Sales Personnel Research Articles

Role of Impulse Buying Behaviour in Purchase Decision of Women

This study delves into the influence of impulse buying behavior on the shopping habits of women, exploring various demographic and emotional factors alongside in-store and online shopping dynamics. The objectives encompass understanding the impact of these factors on impulse buying behavior, identifying in-store influences, and analyzing the role of impulse buying in online shopping. Methodology involved gathering data from 50 respondents through a structured questionnaire. The study's major findings reveal several significant correlations with women's impulse buying behavior. Notably, in-store factors like eye-catching window displays and enticing promotional offers, such as "buy one get one free" and price breaks, positively correlated with impulsive purchases. Moreover, a considerable majority acknowledged the persuasive influence of salespeople in prompting impulsive buying decisions, highlighting the significant role of sales personnel in shaping consumers' purchasing behaviors. In the realm of online shopping, multiple factors emerged as influential in driving impulsive purchases among women. Elements such as product selection, display attractiveness, home delivery options, and special promotional deals demonstrated a substantial impact on impulsive buying behavior in the online sphere. Specifically, the study emphasizes the pivotal role played by product selection, home delivery convenience, and exclusive online deals in influencing impulsive purchasing decisions. In conclusion, this research sheds light on the multifaceted influences of both in-store and online factors on women's impulse buying behavior, highlighting the importance of tailored marketing strategies and the pivotal role of sales personnel in shaping consumers' impulsive purchasing tendencies.

How Does Emotional Intelligence Influence Job Performance? A Case Study Among Sales Personnel in Central Region of Malaysia

How Does Emotional Intelligence Influence Job Performance? A Case Study Among Sales Personnel in Central Region of Malaysia

Apparel behavioural intentions of urban bottom-of-the-pyramid consumers: exploring the role of store atmospherics

Purpose This study aims to explore the impact of store atmospherics on urban bottom-of-the-pyramid consumers’ behavioural intentions to purchase apparel in an emerging African market context. This study also considers purchase antecedents to attitude, perceived behavioural control and social norms as determinants of urban bottom-of-the-pyramid consumers’ apparel behavioural intentions. Design/methodology/approach Using non-probability sampling, specifically purposive and interlocking sampling, data collection was secured from 881 economically active Namibian urban bottom-of-the-pyramid respondents through interviewer-administered questionnaires. Covariance-based structural equation modelling assessed the significant relationships among all constructs in the conceptual model. Findings This study found that for favourable apparel behavioural intentions of urban bottom-of-the-pyramid consumers to occur, apparel retailers should emphasise trust, perceived awareness and self-identity through apparel assortment and groupings, easy-to-read visible signage, together with competent, friendly and respectful sales personnel in their store atmospherics. Practical implications The findings of this study may guide apparel retailers in other emerging African markets to develop regional integration, market-based solutions and inclusive economic growth focusing on “non-essential” products, such as apparel, among urban bottom-of-the-pyramid consumers. Originality/value This study expands the intellectual boundaries of urban bottom-of-the-pyramid consumers’ behavioural intentions towards “non-essential” products. The theoretical framework supports the integration of both the stimulus-organism-response model and the theory of planned behaviour into one single model for empirical investigation. Additionally, adopting a novel theoretical framework helped identify the impact of store atmospherics from a bottom-of-the-pyramid perspective in an emerging African market context, such as Namibia.

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.

ІНСТРУМЕНТИ ТРЕЙД – МАРКЕТИНГУ ЯК СПОСІБ ОДЕРЖАННЯ КОНКУРЕНТНИХ ПЕРЕВАГ

he article examines trade marketing tools as a set of marketing technologies that are used at all stages of the product life cycle to influence sales personnel in the marketing chain, intermediaries, and end consumers. It has been established that trade marketing is a key element in the competitive struggle in the market, where the one who is able to effectively organize, implement and evaluate the effectiveness of his marketing strategies wins. The target audience of the influence of trey-marketing tools is characterized: own staff, resellers, end consumers. The key trade-marketing tools are revealed depending on the influence of the audience. These tools help create incentives for intermediaries to be interested in actively promoting and selling products, as well as maintaining a positive relationship with the manufacturer. Tasks and typical programs for stimulating trade in distribution channels and stimulating end consumers are presented. Trade marketing tools are classified according to the place of their application into external, which are created outside of retail outlets, internal, which are used at points of sale, and online tools, which are implemented via the Internet. It has been proven that merchandising is becoming a key tactic in the field of retail trade in the context of trade marketing, in particular in the aspect of providing comfortable shopping, which is gaining more and more popularity. Retailers are actively working to create a hassle-free shopping experience by implementing innovative approaches.

IMPROVING THE PROCESS OF TRAINING OF SALES PERSONNEL IN UKRAINIAN COMPANIES

The article is devoted to the problem of improving the process of training sales personnel in Ukrainian companies. The stages of implementation of sales training in Ukrainian companies are considered. The process of developing educational programs is considered in detail. All types of group and individual training programs were analyzed. The advantages of training sales personnel for Ukrainian companies have been determined. The workforce plays a special role in the activity of any enterprise. At the same time, it should be noted that in companies that aim to enter foreign markets, human resources become extremely important. Personnel selection, motivation, training, adaptation and other elements of management become even more important. Sales training is an organized program to improve the skills, abilities, attitudes and performance of sales personnel to achieve sales objectives through best practices. It is organized to support the sales performance of the sales force to make them adapt strategically to changes in sales practices to also support the profits of the enterprise. It is a process developed with sales personnel to bridge the gap that exists between what salespeople have and what the sales force requires in order to achieve the desired sales results in the sales environment. This gap can be closed because sales training allows salespeople to learn job-related concepts and develop skills and attitudes that will undoubtedly increase their productivity. In fact, it helps salespeople adapt their behavior to win the sales race in the face of new challenges. The goal of a sales training program is to improve sales performance and achieve the best possible sales success. It helps the sales company/executive who wants to improve their sales skills. These are the most common goals, but they vary widely depending on the types of skills that salespeople lack, the types of training programs, and the environment.

Research on the Current Status of Real Estate Development in the Era of Epidemic Situation

This paper mainly studies the impact of the epidemic on the real estate industry through consumer investment concepts, the reduction of rigid demand for real estate, insufficient housing production and supply, and other internal and external factors in the market to study the relationship between the economy and the development of the real estate industry in the post-epidemic era and propose solutions to some problems in the current traditional real estate industry and future development trends and directions. This paper adopts the literature review method and the survey method to demonstrate and elaborate on the above issues; conduct further research and discussion on the basis of existing views; make suggestions for the future development of real estate; and summarize and demonstrate the existing views. First of all, real estate enterprises need to combine the current trend of Internet development, integrate big data analysis and artificial intelligence and other high and new technologies into the future development to offset the impact of uncertainties such as the epidemic on the real estate industry. Additionally, practitioners in the traditional real estate industry usually show characteristics such as low education and low professionalism, so it is imperative for real estate companies to build a flat management structure in the post-epidemic era and realize the rejuvenation and specialization of sales personnel.

The impact of in-store sales personnel’s altruistic behaviors on store image: a cross-category study in Japan

ABSTRACT Online sellers continue to grow at the expense of traditional brick and mortar retailers. For traditional retailers to remain competitive in this modern consumer age, it is essential to identify the dynamics of effective customer interaction, to foster positive perceptions of the store. Specifically, in this cross-category study of almost one thousand retail consumers in Japan, the findings show that the behavior of sales personnel affects perceptions of altruism, trust, and expertise. Both directly and indirectly, these customer perceptions significantly impact store image. The existence of a traditional business philosophy of Omotenashi, makes Japan a good place to observe and study altruism in retail customer-sales personnel relationships.

Sales Personnel Scheduling in Financial Services Marketing: A Review of Applications, Methods and Model

Sales Personnel Scheduling in Financial Services Marketing: A Review of Applications, Methods and Model

Rancangan Bangun Aplikasi Sales Data Collection System Berbasis Website


 Megmilk Snow Brand Indonesia is a company that produces milk-based foods (cheese processing) with the well-known brand MEG Cheese. PT Anugerah Raja Terkini is one of the outsourcing companies that collaborates with PT. Megmilk Snow Brand Indonesia. PT Anugerah Raja Terkini itself is responsible for sales activities at the Sales Promotion Girl level. Currently, PT. Anugerah Raja Terkini monitors its SPG only using WhatsApp media. PT. Anugerah Raja Terkini cannot confirm whether the sales are genuine or fictitious, and the admin takes a relatively long time to create a sales report. To be able to overcome this problem, an information system is needed that can support sales data collection activities at PT. Recent King's Awards. The aim of this data collection system is that sales personnel can work better and the sales reporting process can run more quickly and accurately.
 
 
 Keywords: application, sales data, data collection, system

Exploration on the optimization of occupational injury and employment protection of takeout workers in the context of public health.

With the acceleration of the pace of urban life and the development of information technology, the takeout industry has emerged as the times require, which obtains intermediate costs by distributing goods to consumers. People pay more and more attention to public health, which requires takeout workers to drive as fast as possible to ensure the quality and safety of goods, but it also makes takeout workers suffer from various occupational injuries, such as car accidents, stomach diseases caused by eating disorders and long-term psychological pressure. This paper optimized the employment protection of takeout workers in combination with their professional characteristics. This paper used the analytic hierarchy process (AHP) to analyze the indicators that can evaluate the optimization effect of employment protection for takeout workers, and compared the occupation of takeout workers before and after employment protection. The experimental results showed that in Meituan takeout, the rationality of the average delivery management system before and after the optimization of employment protection was 47.2 and 64.4%, respectively; in ELEME takeout, the rationality of the average takeout distribution management system before and after the optimization of employment protection was 55.0% and 69.8%, respectively. Therefore, in the context of public health, the implementation of social security, employment relationship and optimization of service evaluation mechanism for outbound sales personnel can effectively improve the rationality of the delivery management system.

KPI Design Method for Performance Appraisal of Media Advertising Company Based on Entropy Value Method

In order to optimize the performance appraisal system of the sales department of media advertising company, this paper takes company H as the research object, designs the KPI appraisal method for advertising sales personnel based on the current operation situation of the company, introduces the entropy value method to calculate the weight of each KPI index to ensure the objectivity and accuracy of the index, and provides reference for the scientific setting of the performance index of the sales department of media advertising company.

ФОРМУВАННЯ МІЖНАРОДНОЇ МАРКЕТИНГОВОЇ СТРАТЕГІЇ ПІДПРИЄМСТВА З УРАХУВАННЯМ ГЛОБАЛІЗАЦІЇ ДІЯЛЬНОСТІ ПІДПРИЄМСТВ

The article researches the process of forming an international marketing strategy of an enterprise, taking into account the globalization of enterprise activities. The theoretical aspects of globalization are considered, namely: the essence of globalization and the international global market, market conditions for the functioning of business structures. It is noted that the global market as a component of the global economy balances global supply and demand in the market, and the company's success in the global market is achieved only through the development and adherence to a long-term development plan, which is its international strategy. It is proved that the formation of an international marketing strategy should be performed according to a certain algorithm, based on market research, which consists of gathering information about the potential of the market to which it is planned to enter, studying its features, and the features of international business in general. It is noted that the necessary stage of formation is the segmentation of the market of goods and services in order to find groups of consumers or buyers with the same characteristics for one type of goods, which in the future provides the opportunity to form a trade policy precisely for the globalization of the enterprise. The article substantiates the levels according to which an international strategy should be formed – corporate, functional and instrumental. Also, the article considers the ways of entering the market, which depend on the scale of the enterprise's activities, the purpose in general, and the product to be sold on the international market. The importance of determining before the enterprise enters the international market marketing communications that must be implemented and used at the enterprise and the presence of a distribution system at the enterprise, which includes the choice of distribution channels, sales conditions, training of sales personnel, tasks of sales personnel, is indicated. It is emphasized that when entering international markets, enterprises should use international marketing tools, the content of which is important in modern realities, and its principles are vital.

Sales Forecasting System for Van-Sales Channel for FMCG Industry

In the Fast Moving Consumer Goods (FMCG) sector, the availability of sufficient product inventory on the delivery vehicle is directly related to the accuracy of the sales forecasts. Insufficient accuracy of the estimations leads to loss of income and increases secondary costs such as transportation and labor costs. In the current situation, sales forecasts are based on the sales personnel's delivery route, knowledge, experience, and relationships. Since the knowledge and experience of the personnel are not brought into the institutional memory, this information is lost with the personnel change, and the new person needs to develop their own experiences about the route. Currently, the sales forecasting accuracy rate is calculated as 70%. It has been determined that a daily loss of 15% on a product basis and a total of 5% daily occurs. In the study carried out within the scope of this research, advanced analytical and machine learning methods that can capture the dynamics of the FMCG industry and analyze the extensive data formed effectively are studied to increase the accuracy and consistency of sales forecasts. Within the scope of the research, machine learning models to be used for sales forecasts were developed using artificial neural networks methods. We evaluated the models' performance according to the recall, precision, and accuracy metrics based on the route, point of sale, and product. It was determined that the artificial neural networks performs well for sales forecasting. Using the artificial neural networks in the experimental study, we achieved an average of 5% revenue increase for the three route groups selected as pilots. The sales forecast accuracy rate increased from 78% to 82%.

Store Environmental Cues and Repurchase Intention in Retail Supermarkets in Sri Lanka: Mediating Role of Store Image

The objective of the study was to investigate the impact of store environment on the repurchase intention and examine the mediating role of store image created through the store environment of Sri Lankan retail supermarkets. Data were collected from 183 customers of retail supermarkets using a questionnaire. Findings indicate that the store environment of supermarkets leads to store image, which is important for the formation of repurchase intention of customers. The study further revealed that store image partially mediates the relationship between store environment and repurchase intention of customers. Retail marketers need more focus on the easiness of moving within supermarkets, pleasant lighting within supermarkets, mechanizing in stores, attractive display, and location to create a conducive store environment for customers. In forming store image, retail marketers may pay attention to external and internal decorations of stores, knowledge of sales personnel, quality and assortment of products, and fair and competitive prices.

The differential impacts of top management support and transformational supervisory leadership on employees’ digital performance

ABSTRACT How do leaders across different hierarchies motivate employees’ job performance in the new digital age? In order to answer this under-investigated question, we first conceptualise digital performance as employees’ job performance that is attained through using the new generation of digital technologies and then propose a research model that integrates and differentiates the influential mechanisms of the dual leadership factors – top management support and transformational supervisory leadership – regarding employees’ digital-enabled task performance and innovative performance. Specifically, we tested the research model with two different samples, including 230 sales personnel from a large automobile manufacturing company and 206 employees from multiple joint ventures across different industries. We find that top management support exhibits a stronger influence on digital-enabled task performance than on innovative performance through the mediation of data-driven culture, while transformational supervisory leadership nurtures a stronger effect on digital-enabled innovative performance than on task performance through the mediation of digital self-efficacy. Our study consolidates and extends the technology use literature on management support and advances IS leadership theory to the digital context. Our findings also offer practical insights into the effective use of the new generation of digital technologies in organisations.

Churn Customer Management in Retail Industry: A Case Study

Retail industry is amongst the emerging industries globally, and has attracted increasing attention from practitioners and academicians. The retail environment is changing rapidly and characterized by huge competition from both domestic and foreign companies. Most of the companies produce identical goods and try to sell them at competitive prices. In this regard, finding new customers and make them a loyal one is one of the most difficult things for the retail sector. It costs five times more than keeping the old one (Idris et al., 2012). That is why, the concept of customer retention led to the emergence of a new term in the academic literature that is “Churn Management”. The aim of this study is to analyse the low and high efficient stores of Retailer X that are located in different parts of İzmir by conducting data envelopment analysis, and then examine the reasons of the churn customers in these stores both from customers and store managers perspective. Data was collected from Retailer X to conduct data envelopment analysis to find out low and high efficient stores. In the next stage, semi-structured interviews were conducted with both store managers and customers to be able to compare the perceptions of both sides. As a result of these interviews, the reasons of churn customers are classified into 7 groups that are product and stock level, price, promotions, physical atmosphere, interaction of sales personnel, after sales services and competitors.

Recognition of the Consumer's Attitude Towards Organic Products and Its Relationship with the Selection Criteria for Sales Personnel in the Biggest Peruvian Bio-Fair

The main objective of this research was to determine the relationship between the acknowledgement of the consumer's attitude towards organic products and the selection criteria for sales personnel at the largest bio-fair in Lima, Peru. A quantitative approach, with an applied type, a correlational level, a non-experimental, and a cross-sectional design was used in the research technique. In this context, the population consisted of 78 organic product sales managers. The survey technique was applied, and the author's questionnaires were used as an instrument, yielding good findings in terms of validity, reliability, and confirmatory factor analysis. A multiple correlation matrix with Spearman's rho statistic was constructed and interpreted. The results obtained showed a moderate positive relationship between consumer attitude acknowledgement of organic products is and sales personnel selection criteria (p. = 0.000; r = 0.568), giving validity to the general hypothesis. Similarly, bilateral asymptotic significance values of less than 0.001 allowed the acceptance of the specific hypotheses proposed by the researchers.
 
 Received: 9 June 2022 / Accepted: 5 October 2022 / Published: 5 November 2022

A Spherical Fuzzy Framework for Sales Personnel Selection

In this paper, we aim to provide an extension of the personality style-based psychological comparative assessment of salesmen using three orientations such as task, people, and organizations (“Sales Troika” or ST). Contrasting to the classical ST model, we use spherical fuzzy set (SFS) for ranking of statements and subsequent score calculations. Personality assessment (PA) is an important aspect during the process of recruitment and selection. PA acts as one of the critical success factors for effective selection as personality significantly influences the performance of the employee. The psychological frameworks follow conventional scoring which suffers from subjective bias. The present paper attempts to offset the subjective bias (due to imprecise and uncertain information) by using SFS-based rating and calculations. The study is carried out in two steps. First, a group of five candidates applying for sales job at the junior level have taken part in the comparative assessment process. We use our framework to classify the respondents according to their style. Second, we carry out a SFS-based multi-criteria decision analysis (MCDA) for their relative ranking based on the opinions of the members of a selection panel. To carry out the comparative assessment of the candidates based on experts’ ratings, we use the modified SF LOgarithmic Percentage Change-driven Objective Weighting (LOPCOW) method. We examine the stability and accuracy of the SFS-MCDA model through validity testing and sensitivity analysis. We observe a resemblance between the decision of the panel and the PA results.

Structural Framework of Brand Loyalty Affected By Feature Connotations Through Attitude Towards Shopping in Merchandising

Purpose -In merchandising subjected to a rapid consumption cycle and many warning bombardments that trigger sudden purchasing,ensuring that consumers remain loyal to the store has been important. This study's purpose is to shed light on the structural framework of which brand loyalty is affected by feature connotations through attitude towards shopping in merchandising.Design/methodology/approach-373 responses are interviewed face-to-face for a well-known clothing brand in Istanbul. How brand loyalty is affected by feature connotations through attitude towards shopping is structurally analyzed by the extent of the positivity, strength, and uniqueness of the connotations. The extent of brand loyalty refers to being more willing to pay, defensive about the store in opposing views, and inclined to recommend it to others. Some store features are highlighted including ease of access, acclimatization conditions, shelf layout, price image, and perception towards sales personnel.Findings -Thanks to strong, unique, and positive features associated with the store, consumers become more loyal to the store brand. All features except for shelf layout develop positive attitudes toward shopping, thereby increasing brand loyalty. The highest indirect effect on brand loyalty belongs to the price image, followed by, respectively, acclimatization conditions, perception towards sales personnel, and ease of access. Acclimatization condition has a positive direct effect whereas ease of access has a direct but negative effect on brand loyalty. Discussion –The relatively superior effect of price perception on shopping attitude shows that it is the focus of brand loyalty development activities. This can be supported by acclimatization conditions, perception towards sales personnel, and ease of access. To gain the loyalty of store customers, alternative ways exist if the acclimatization conditions feature is improved. In the case of other store features, shelf layout is not our priority criteria in developing brand loyalty because it is ineffective.