Sales Strategy Research Articles

ANGGARAN ANALISA PENJUALAN TERHADAP PERENCANAAN LABA PT WAHANA PERSADA KARTON PALEMBANG

This study explores the strategy of sales budgeting in relation to profit planning through a combined analytical approach that includes both qualitative and quantitative methods. The author collected data through documentation, interviews, and related literature studies. The analysis results indicate that the company failed to prepare the budget effectively due to the use of a top-down (authoritarian) approach in collecting sales data from the previous year. The author suggests that the company consider using quadratic sales forecasting techniques when preparing the sales budget

Impact of Anti-Aging Awareness of Vietnamese MZ Generation Women on Health Functional Food Purchasing Behavior

Vietnam’s MZ generation, a key group in the consumer market, is choosing anti-aging health foods in addition to skin care. Accordingly, in this study, Vietnamese women in their 20s to 40s living in the southern region of Vietnam were anonymously administered through Google questionnaires from January 22, 2024 to March 22, 2024, and 475 questionnaires, excluding inappropriate questionnaires, were used as final analysis data. Using, multiple regression analysis was performed including frequency analysis, factor analysis, Cronbach coefficient, and descriptive statistical analysis. The results of this study are summarized as follows. First, regarding the purchase characteristics of health functional foods, ingredients and efficacy are considered important when purchasing Anti-aging health functional foods, the method of obtaining information is the Internet, the purchase channel is an Internet shopping mall, and the average monthly purchase cost is 200,000~500,000 VND. It was found that domestic health functional food brands were not used for less than. Second, anti-aging awareness was increasing in health functional food purchasing behavior, such as seeking efficacy, disease prevention, and brand seeking. Third, the impact of Anti-aging awareness on health functional food purchasing behavior showed that the higher the Anti-aging awareness, the higher the health functional food purchasing behavior. Summarizing the above results, Anti-aging awareness of Vietnamese MZ generation female consumers was found to have a positive effect on health functional food purchasing behavior. The results of this study can be used as basic data for developing and establishing sales strategies for anti-aging foods or services.

INDUKSI TEKNOLOGI PENJUALAN ONLINE PADA PELANGI RASA KARANGLO POLANHARJO KLATEN

This activity aims to introduce online sales technology as a sales strategy for Pelangi Rasa Small and Medium Enterprises, Karanglo Polanharjo Village, Klaten. The application package that will be applied to partners is an online sales application. The team will conduct training on marketing strategies through online sales for the sustainability of Pelangi Rasa Small and Medium Enterprises. This activity targets expanding marketing locations through online product sales. Technology induction activities are carried out in five stages, namely (1) Material preparation, (2) Training, (3) Equipment preparation, system configuration and system implementation, (4) Mentoring, and (5) Monitoring. At the material preparation stage, the team will compile a module, namely the use of online sales applications. The module creation will be equipped with presentation material that will be used in training sessions. The training stage uses discussion and demonstration methods so that partners can easily understand the material presented. This stage will concentrate on the introduction of online sales technology as a sales marketing strategy. In the equipment preparation, system configuration, and program implementation stages, the team and partners will work together to prepare equipment in the form of hardware and software. Partners, accompanied by the service team, will carry out the system configuration. Partners, with assistance from the service team, will carry out the program implementation process, which consists of implementing online sales applications. The service team will carry out the monitoring stage periodically and continuously. In the initial stage, monitoring will be carried out once a week to see the partners' progress in implementing the program. Furthermore, monitoring will be carried out once a month to see the impact of program implementation on partners regarding online sales at Pelangi Rasa Small and Medium Enterprises.

PERAN LOKASI DAN STRATEGI PENJUALAN DALAM MENSTABILKAN PENDAPATAN UMKM: STUDI KASUS RUMAH MAKAN PADANG

Padang restaurants are one of the micro, small, and medium enterprises (MSMEs) offering a variety of typical Minangkabau cuisine from Padang, West Sumatra. In the capital city of Jakarta, there are many Padang restaurant MSMEs with tight competition and various sales methods. Each Padang restaurant has different incomes, depending on its sales strategy and competitiveness in the market. To compete and maintain its income, business owners must have an effective sales strategy. This study aims to understand how the location of the business, sales strategies, and income variations affect the performance of Padang restaurant businesses. The subject of this research is the Padang Restaurant Ampera Saiyo Tipar Cakung. Data collection methods were carried out through field research, direct observation, interviews with owners and employees, and collection of related business documents. The collected data were analyzed using a qualitative case study approach. The observation results show that at the location of Padang Restaurant Ampera Saiyo, there are also two other competitors. When one competitor is not operating, customers tend to switch to Ampera Saiyo restaurant, and vice versa. The problem often faced by Padang Restaurant Ampera Saiyo is income instability. The factors influencing this instability are competition among Padang restaurants. To overcome this challenge, one of the sales strategies applied is to utilize digital marketing, such as GoFood and GrabFood, to expand market reach and increase visibility of Padang Restaurant Ampera Saiyo among potential customers.

Study on Pricing and Replenishment of Vegetable Commodities based on TOPSIS and ARIMA Models

This study focuses on sales forecasting and pricing optimization of vegetable categories in fresh produce supermarkets. By analyzing the sales data, correlation analysis and clustering methods were used to reveal the correlation patterns among different vegetable categories. The ARIMA model was used to predict the daily replenishment quantity, and TOPSIS and entropy weighting methods were combined to screen out 27 high-quality individual products with high sales volume and stable price to achieve the maximum profit target. The study provides effective sales strategies and operational decision support for fresh food supermarkets, which has practical significance and reference value.

TikTok’s Impacts on GenZ Purchase Behavior in Hanoi

The business market has witnessed a novel transactional trend in recent years, as the information technology industry has experienced notable growth, resulting in the emergence of selling goods on e-commerce platforms. And TikTok is one of these platforms. Entering the Vietnamese market since the end of April 2019, TikTok has recently become one of the social networking sites developed behind only Shopee and Lazada. Although many theories and research models have been developed worldwide to explain the factors affecting online shopping behavior, there are still few studies in Vietnam that answer questions related to the main factors influencing the intention to shop online. In addition, applying a theoretical model from the world to the specific conditions of Vietnam may not be suitable due to unique economic, cultural, and social conditions. Based on qualitative and quantitative research methods, referencing and adjusting relevant theories to develop a suitable research model to evaluate the impact of factors on students' intention to shop online. The research results with a sample size of 160 students in Hanoi showed that there are six important factors that affect students' online shopping behavior: (1) perceived usefulness; (2) perceived ease of use; (3) trust; (4) price; (5) subjective norms; (6) TikTok behavior. From there, the author suggests management implications for businesses to refer to in order to develop business and marketing strategies for online sales, while also improving students' online shopping behavior.

Стратегічне управління збутом продукції переробного промислового підприємства на міжнародному ринку

The article defines the concepts of strategic management and sales activity both separately and as a system. The advantages of using the strategic management of the enterprise's sales activity are analyzed. The subsystems that make up the system of management of the enterprise's sales activity are considered. The formation of a sales strategy at the enterprises of the manufacturing industry is studied. A set of actions to improve the system of managing the sales activities of an industrial enterprise in the international market is defined. Attention is also focused on the importance of strategic sales management of industrial enterprises when they enter foreign markets in the current conditions of uncertainty and constant volatility of the macro environment.

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.

Coupons versus Rebates: An Economic–Mathematical Comparative Analysis with Policy Implications

It is very important to understand how promotions offered by sellers to consumers influence consumer and seller behaviors because it helps us study how consumers make their purchase decisions and how sellers determine their sale strategies. Unlike past studies which utilized the classical price discrimination dilemma and focused on sellers’ aspect to divide consumers into two types (higher/lower reservation prices), we focused on the consumers’ perspective and applied neoclassical consumer choice theory to develop a two-period mathematical utility-maximization model to study how different promotions influence consumer and seller behaviors. This mathematical study uncovered several key findings: (1) coupons offer consumers a greater discount compared to rebates with identical discount rates; (2) impatient consumers exhibit a preference for coupons over rebates; (3) coupons generate higher sales than rebates; and (4) sellers may adopt the coupon policy for low-ticket products and the rebate policy for high-ticket products.

Price and durability decisions on successive generations of electronic durable goods under incremental innovation

ABSTRACT This research explores the decision-making processes of manufacturers regarding pricing and durability of electronic durable products across successive generations. By constructing a two-stage model, we derived the optimal pricing strategy and production strategy for manufacturers. Specifically, we considered the impact of price reductions on older products and pre-launch activities for new products on consumer behavior, especially that of strategic consumers. An interesting finding is that traditional sales strategies of discounting older products do not increase revenue, but rather harm overall profits. Our results provide guidance for manufacturers of electronic durable goods in formulating strategies for product upgrades and new product sales strategies.

Implementation Of the C4.5 Algorithm With The Backward Elimination Feature Selection For MSME Product Sales Strategy

The development of Micro, Small and Medium Enterprises (MSMEs) in Indonesia has become a major focus in advancing the economy, reducing poverty and improving community welfare. MSMEs not only play a strategic role in creating jobs and driving the local economy, but are also a source of inspiration for innovation and creativity. Kedungwuni Timur sub-district is an area in Kedungwuni sub-district, Pekalongan Regency, Central Java. The profession of the majority of Kedungwuni Timur Village residents is operates in the MSME Fashion sector. The current problem is that consumers can easily compare products. Therefore, it is necessary to carry out a sales strategy by utilizing Information Technology concepts, one of which is using Data Mining techniques. The C4.5 algorithm is a data mining algorithm that is used to predict the sales strategy for MSME products with an accuracy value of 82.78%. To increase the accuracy value, the backward elimination feature was used to produce an accuracy of 85.00%.

Factors Influencing Physicians in the Adoption of E-Detailing in the in-Vitro Diagnostic Industry

The pandemic has hastened the need for in-vitro diagnostic (IVD) companies to blend digital and traditional sales strategies. This study explores factors influencing physicians’ adoption of e-detailing in the IVD industry. Dependent variables include physicians’ perceptions and intention to use e-detailing, while independent variables encompass the socio-demographic characteristics of the respondents. Physicians’ perceptions were also explored if they influenced intentions to use e-detailing. The study excluded physicians outside the National Capital Region and those not involved in patient consultations. With 408 participants, descriptive statistics and Structural Equation Modeling were utilized to identify sociodemographic characteristics influencing physicians’ perceptions, behavioral intentions, and intention to use e-detailing. A thematic analysis was used to identify common themes doctors use to obtain information about IVD tests. Approximately 76% of respondents find e-detailing advantageous, with 70% agreeing on its compatibility and 80% believing it is easy to use. The majority (77%) consider using e-detailing to stay updated on in-vitro diagnostic tests, and 75% intend to use it regularly in the future to obtain such information. However, only 43% express a willingness to switch from face-to-face detailing. More than half of the respondents (52%) prefer to use a combination of face-to-face visits and e-detailing. The study found that the years of medical practice and the medical hierarchy significantly influenced physicians’ perceptions of adopting e-detailing. Physicians who viewed e-detailing as advantageous, compatible with their professional needs, and less complex were more inclined to adopt the digital tool for their practice. However, demographic factors did not significantly affect physicians’ intentions regarding e-detailing. This study recommends creating high-quality e-detailing materials for Filipino physicians, ensuring accessibility, personalizing content, incorporating multimedia, promoting two-way communication, regularly updating, offering expert interaction, and continuously collecting physician feedback.

Investigating the effect of market intelligence activity on the sales strategy and export performance of the study: companies exporting petrochemical products in Shiraz

The purpose of this study is the interaction between market intelligence activities and sales strategy on export performance. The current research is of an applied type and because it investigated and analyzed the current situation, the method used in this research is a descriptive survey. According to the statistical population of the research, 57 companies export petrochemical products according to the information of the Petrochemical Products Exporters Union in Shiraz, the sample size is 170 managers and senior experts, a simple random sampling method was used and the question The letter was distributed among these people. Library and internet sources including books, articles and case studies were used to collect data related to theoretical foundations and extract primary factors and indicators. In inferential statistics, after checking the reliability and validity of the questionnaire, the normality of the data was checked using Kolmogorov Smirnov, and then the assumptions were checked using structural equation modelling test and lisrel software. Based on the obtained results, all hypotheses were accepted. The results of the structural equation model showed that the dissemination of export market information on the performance of the export market, considering the mediating role of prioritizing and targeting the export customer, has the greatest impact with a value of 74%.

Empowering Global Growth: Analyzing Apple's Sales Strategies in North America and Macau

Strategically, Apple specializes in research and development to gain a wide range of high-quality product recognition and a large number of loyal fans, gaining customer loyalty. At the same time, the sales team caters to the overall strategic policy of the company, providing higher quality service (apple care) and warmer service. Moreover, in the performance evaluation, if the relevant indicators have a strong correlation between the company's strategy and the interests (performance) of each team and individual, it will promote the collaborative development of the company and sales team.At the same time, in empowering the sales team, clear goals will be set within the team, giving the group consistent direction

Optimization Of Vegetable Sales Strategies and Daily Replenishment in Supermarkets

Optimization Of Vegetable Sales Strategies and Daily Replenishment in Supermarkets

Analisis Penerapan Biaya Volume Laba terhadap Perencanaan Laba Perusahaan (Studi Kasus pada Franchise C’bezt Fried Chicken Gedangan, Sidoarjo)

This research aims to analyze and calculate profit planning for the Cbezt Fried Chicken business in Gedangan, Sidoarjo. The research method used is descriptive qualitative. Primary data and secondary data were used in this research. Primary data was obtained through interviews and direct observation at Cbezt Fried Chicken. The research results show that to achieve the expected profit, the business unit needs to sell 14,557 pcs of fried chicken in 3 months or achieve revenue of Rp. 87,341,090. This means that daily sales must reach a minimum of 202 chickens or a daily sales target of Rp. 1,213,083 assuming selling days are 24 days a month. In conclusion, this research provides a clear view for business owners in planning sales strategies to achieve the expected profit targets. Keywords: CVP, Operating Leverage, Contribution Margin, Safety Margin

Commodity Dynamic Pricing and Replenishment Decision Model Based on Cosine Annealing

The purpose of this paper is to analyze the relationship between commodity sales volume, commodity types, sales time, etc., and propose a decision model to predict future sales data through historical sales data to determine a reasonable pricing strategy. First, the collected data is preprocessed. Through correlation analysis, the most important influencing factors of commodity sales are obtained. Through the construction of XGBoost model to model the influence factors obtained, the wholesale prices of chili products (yuan/kg) from July 1 to 7, 2023 are 3.63, 6.68, 6.90, 5.44, 6.62, 6.90, 5.44, respectively. In order to further develop a reasonable pricing strategy, this paper constructs a model based on cosine annealing algorithm combined with dynamic pricing algorithm. Through this model, it is calculated that from July 1 to 7, 2023, the restocking quantity (kg) of chili products is 234.20, 95.85, 110.04, 179.77, 176.60, 110.04, respectively. 179.77. Profit (Yuan) is 148.81, 298.96, 347.82, 370.75, 287.54, 356.33, 383.00. By comparing the model with the actual data, the error of the model is small and the robustness is high, which provides an effective decision-making model for supermarkets to formulate commodity sales strategy.

Penerapan Data Mining untuk Menentukan Produk Terlaris pada PT Joynare Mitra Teknologi menggunakan Metode Naive Bayes

The research applies the Naive Bayes method to determine the best-selling products at PT Joynare Mitra Teknologi. The contribution of this research is to provide a reference for other companies interested in using similar techniques to analyze their product data. Testing was carried out by processing data using Microsoft Excel and RapidMiner, with training and testing data. The test results show that the Naive Bayes method can classify best-selling products with a high level of accuracy, reaching 87.00%. Apart from that, the resulting precision reached 72.41%, and recall was 80.77%. The best-selling products in hardware sales such as motherboards, CPUs, RAM, hard disks, SSD, and printers can be identified through data analysis. The conclusion from the research is that the Naive Bayes method is very appropriate to use to optimize sales strategies for hardware products based on customer preferences.

The Relationship Between Vegetable Sales Volume and Cost-Plus Pricing Strategies: A Multi-Method Analysis and Forecast

In today's highly competitive supermarket industry, optimizing sales strategies for perishable goods such as vegetables is crucial for maintaining profitability and market share. This study provides an analytical framework for optimizing vegetable sales strategies in supermarkets, focusing on perishability and consumer behavior. Through regression analysis, it explores the sales volume and pricing relationship, identifying the most effective model with a Mean Squared Error (MSE) criterion. Time series models forecast future needs, reflecting on historical sales' cyclical and seasonal trends. A Particle Swarm Optimization (PSO) algorithm, tailored with constraints, offers predictions on sales volumes and pricing, aiming to enhance profitability. Iterative refinements reveal that the model achieves stability and accuracy in predicting profits. The findings emphasize the critical role of data-driven strategies in the competitive supermarket sector, advocating for adaptive approaches in response to evolving market conditions.

Research on vegetable pricing and replenishment based on value loss pricing and ARIMA model

Due to their short shelf life and difficulty in preservation, the sales strategy of vegetable products is closely related to the profits of merchants. This article studies the pricing and replenishment strategies of vegetable products in supermarkets. By analyzing the monthly changes and annual proportions of sales for each category, it was found that the sales of anthophyllum were the highest, while those of cauliflower were the lowest. The richness of products is positively correlated with total sales volume, and some categories have overlapping sales peaks. Introducing the Shannon Diversity Index to analyze the distribution pattern of sales volume. Establish an ARIMA time series model to predict sales for the next week and develop a daily replenishment strategy. Build a pricing model based on value loss and optimize the strategy using tail pricing method. At the same time, in order to maximize the benefits of supermarkets, a dual shelf model is established to implement promotional pricing for products with reduced freshness.