Sales Process Research Articles

Comparison Of Exponesial Smoothing With Linear Regression Predicting Amount Of Goods Sales

A trading business is a business that operates in the sales sector with the aim of obtaining maximum profits through sales activities. To be able to sell efficiently, a prediction system is needed, so that there is no excess or shortage of inventory and the sales process can run smoothly. Human limitations in solving prediction problems without using tools that apply prediction methods are one of the obstacles in finding the right prediction value. Therefore, we need a prediction system that can help find accurate and fast values. So the problem formulation is how to design and build a sales prediction system using exponential smoothing and linear regression methods, then compare the two and find out which method is the best, both of which use periodic data prediction models. The data collection method used is secondary data from previous research and journals, as well as combining library study methods, namely information obtained from books, references and scientific works related to predictions. The tool used to build applications is MS-Visual Studio 2010 and WEB based system

An Analytical Solution for Sales of Seafood in District Karang Agung Ilir

The advent of internet technology has profoundly transformed information dissemination and commerce by providing continuous, global access. For Small and Medium Enterprises (UMKM) such as the Seafood District of Karang Agung Ilir—specializing in seafood products like shrimp, crabs, and squid—reliance on traditional market-based sales methods limits customer reach and hampers growth potential. This paper investigates the development of an innovative online-based sales information system aimed at modernizing and significantly improving the operational efficiency of the Seafood District. To evaluate the effectiveness of the proposed system, a System Usability Scale (SUS) test was conducted with 50 participants. The results yielded an average SUS score of 72, indicating that the system offers good usability but also highlights areas requiring further enhancement. The online platform is designed to provide 24/7 accessibility, optimize the sales process, and broaden the customer base beyond the local market. The anticipated advantages of this digital transition include reduced operational costs, enhanced customer service, and increased sales volume. By adopting online technology, the Seafood District of Karang Agung Ilir stands to strengthen its market presence and boost its competitiveness on a global scale

Web-Based Inventory Management System Using First In First Out Algorithm

<p>PT. Agung Selaras Group is a property company that operates in the business of selling houses. With a good sales management system, the property company can support its work activities. The aim of this research is to develop a system that can simplify stock management and minimize the risk of loss in the sales process. The data source for this research was obtained from direct observation and interviews with PT. Agung Selaras Group. In this system the author will combine the First In First Out method in managing incoming and outgoing product stock. The results of this research are that the system that has been designed can make it easier for managers to collect data on incoming and outgoing goods so that the risk of managing product stock can be minimized, and with computerized reports it can provide more precise, accurate and fast information. From the results of black box testing, the percentage of this application system can run well.</p>

The Recipe for the Perfect Sales Call

Abstract: Sales calls are an essential part of any sales process as the beginning of the sales pipeline for any business. A sales call is an opportunity to connect with prospects, understand their needs and challenges, and offer solutions to help them achieve their goals. Salespeople need to make a good impression during the first sales call to ensure a strong start to the sale. This document offers the perfect recipe for a successful sales call. In this document, you will have detailed knowledge on how to make phone calls, how to deal with people, especially women, how people respond to your calls, and a new technique that I have created myself for making successful calls, and will help you not sound like a normal sales person call for your customer so you don't have to hold the phone. I took advantage of this and made over 50 successful calls out of 331 during my internship at a financial consulting firm. Objective: The main objective of this document is to help freshers make a successful sales call. This document contains some techniques that will help any beginner to make a sales call

THE MECHANISM OF COMMITMENT TO DISCLOSURE IN THE CONSUMER AND MEDICAL FIELDS ACCORDING TO ALGERIAN LEGISLATION

This study addresses the mechanism of the commitment to disclosure. Both professionals and physicians bear the crucial responsibility of providing information that is not only accurate but also understandable and appropriate for the intended patient or consumer. By mirroring its international counterparts, Algerian law mandates this duty, attaching legal consequences for its breach. Before any medical intervention, a doctor must obtain the patient’s consent, fulfilling an essential preliminary step. Likewise, before initiating a sales process, a professional must inform the consumer about all necessary details regarding the product or goods. This paper delineates the extensive aspects of this obligation, including its defining features, evidentiary requirements, and the nature of the resultant damages from non-adherence. The aim is to recalibrate the balance of power within medical and consumer interactions, thereby augmenting the safeguarding of patients and consumers. This duty is considered one of the fundamental rights of patients and consumers, linked to ethical and humanitarian responsibilities, and is a precursor to obtaining consent.

SISTEM INFORMASI E-COMMERCE TOKO HIJAB BERBASIS WEB DENGAN METODE EXTREME PROGRAMMING

Development of increasingly modern technological devices can provide advantages for entrepreneurs to market services and products with the aim of expanding market share with a wide reach. The scope of product sales in an area becomes ineffective in being able to compete to attract consumer interest. The role of information technology can be carried out using internet media so that consumers can access it online or can be called e-commerce. The object of this research was carried out at a hijab shop in the Natar area, South Lampung. The problems that exist include the sales process which is carried out directly, such as consumers coming to the shop to buy products, which has an impact on operational costs, energy and time, especially consumers who are in areas where they cannot see information on the availability of the product they want to buy. The system development method used is Extreme Programming. The results obtained are that the use of the website is running well, as evidenced by the results of system testing using blackbox testing of 91.66%, which means that this e-commerce information system is running successfully and can be used by consumers, especially in the South Lampung area and its surroundings.

Examining presence in immersive virtual reality and website interfaces through the cognitive fit and cognitive load theories

PurposeThe purpose of this paper is to assess the effects of presence on users’ information processing in mediated visualizations using immersive virtual reality (VR) and websites, focusing on information understanding and cognitive load. The impact of user interfaces on users’ perception of presence is also tested.Design/methodology/approachA between-subjects laboratory experiment using two user interfaces – immersive VR and website – is carried out. It is complemented by a self-administered survey on the participants.FindingsThe current results indicate that an immersive VR interface improves tourists’ information processing by producing a heightened sense of presence. The results confirm that presence facilitates tourists’ information processing by increasing information understanding and decreasing cognitive load. Finally, a negative relationship between cognitive load and information understanding is obtained.Practical implicationsVR user interfaces are not only visually appealing but also cognitively optimized. Immersive VR devices can be introduced in the specific sale process of cruise trips through both offline channels (physical stores and travel agencies) and online channels to facilitate tourists’ information processing during the prepurchase phase.Originality/valueThe primary contribution lies in the integration of the theory of presence with two influential information processing frameworks, namely, cognitive load theory and cognitive fit theory. This integration provides a holistic perspective on how user interfaces influence consumer information processing in the unique context of cruise tourism, particularly during the stage of a prepurchase information search.

RANCANG BANGUN SISTEM E-COMMERCE BERBASIS WEBSITE PADA TOKO KOSMETIK BELIA COLLECTION

In the age of rapidly developing technology, many sales and buying processes have developed with the help of information systems. Belia Collection is a company that sells several different types of cosmetics. The sales process at Belia Collection is always done through consumers coming into the shop. The recording of transactions, the inventory of products and the reporting of uses are always recorded in the books or manually system . To resolve the Belia Collection problem, researchers are creating a website-based e-commerce system that can make sales and generate reports automatically. The method employed is the waterfall method. This system was built using the HTML, PHP and MySQL programming languages as the database. The results of system testing were tested using the black box testing method and the system can carry out sales transactions, display stock, warehousing reports, sales reports, customer data.

The Role of Comprehensive Customer Relationship Management (CRM) Systems in Achieving High Retention Rates

High client retention rates were crucial for maintaining growth and profitability in today's competitive business world. CRM solutions played a crucial role in facilitating the effective management of client contacts across several channels for organisations. These systems integrate consumer data and streamline procedures, offering a cohesive perspective of customer interactions and preferences. This paper examined how complete CRM systems may improve customer retention via personalised experiences, streamlined sales processes, and data analytics for informed decision-making. Although the advantages of CRM systems are clear, there are still obstacles to overcome, including data integration, expensive installation expenses, and ongoing adaptation and staff training. The research examined a comprehensive knowledge of CRM utilisation and its influence on customer retention. The results emphasised the significance of a well-planned deployment of customer relationship management (CRM) in promoting customer loyalty, enhancing operational effectiveness, and increasing revenue generation. Suggested strategies for firms include allocating resources towards data integration, providing comprehensive staff training, implementing continuous improvement practices, using sophisticated analytics, and cultivating a customer-centric culture. Keywords: Customer Relationship Management (CRM), Customer Retention, Data Integration, Personalised Customer Experience, Sales Force Automation (SFA).

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.

Comparative Analysis of Key Success Factors in S&OP: Focusing on Manufacturing and Retail Industry in South Korea

The global supply chain is facing unprecedented challenges due to pandemics, geopolitical tensions, volatile commodity prices, and rapid changes in consumer demand. The Sales and Operations Planning (S&OP) process can be an important solution by integrating supply and demand with business strategy and operational planning. However, previous studies have developed single frameworks or maturity models without considering industry-specific factors, overlooking the structural and operational characteristics of different industries that can have a significant impact on the approach and success factors of S&OP. Therefore, this study identifies and compares the key success factors of S&OP in the manufacturing and retail industries using the Analytic Hierarchy Process (AHP) technique. The results show clear differences in the prioritization of success factors between two industries. In the manufacturing industry, strategic support and leadership were evaluated as the most critical factor, while in the retail industry, operational processes were emphasized. In addition, the relative importance was concentrated on the top-ranked factor in the manufacturing industry, but the relative importance was distributed among several factors in the retail industry. This study provides valuable insights into the critical success factors for S&OP implementation in different industries and offers an understanding of how industry-specific characteristics influence the effectiveness of S&OP strategies.

ULOGA MARKETINGA EDUKATIVNOG SADRŽAJA – ANALIZA STUDIJE SLUČAJA ICT TVRTKI

This paper explores the role of educational content marketing, within a digital marketing strategy, applied by software and application development companies for their business-to-business communication. Qualitative research for collecting primary data was conducted through in-depth interviews on a non-probability sample of experts. Considering the complexity of the products and business models of the companies from the sample, the purpose of the research was to determine how those companies establish a business relationship, how they use educational content marketing and what is its role in communication with other companies. The results indicate that the role of educational content marketing, for the companies in the sample, is crucial in expanding the market, creating new business opportunities, as well as in the sales process, especially in operations of high financial value.

Future Challenges of Implementing Innovative Business Model in the Automotive Industry

Abstract The innovative business model is implemented today in all industries. In the automotive industry, this model appears as a valid source of guidance in smart manufacturing, but also in the sales process, throughout the functional lifetime of a car. Using digital business processes opens new opportunities for innovation, from simple automation implementations to a fully automated assembly of a production line or a digitized sales flow. Specific objectives of this paper are based on the research of specialized literature regarding the implementation of business processes and the preparation of the environment for Industrial Revolution 6.0, by integrating innovations with major implementation challenges in the business model. The purpose of this study is to identify if there is research on innovative business models or innovative processes in specialized literature. Research questions are related to the terms associated with innovation such as an innovative business model, industrial revolutions, digital ecosystems, smart factories, or digital business processes. The research was carried out with the help of bibliometric analysis of scientific articles in Web of Science. Articles were analyzed in the VOSviewer application by identifying several clusters on key concepts. Innovative business studies in the automotive industry is a model that led to the creation of links maps between articles on the same topic, keywords, authors, in the last five years. Connections between the concepts and processes used to implement the innovative business model, in different stages of the industrial revolution development are highlighted in this research.

Interactional Dynamics of Resistance in B2B Cold Calling

This study explores resistance in business-to-business “cold” sales calls using conversation analysis. By analyzing 162 recorded sales calls, we identify two primary practices—blocks and stalls—that prospects use to resist sales attempts. Blocks involve attempts to terminate the interaction, while stalls delay the sales process. Our findings highlight resistance as an interactive accomplishment rather than a cognitive process, offering new insights into the dynamics of sales encounters. These insights have significant implications for enhancing sales training and improving salesperson-client interactions.

Supporting customer care and analytics with personal AI assistant: Case study of a food wholesale industry

In this paper, we adopt an exploratory, descriptive single-case study design in a food wholesale industry to illustrate (i) how the personal AI assistant adds value to the sales process and the company, and (ii) how human-like top expert AI suggestions enhance sales people competences. The significance of the study stems from its positioning in the identified research gap by presenting the scalable best product-market fit AI solution for hyper-personalized customer care in the sales process. In addition, the findings of a case study are discussed in comparison with previous related research, providing with technological and organizational AI characteristics systematization.

A Virtual Platform Solution for Secure Sales Registration and Management in the retail sector

Background In today’s business environment, information security and availability are critical to the success of SMEs. This article presents research that addresses the challenges of security and availability of information in sales registration faced by SMEs worldwide. The main objective was to implement a virtual platform for the sales process in SMEs in San Vicente de Cañete, taking into consideration information security standards to preserve user data. Methods The development of the system was divided into five phases: Initiation, Planning, Implementation, Review and Launch. After implementation, an efficient sales process was achieved, guaranteeing the security and availability of information, and optimising management in an agile and secure manner. Results In addition, the virtual platform improves the purchasing experience by allowing the generation of reports and revenue management through a dashboard, promoting the use of information and communication technologies (ICT) in SMEs. Conclusions In conclusion, the research implemented a virtual platform for sales in SMEs, ensuring the security and availability of information. It improved management with reports and a control panel, encouraging the use of ICTs in these companies.

SISTEM INFORMASI PENJUALAN BATIK DIANA (SEBERANG KOTA JAMBI) BERBASIS WEBSITE

Abstract: During this time another obstacle experienced by batik sellers is intense competition, it makes the batik clothing industry processors must have a marketing strategy that is different from its competitors. Then the constraints that exist in Diana Batik, namely the batik sales system are still using manually, and there is still no information about Diana Batik. The system development method that I use in this study is the waterfall method that resolves the problem gradually and can check again if there are improvements at certain stages. Through this application, it is expected to facilitate the sales process and information about Diana Batik quickly and precisely.

Revolutionizing Indonesia's Sales Cycle From Manual Cash to Seamless Automation

This study evaluates the implementation of the Accounting Information System (AIS) in the sales cycle at PT. Perdana Sukses Makmur. Using a descriptive qualitative approach, primary data were collected through interviews with sales and cash receipt staff, while secondary data were gathered from literature reviews. Results indicate that while the AIS effectively supports sales processes, cash receipts are still managed manually, leading to occasional errors. The study highlights the need for further system integration to automate cash receipts and enhance overall efficiency. This research underscores the importance of ongoing AIS improvement to keep pace with technological advancements and business requirements. Highlight: 1. AIS supports sales but manual cash receipts cause inefficiencies.2. Data reveal system errors and highlight process inefficiencies.3. System integration needed to automate cash receipts and boost efficiency. Keywords: Accounting Information System, Sales Cycle, Cash Receipts, System Integration, PT. Perdana Sukses Makmur

Inovasi Peningkatan Penjualan Minuman Kopi Aroma Kahuripan Menggunakan Metode Interpretive Structular Modelling (ISM)

Sales of coffee drinks from opening stands at bazaars and through social media have fluctuated. In November the target was exceeded. However, from December to April the target was not met. Based on these obstacles, there is a need for sales innovation that will increase sales of Aroma Kahuripan coffee drinks. This research uses qualitative research. After processing the data using ISM Professional software, the results showed that the obstacles that occurred in Aroma Kahuripan sales were unfriendly customer service and unattractive marketing. Apart from that, there are main actors in the sales process, namely marketing staff and baristas.

The middleman dilemma: exploring the relationship between formal ethics and ethics in practice among real estate agents in Sweden

PurposeThe purpose of this paper is to explore the relationship between formal ethics and ethics in practice in the empirical context of real estate agents (REAs) working in the residential housing market, including owner-occupied houses and owner-occupied apartments, in Sweden. The paper investigates problems with the Swedish middleman model of real estate agency with regard to the acceptance among REAs of borderline professional behavior.Design/methodology/approachWe report on a survey distributed to all Swedish licensed residential REAs to investigate their attitudes towards eight scenarios displaying borderline ethical behavior. Firstly, the means of each scenario were calculated, investigating signs of distance between formal ethics and ethics in practice. Secondly, logistic regressions were run for each scenario separately, thereby investigating factors affecting misconduct among REAs.FindingsThe empirical results show a clear difference between formal ethics and ethics in practice and also illustrate that some scenarios of borderline ethical behavior are creating greater problems for the REAs.Practical implicationsIn Sweden, the seller is the principal, assigning the REA to sell a house or apartment, but the regulation is clear on the role of the licensed REA as responsible for promoting an informed and fair sales process where the buyer is safe to act without their own representative. Our study contributes with information to policymakers on possible areas for the development of the middleman model.Originality/valueThe paper is the first to empirically investigate the middleman model of a Swedish real estate agency in relation to the business ethics of the agents. The use of scenarios in close relation to the everyday working context of REAs as tests of ethics of practice is also of original methodological value to investigate possible diversions of professionals from national regulations.