easy access to this information, we developed dashboards that integrate these methods providing an interactive and visual tool for data exploration and understanding. We conclude that dashboards can enable, business users to make better informed and effective decisions on the demand side of supply chains leading to improved sales performance and increased customer satisfaction.

Digital Marketing Drives MSME Sales Growth in Indonesia

This study investigates the impact of marketplace effectiveness, social media use, and promotional activities on the sales of Micro, Small, and Medium Enterprises (MSMEs) in Sidoarjo District. Using primary data from 67 MSME actors selected through simple random sampling, we applied descriptive statistical analysis, validity and reliability tests, classical assumption tests, multiple linear regression analysis, and t-tests with SPSS version 26. The findings reveal that effective marketplace utilization, strategic social media use, and targeted promotions significantly enhance MSME sales. These insights suggest that MSMEs should leverage digital tools and strategic marketing to improve their sales performance. Highlights: 1. Marketplaces and social media boost MSME sales.2. Proper promotions increase sales performance.3. Digital tools are essential for MSME growth. Keywords: MSMEs, marketplace effectiveness, social media, promotion, sales growth

Synergistic Effects of Content Marketing and Influencers Marketing on the Formation of Brand Awareness and Purchase Interest of TikTok Shop Users (Cirebon City Case Study)

This research aims to investigate the synergistic influence between Content Marketing and Influencer Marketing on the formation of Brand Awareness and Purchase Interest of TikTok Shop users in Cirebon City. The aim is to analyze the impact of these two marketing strategies on brand awareness and purchase intention and to test their influence significantly. The research method uses a quantitative approach using research instruments and statistical analysis, especially with SPSS version 24. Samples were taken through non-probability sampling with purposive sampling criteria for respondents aged 17-30 years who are users of the TikTok application in the Cirebon area. Research variables include Content Marketing (X1), Influencer Marketing (X2), Brand Awareness (Y1), and Purchase Intention (Y2). The analysis results show that Content Marketing and Influencer Marketing have a significant influence on Brand Awareness and Purchase Interest, with a high R Square value indicating the influence of these variables on the outcome. In conclusion, this research found that Content Marketing and Influencer Marketing play an important role in forming brand awareness and interest in purchasing products on the TikTok Shop. Recommendations include strengthening content-based marketing strategies and collaboration with influencers, as well as paying attention to the relationship between Brand Awareness and Purchase Interest to improve sales performance through the TikTok Shop platform. This research can be the basis for further research regarding the influence of Content Marketing and Influencer Marketing in the context of digital marketing.

Political Skill of B to B Sales Team as a Dynamic Capability: A Strategic Resource Perspective

ABSTRACT Purpose To identify the key internal and external collective conditions and determinants for sales managers in the B to B context, which would allow the articulation of Team Political Skill as a firm’s dynamic capability at organizational and strategical level. Methodology/approach This study employs qualitative methods based on grounded theory, with an exploratory discovery, which jointly used in-depth interviews and online focus groups targeting sales management positions (Sales managers, sales supervisors) and CEOs of 24 B to B different firms in Chile and Peru. Findings The study reports that the political skill of B to B sales teams is articulated as a dynamic capacity when it is capable of generating organizational co-creation routines and an identification culture based on innovation, which translates into intrafirm collaborative organizational learning, strengthening its strategic intelligence, customer orientation and providing a distinctive and differentiating seal in the market at organizational level. Research implications This research suggests from the perspective of resource-based theory that B to B salespeople team political skills not only is a tactical resource to achieve sales results but also becomes an active differentiator of high strategic value for B to B firms in their organizational performance. Therefore, the sales team acts as a key predictor of higher social effectiveness and work performance. Additionally, this study highlights the pivotal role of the sales supervision role and competitive environment in the evolution of individual salespersons’ political skills toward group consolidation. Practical implications The current work offers initial strategies regarding for B to B sales managers can establish political skill development plans in their salespeople and to incorporate innovative supervision and supporting mechanisms that bolster the B to B sales team as a strategic resource in an ever-increasing competitive and complex environment, as seen in the recent post pandemic environment. Originality/value/contribution of the paper To identify unexplored dimensions and collaborative processes in B to B salespersons’ individual and collective team political skills and how these potentially consolidate themselves as a distinctive firm’s dynamic capability in their sales performance.

Pengembangan Sistem Oracle Forms untuk Optimisasi Proses Penjualan di PT.XYZ

This research focuses on the development of an efficient sales system for PT. XYZ a retail company in Indonesia. The company faces challenges in its sales processes due to the lack of efficiency in the manual system, which is susceptible to errors. The research aims to optimize the sales process by utilizing Oracle Forms 10g and implementing the Rapid Application Development (RAD) methodology to ensure timely solutions. The developed system demonstrates a significant improvement in efficiency, accuracy, and speed. The use of Oracle Forms and SQL Developer simplifies data entry and management processes, while the implementation of List of Values (LOV) reduces errors and enhances data consistency. Furthermore, the system provides real-time insights into sales performance, enabling better decision-making and strategic planning for the company.

Reconceptualizing Franchisee Performance: A Configurational Approach in a Base‐of‐the‐Pyramid Context

AbstractThis paper proposes and tests a new conceptual framing for franchisee performance that draws on institutional complexity to explore the interaction of corporate, market, and relational logics of performance. Extant research draws on corporate and market logics to explain performance; however, this does not explain individual franchisee performance in complex institutional environments such as Base‐of‐the‐Pyramid (BoP) markets where relational logics may be more important, thereby limiting explanations of how franchisee outlets perform. Drawing on data from a network of 58 franchise outlets in the context of Kenya, we conduct a configurational analysis related to sales outcomes. We leverage fuzzy‐set qualitative comparative analysis (fsQCA) to map out the conditions under which franchisees exhibit higher sales performance. Results show that three distinct configurations can lead to increased sales performance. Our results paint a nuanced picture of combinations of factors that result in franchisee success with relevance to the BoP context and beyond.

The Paris Agreement effect of consumer awareness and sustainable investing: Some international evidence

This paper examines the consumer channel of sustainable investing, specifically during the surge in global environmental awareness triggered by the adoption of the Paris Agreement in 2015. Using the Paris Agreement as an exogenous shock to consumer awareness and a difference-in-difference framework, we investigate its impact on firms with negative environmental impacts. Our results show that “brown” firms, as identified by lower environmental scores, experience a significant post-Agreement decline in both sales performance and profitability relative to their matched counterparts. Our results hold after controlling for firm factors related to sales and profitability, and some fixed effects. Robustness tests further support these findings, demonstrating the influential role of heightened consumer awareness in shaping the declining demand for brown firms' products. This study contributes to the sustainable investment literature by highlighting the importance of the consumer channel and providing international evidence of its impact on firm financial performance.

Taste over waste: How seller type affects consumer purchase intention toward imperfect produce

Although imperfect produce may not differ from regular produce in the dimensions of taste or nutrition, most of consumers unwilling to purchase them, thus, reducing the waste of imperfect produce is crucial for both environmental preservation and food conservation. Through four online experiments in China (covering in total 888 respondents), we provided evidence that consumers are more willing to purchase imperfect produce sold by producers compared to those sold by professional sellers. Pilot study (N = 300) shows that individuals held the lay belief that producers (e.g., farmers) provide natural and healthy produce, while professional sellers (e.g., sales clerks) focus on presale selection. Furthermore, Study 1 (N = 200) found that the sale of imperfect produce by producers elicits a greater purchase intention than that by professional sellers in the context of live streaming shopping. Study 2 (N = 200) then replicated the finding of Study 1 and found that this effect is mediated by the dual mechanism of perceived health and perceived effort in the offline retailing context. Additionally, Study 3 (N = 188) reveals that adding a claim of imperfection causes augments the sales performance of professional sellers in the online shopping context. This finding suggests that adding a claim of imperfection causes can enhance the efficacy of professional sellers in marketing imperfect produce.