Sales Team Research Articles

Process Improvement Between Company Departments with the Integration of ERP and CRM Software Programs

This study aims to examine the processes of a company that uses Enterprise Resource Planning (ERP) and Customer Relationship Management (CRM) systems, which are known as integrated systems, and improve these processes in an enterprise that produces decorative acoustic suspended building products. The company started to use Netsis software as an ERP system years ago. Then, it purchased the LogoCRM software, which could work integrated into Netsis software, to ensure information flow between these systems easily. Since it is known that the company still experiences information flow issues between the departments although the ERP and CRM systems of the company are integrated, the study tried to minimize these deficiencies in the information flow between the production and sales & marketing departments. The problems experienced between the departments of the company that we work with were determined by the interviews with the ERP and CRM system users in the company, and the ERP-CRM software was customized to be suitable for the use of the company. A user-friendly interface has been designed in the CRM software, and by providing integration between the software, it is possible to see the stock balance information instantly in the CRM software. In addition, in the CRM software that will work integrated with ERP, a smart coding algorithm was developed to minimize errors by considering the possibility of the sales team misreading the product cards, and it was aimed to reduce user errors by minimizing the screen interventions of the users. In the study, ModelEditor was used for the improvements made in the SQL-based CRM software. With this study, communication problems between sales-marketing and production departments were reduced by providing ERP-CRM integration. As a result of the improvements made, a common language was developed between the departments, reducing the amount of faulty production, and time savings were achieved by reinforcing the cooperation between departments.

Analisis Strategi Penjualan Langsung Pada Produk Paccounting Oleh Manajer Pt Panemu Solusi Industri Studi Kasus: Pt Panemu Solusi Industri

This internship report contains matters related to the marketing strategy of paccounting products at PT Panemu Solusi Indonesia which is carried out using direct marketing techniques: direct selling. PT Panemu Solusi Indonesia is a company engaged in the information and technology sector. This study uses a qualitative approach using observation and interview methods. The conclusion in this study concludes that PT Panemu Indonesia before carrying out marketing there is a target market purchase which will then carry out marketing by the sales team directly with cold calling, warm calling to direct visit techniques with sales target consumers registering and scheduling live demos to the paccounting sales team

Leveraging AI and Machine Learning in Salesforce for Predictive Analytics and Customer Insights

Today's data-driven business climate is driving companies to use AI and ML to achieve a competitive advantage. Salesforce is a major CRM platform that uses AI and ML for predictive analytics and customer insights. This abstract discusses how Salesforce's AI and ML integration can transform company operations with actionable insight and prediction. Salesforce's Einstein AI framework leads this integration. Einstein integrates AI into Salesforce's technologies so organizations may use predictive analytics without data science knowledge. Einstein helps enterprises automate data analysis, predict patterns, and get insights from massive data sets.AI and ML in Salesforce improve consumer insights. AI-driven analytics can better segment clients, discover behavior trends, and forecast requirements. Segmentation allows individualized marketing, better customer service, and targeted sales. Businesses may use predictive algorithms to target at-risk clients with retention initiatives. Additionally, AI and ML provide sophisticated lead scoring and opportunity management. Machine learning algorithms can grade leads for accuracy and anticipate which opportunities will close by analyzing previous data and present interactions. Sales procedures are streamlined and revenue increases. Sales teams may prioritize high-value prospects and concentrate on high-probability opportunities by integrating these tools into Salesforce. AI-powered automation streamlines corporate operations too. Salesforce's Einstein automates data input, reminders, and reporting. This boosts operational efficiency and frees up staff time for strategic projects. AI automation keeps data current and accurate, improving business choices.

A STUDY OF EFFECTIVE USE OF MARKETING STRATEGIES TO IMPROVE THE FINANCIAL PERFORMANCE WITH REFERENCE TO DIVINE INDUSTRIAL SOLUTIONS, JAYASINGPUR

The marketing strategy is not just evaluating the external and internal factors, but it also needs to be implemented efficiently to develop an attractive suitable product and distribution channel, to hire an effective sales team and to generate business support for the firm. The study of 150 customers located in Kolhapur (Maharashtra) which are manufacturer and traders also who purchase Divine Industrial Solutions products. The primary data is collected through Questionnaires, Personal interview, discussions, field survey from these 150 customers and the secondary data is collected from the companies previous records, files as well as review of financial statements, balance sheets etc. for the period of three year from 2019 to 2022. The marketing strategy of an enterprise is a complete and unbeatable plan or instrument specifically designed to achieve the set of marketing objectives that will influence and finally improves the financial performance of the company. The marketing strategies is a managerial process of developing and maintaining the relationship between the changing market opportunities, as well as enhancing the financial growth and performance of the company. Marketing strategies further predetermines the choice of target market segments, positioning, marketing mix and allocation of resources. This research will provide insights into the various marketing strategies to improve the financial performance of the organization and to maintain the growth of the organization. Keywords:- Marketing Strategies, Strategic Marketing, Financial Performance.

GLOBAL FEED PRODUCTION REMAINS STEADY IN 2022

Pet feed shows most significant growth while reduction in beef feed production begins to moderateAn assessment of compound feed production and prices was conducted using information gathered by Alltech's global sales team in partnership with local feed associations.The Alltech Agri-Food Outlook also offers a holistic view of the state of the industry, using responses from our corresponding qualitative survey to identify trends and technologies impacting the agri-food industry, highlight growth opportunities and assess expectations for 2023.

Analysis of Business Resource Variables Affecting Insurance Sales (A Study of Insurance Companies Listed on the IDX)

Business analysis, especially with an objective to encourage company development, is a common thing to do today. However, conducting an integrated analysis of all operational activities is still a new thing. Furthermore, the demand for sustainable business management encourages companies to collect company operational data in a consistent, strategic and sustainable manner. This research will try to find patterns of internal business analysis in the insurance industry. This research was conducted using secondary data from insurance companies listed on the Indonesia Stock Exchange during the period 2017 to 2021. The research analysis used was carried out using E Views ver 10. Based on the results of the research and discussion, several conclusions can be drawn, as follows: Human resources have a significant influence on sales at insurance companies during the research period. The highest the number of human resources in the company in the area of knowledge, experience can increase the level of sales (sales) of insurance products. The second resources that boost company performance is fixed assets, followed by advertising, training and agent. This key finding is important because the perception of the existence of an insurance agent that should be the focus of the sales team is not proven here. By increasing the skills, experience, and knowledge of employees for better operational tasks, sales planning, product development, this can improve the sales performance of insurance products. The company assets such as IT, software application, and advertising are playing a strategic role. The business trend moves toward onlines commerce. Advertising can form brand awareness and can provide information to consumers, persuade them to achieve company’s sales targets.

Salespeople’s competitive intelligence, efficiency, and performance: The role of intelligence diversity and manager's tenure

Although previous studies support the main effect of a salesperson’s competitive intelligence (CI) on job-related outcomes, little, if any, attention has been given to the mechanisms that moderate this relationship. Drawing on social capital theory, the authors propose that CI diversity (i.e., disparity) diminishes salesperson CI's main effect on efficiency and performance. On the other hand, managers’ tenure in the store amplifies such a relationship. The authors tested the theoretical model using multilevel data collected from managers and salespeople representing 74 wholesales and 175 vendors. The study results demonstrated that the CI-performance link was weakened when there were high CI diversity. The reason is that a high CI diversity presented divergences among salespeople about the market understandings. Whereas, when there are high levels of managers’ tenure, there is an amplified influence of CI on performance. The logic is a communication and dissemination of intelligence to the sales team.

Academic Publishing and the Indian Book Trade

Abstract Christoph Chesher joined publishing in 1984 as a sales rep at Blackwell Science (BSP) and built up a sales team ground up in the UK and abroad including India – he had an instant connection with the country and its vibrant books market. In 1993 he joined OUP and came to Routledge/T&F in 1997, where he took the key decision to set up an India liaison office, which has since gone from strength to strength, expanding to a full-scale publisher. Large wholesalers continue to play a big part in servicing the extensive but fragmented Indian market, and levels of discounts, concerns around arbitrage, levels of copyright awareness and an overreliance on print by the key trade partners remain key challenges for publishers in India.

Project Management for Cloud Compute and Storage Deployment: B2B Model

This paper explains the project’s objectives, identifies the key stakeholders, defines the project manager’s authority and provides a preliminary breakdown of roles and responsibilities. For the project’s future, it acts as a source of authority. This paper’s objective is to record the justifications for starting the project, its goals, limitations, solution instructions and the names of the principal stakeholders. This manuscript is meant to be used as a “Project Management Plan Light” for small and medium-sized projects when it would be uneconomical to prepare an entire collection of documents that make up a project management plan. A global media cloud will be provided and managed by the ABC cloud company inside of a consumer’s current premises. In this paper, the authors explain the end-to-end delivery of cloud and compute services. The article mainly focuses on the delivery of virtual machines (VMs), graphics processing unit (GPUs), cloud storage, transcoding, packaging, 24/7 customer support and billing modules for the services used by end customers. The process starts with customer requirements gathering to initiate the feasibility check for the services desired or required by the clients. Pre-sale solution engineers capture all the customer requirements in the solution design document to review with the engineering and delivery team for the implementation. Based on the solution design document, the solution engineer needs to raise the system’s feasibility for the local loops, cross connects, VMs, GPUs, storage, transcoders and packagers required to meet the end customer expectations on the service delivery. The solution engineer must sign-off on the solution design document agreed with end customer from the engineering and technical team. The program manager and technical team review the solution design document and confirm the order ID requirement in the system for the sales team to share with the order entry team to log the orders for a signed customer order form (COF). The program manager will initiate the service delivery for these order IDs logged in to the system for these services. Once services are ready for customer delivery, a technical team will share the customer portal with the end customer and provide training to the teams at the customer end use the required resources for cloud, compute and storage uses. Along with the services mentioned above, customers can access the usage and billing information in the customer portal. Moreover, the program manager is to share the project closure document, including the information about the services, reference IDs to log the trouble ticket with the supplier’s 24/7 support team and billing start date for customer acceptance.

Inverroche: Maintaining brand equity in craft gin through brand acquisition

Subject area of the teaching case: It is well suited for short courses focussed on brand equity or marketing. Student level: This teaching case is specifically aimed at postgraduate students completing a management diploma or a professional development course. Brief overview of the teaching case: Inverroche, one of South Africa’s first artisianl gins, faces an interesting brand dilemma. By the end of 2016 through a distribution agreement with a large wholesaler, it secures a national footprint and becomes available at all leading retailers, resturants, and bars. The product’s immense growth trajectory attracts the attention of the global drinks conglomerates who see an opportunity to secure market share in the lucrative craft gin segment of the market. Founder Lorna Scott grapples with whether she has made the right choice to sell a majority share of her beloved brand to the global house of brands, Pernod Ricard. In this case, she meets with her sales team to debrief the situation as well as have a heart-to-heart with Alex Farnell, general manager of sales and marketing. The case looks at the Inverroche brand in detail, what it represents, and why it resonates so intrinsically with consumers. However, Scott and Farnell differ in opinion on the strategic objectives of the brand. Farnell seems to think that the sale to Pernod will not harm the brand, but Scott is torn. How does a niche artisinal brand scale? Can a brand remain authentic when it does scale? Is there any commercial sense in remaining artisinal? Is an artisinal brand’s brand equity compromised when it is sold to a corporate house of brands? All of these questions relate to whether a brand can remain authenthically artisinal amidst a corporate acquisition. Expected learning outcomes: To identify the challenges of growing an artisinal brand To identify the challenges of achieving scale as well as the marketing and commercial costs and profits scale represents To identify how to build a brand that resonates with consumers To critically assess the link between brand building, distribution, and availability To analyse the impact of brand architecture on brand equity

A single-stage cleaner production system with waste management, reworking, preservation technology, and partial backlogging under inflation

Waste management and reworking are very crucial issues in the cleaner production system. The adaptation of preservation mechanism in inventory control is also a key aspect from an economic and environmental point of view. In the current study, an inventory model for a cleaner production system is modelled considering all these practical issues and inflation. Deterioration process takes place in the production system. In the model, market demand is viewed sales team efforts and selling price dependent. Here, rate of production along with the unit production cost are taken as variables. An investment in preservation technology is made with the goal to lower the percentage of defective products. Further, partial backordering is considered. In order to demonstrate the model, numerical example is provided. A Hessian matrix is used to establish the concavity of the objective function. A theoretical result is provided to obtain the concavity of the objective function. Sensitivity analysis along with managerial implications is also provided in the manuscript. Results indicate that by implementing high-efficiency preservation technology, the detrimental effects of deterioration on profit can be mitigated. Due to this, 1.6% rise in profit is observed. Thus, selection of right preservation technology is crucial for both financial and environmental sustainability. In addition to this, higher reworking rates and capital investment in quality improvement result in high profit for the system.

A Holistic Architecture for a Sales Enablement Sensing-as-a-Service Model in the IoT Environment

Sales enablement sensing-as-a-service (SESaaS) is an organisation’s future process management for any sales management operation. With an expanding base of dynamic customer demands and the adoption of multiple technological advancements, there is a high possibility that human-centric sales management will be transformed into a fully automated form aimed at increasing productivity and being able to cater to effectively a broader customer base. A review of the relevant literature demonstrates that machine learning is one of the most prevalent techniques in analytics for predicting sales behaviour. However, SESaaS includes many features beyond the sales component. Internet-of-Things (IoT) can additionally be used for networking and data analytics to enrich sales data. Therefore, the proposed scheme introduces a novel SESaaS model capable of balancing the sales team’s needs with those of the customers to maximise profits. The proposed model also presents a novel learning scheme in the IoT environment that aids in projecting the service quality score to the final customer, thereby positively influencing the customer to pay a service fee for a superior and desired quality of experience. Unlike any existing sales management scheme, the proposed scheme offers a novel research methodology for improving sales enablement practices, emphasising service scalability, and forecasting company profit. In contrast to any existing system for sales management, the proposed scheme provides greater accuracy, higher service quality, and faster response time in its predictive strategy for projecting the cost of the adoption of SESaaS, which is not reported in any existing studies. In an extensive testing environment, it is determined that the proposed scheme achieves accuracy and service quality of approximately 98.75% and 92.91%, respectively. In addition, the proposed SESaaS model has a significantly faster response time of 1.256 s. These quantifiable outcomes were validated after being compared with commonly adopted learning programs.

Determination of optimal price and quantity in a two-echelon supply chain model with promotional effort and feedback effect in stochastic scenario

The present paper analyzes a dual channel two-echelon supply chain model consisting of one manufacturer and one retailer for a single product. The retailer uses traditional retail channel whereas the manufacturer uses e-tail channel as well as retail channel to boost the sales of the product. Customer feedback is an important factor in present global business environment because from the customer feedback, the manufacturer can reveal the level of satisfaction of the customers and this can help the to improve the product quality. Good feedback from the customers also attracts other new customers to buy the products. A company can never know whether customers are getting value out of their product without customer feedback. The effects of getting customer feedback from the customers and the promotional effort by advertising or by sales team’s initiatives are taken into account in the present model. The model is solved analytically to determine the decision variables which maximize the total profit in case of decentralized as well as centralized systems and the results have been illustrated by numerical examples. The study of this paper reveals that the profit margins of the individual channel members increase considerably if the feedback of the customers on the product is considered.

Human Value Development of Salesteam: An Effort to Strengthen Shari’a Insurance Institution

This study aims to build a sales team value improvement model through customer engagement value and jama’ah-oriented leadership in Sharia Insurance. A total of 187 respondents were involved in this study. Data were collected through a questionnaire and analyzed by using SmartPLS. The results showed that jama’ah-oriented leadership strengthened the influence of customer engagement value on human value development, both values of asking and helping others. This study's results have implications for applying social capital theory as the root of relational capital. The results of this study are expected to strengthen human resources quality in sharia insurance as part of the Islamic Financial Institution. The sales team is important in delivering the product or service’s value to customers. A salesperson with an orientation to building customer engagement and peer engagement will consider customers and colleagues as brothers in Islam. With this value, the salesperson will strive to advance themselves, give well to consumers and give the spirit to do the best for their colleagues so that further, the organization will have the best impact on the community.

How marketers can use the power of an AI/ML model to identify and predict customers

Marketers are increasingly faced with a lot of data and need to identify the best prospects. Sales teams are often sceptical of the data provided by marketing and possibly blame the quality of the prospect data provided by marketing. Enter a neutral party, a neural network, an AI/ML model that can analyse the current customers and provide a mechanism for identifying co-relations and similarities in larger prospect data and increase the efficiency of sales teams.

Pengaruh Kemampuan Interpersonal, Modal Psikologi, dan Dukungan Supervisor Terhadap Kinerja Tenaga Penjualan

This study aims to examine how three factors, namely interpersonal skills, psychological capital, and supervisor support influence the performance of salespeople in a business. In an increasingly competitive business environment, these factors are considered to have a crucial role in shaping individual performance in the sales team. The research method used is quantitative. Questionnaires are used to measure interpersonal skills, psychological capital, supervisor support, and salesperson performance. The collected data can then be analyzed using statistical techniques such as multiple linear regression to examine the influence of the research variables. The results of the data analysis show that interpersonal skills have a significant influence on salesperson performance. This emphasizes the importance of communication skills, building positive relationships, and managing social interactions in achieving successful sales results. Furthermore, psychological capital also has a significant impact on salesperson performance. Psychological factors such as self-confidence, motivation, and psychological well-being can motivate and encourage salespeople to achieve targets and overcome obstacles better. In addition, the findings also show that the support provided by supervisors has a significant effect on salesperson performance. Support in the form of clear directions, and emotional support from supervisors can motivate and assist salespeople in achieving set sales goals

Using the power of machine learning in sales research: process and potential

This study addresses the potential for improving the accuracy, scope, and value of sales research through the application of data mining and machine learning algorithms. By examining prior research, identifying opportunities for improvement, and assessing gaps that can benefit from machine learning, research and application are made more accessible for sales researchers and managers. Machine learning can address important sales research questions that cannot be answered with the same accuracy or efficiency as traditional research methods. This study demonstrates the benefits of the methods through an example of application to the prediction of salesforce performance based on behavioral, attitudinal, and demographic data. This includes future research ideas, usage cases, and applications where machine learning could advance sales research and management. Machine learning and predictive analytics methods have multiple applications, including in B2C and B2B market contexts and for companies and independent sales teams.

Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation

Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation

Marketing Mix Implementation to Increase Meeting Room Sales at The Jayakarta Lombok Beach Resort & Spa

Purpose: This research aims to determine the implementation of the marketing to the sales of meeting room in The Jayakarta Lombok Beach Resort & Spa. The problem outlined in this research is what strategy to do by the sales & marketing in increasing meeting room sales at The Jayakarta Lombok Beach Resort & Spa.
 Research methods: This research was conducted on the sales & marketing parties that is sales & marketing managers and sales executives at The Jayakarta Lombok Beach Resort & Spa. Analysis of the data used a qualitative descriptive analysis that elaborates information from the interviews and links with theories that support the discussion related to the marketing mix conducted by The Jayakarta Lombok Beach Resort & Spa.
 Results and discussion: The results obtained are the marketing mix strategy carried out at The Jayakarta Lombok Beach Resort & Spa, especially in the meeting section, which is quite good, but has a lack of promotion. The strategy implemented to increase sales are also quite effective.
 Implication: The development that can be done is to increase online and offline promotions and also keep communication between the sales team and consumers.
 
 Keywords: hotel, room sales, meeting room, marketing mix.

Linking Authentic Leadership to Transactive Memory System, Team Innovativeness, and Selling Performance: A Multilevel Investigation

In today’s complex selling environment, it is challenging for sales leaders to enhance the effectiveness of their sales teams. The aim of this study is to observe the impact of authentic leadership on salespersons’ internal and external behaviors under B2B selling context [i.e., transactive memory system (TMS), innovative work behavior, and customer-directed OCB] and their consequences in team selling performance. Respondents of our survey included salespersons and managers working in the sales departments of pharmaceutical companies. By using structural equation modeling, the dyad responses from 348 matched salespeople–managers were analyzed. The findings disclose that authentic leadership behavior has a stronger relationship with the TMS, innovative work behavior, and customer-directed OCB. Our results also indicate that innovative work behavior and customer-directed OCB are potentially mediated between authentic leadership and team selling performance relationship. The theoretical implication of these results for managerial practice is also discussed.