Successful Sales Research Articles

Understanding Millennial relationships and consumption of no and low alcohol beer brands

Purpose: The purpose of the study is to determine the influence of brand image on brand relationships (brand satisfaction, brand trust and brand attachment), and the impact of these relationships on the current and future consumption of millennial consumers’ no and low alcohol (NoLo) beer brands. It also explored the moderating role of traditional word of mouth (WOM) and electronic word of mouth (eWOM) on the relationship between current and future consumption.Design/methodology/approach: The study sample included 439 millennials from Gauteng, South Africa, who actively purchase and consume NoLo beer. Structural equation modelling (SEM) was used to test the proposed hypotheses. A descriptive research design and non-probability sampling method were utilised, with reliability validated prior to SEM. Structural equation modelling examined both direct and indirect effects.Findings/results: Findings show NoLo beer aligns with millennials’ values and strengthens their identities, making them feel unique and accepted. Most hypotheses were accepted, except H4. Millennials may view NoLo beer as a functional product, trusting it without emotional attachment. Their attachment may not lead to current consumption but instead, it leads to future consumption as they await stronger brand identities or better products.Practical implications: The study offers NoLo beer sellers valuable guidelines to better understand and anticipate the consumption behaviour of South African millennials.Originality/value: This study provides insights into the structural properties linking the brand image with the current and future consumption of NoLo beer among millennials. Understanding this growing market segment is crucial for successful sales.

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

A Study on Comparison of Quality Perceptions of Contractors and Customers in Flat-For-Land Projects

Quality is a subjective concept, varying from person to person, shaped by the extent to which individuals' expectationsof a product or service are met. In Turkey, the majority of residential properties are constructed through flat-for-landprojects. To ensure successful sales, contractors in such projects must determine customer expectations beforestarting construction. In other words, there should be a common quality perception between the contractor and thecustomer. This study aims to reveal whether there is an alignment between the quality perceptions of contractorsand customers who purchase residential properties. Within this scope, semi-structured interviews were conductedwith two different participant groups consisting of 9 contractors and 14 customers. Participants were asked to definea quality residence and specify the features that make a residence high quality. Through the interviews, six mainthemes and 18 sub-themes shaping participants' quality perceptions were identified. As a result, it was concluded thatthe themes of "Architectural Design," "Materials," and "Structural Stability" were common in the quality perceptionsof both groups.

Komunikasi Verbal dan Nonverbal Dalam Penjualan Produk Dana Usaha Organisasi Mahasiswa Fakultas Ilmu Administrasi Universitas Brawijaya

This research discusses the role of verbal and nonverbal communication in selling student organization's danus products. Student organizations often hold danus sales activities to raise funds. The success of the danus sales depends on the sellers' ability to communicate with potential buyers. This study aims to identify the role of verbal and nonverbal communication in achieving successful sales of business funds by student organizations. The research method applied was qualitative, with data collection techniques involving observation and interviews. The results showed that verbal and nonverbal communication played an important role in the process of selling business fund products by student organizations of the Faculty of Administrative Sciences. Verbal communication becomes the main means to explain product features in detail, offer the benefits that the product has, and provide clear and informative responses to buyers' questions. Meanwhile, nonverbal communication, through friendly facial expressions, eye contact, and body movements that show confidence, plays a role in reinforcing messages and building positive relationships with buyers.

A STUDY ON CASH MANAGEMENT

The project titled “A Study on cash management” for deals with the movement of money into or out of a business, project, or financial product. It is usually measured during a specified, finite period of time. The need for Cash to run the day-to-day business activities cannot be overemphasized. One can hardly find a business firm, which does not require any amount of Cash. Indeed, firms differ in their requirements of the Cash. A firm should aim at maximizing the wealth of its shareholders. In its endeavor to do so, a firm should earn sufficient return from its operation. Earning a steady amount of profit requires successful sales activity. The firm has to invest enough funds in current asset for generating sales. Current asset are needed because sales do not convert into cash instantaneously. There is always an operating cycle involved in the conversion of sales into cash. The objectives are to analyze the Cash management and to determine efficiency in cash, inventories, debtors and creditors.

A STUDY ON THE PERCEPTION OF STUDENTS IN HIGHER EDUCATION INSTITUTIONS TOWARDS PERSONAL SELLING AS A CAREER

This study pursues as in depth and empirical exploration of student attitudes and perceptions of Future employment in sales at higher education institutes through regression analysis using multiple variables. Through the combination of attributes that defines successful sales professionals. Example: communication intellect, Emotional Intelligence, resilience and strategic perspective; the research intends to uncover multitude of factors of career that are behind the students, view of selling as an attractive career choice. We critically analyzed the empirical data of cross-sectional study of the students with varied backgrounds to explain the complex relationship between personal traits societal influences and career choices. This study serves several key actors including students, recruiters and industry stakeholders. The study’s results are envisaged to contribute to the Development of tailored programs and activities, which should lead to a more advanced imagination of the sales profession as a career choice and improved personnel recruitment and retention within sales industry.

The contingent effects of innovative digital sales technologies on B2B firms’ financial performance

Business-to-business (B2B) firms make large investments to implement innovative digital sales technology (IDST) in the hope of increasing firm performance. While marketing research generally indicates that these investments should pay off, recent experiences from managerial practice suggest that such beneficial payoffs may not necessarily arise. To examine the effects of implementing IDSTs on B2B firm performance, we differentiate between customer-sensing and customer-linking IDSTs: while customer-sensing IDST has the primary purpose of identifying new sales opportunities (e.g., predictive analytics) early within the B2B sales funnel, the purpose of customer-linking IDST (e.g., augmented reality application) is to close sales opportunities. The results of a multi-data study involving 314 B2B firms confirm that implementing customer-sensing and customer-linking IDST can exhibit a complementary, positive effect on firm profit, but this effect strongly varies with the sales task environment in terms of firms’ offering and demand complexity. In unfavorable conditions, extensive digitalization in B2B sales can even harm firm profit. These findings contribute to sales technology research and the literature on marketing capabilities and guide managers on how to ensure successful sales digitalization.

Exploring the communication strategies in baby food supply: Differences between online and retail sales of baby milk

ABSTRACT The aim of this paper is to evaluate the variety and depth of the infant formula of milk products (IMP) assortment within the category of baby food comparing two different distribution channels. The marketing mix variables and communication strategies of 3066 references of IMP portfolio were collected directly in-store of large retail chain in the North-West of Italy and on the websites of the major baby food producers. Differences in the assortment composition were determined by considering two product lines, powdered and reconstituted milk (liquid), as well as considering milk categories according to their specialties, origin, packaging, and claims communicated on the product packaging. The results show heterogeneity in the assortment composition of IMP between the two considered channels, which differ in terms of product types and prices. The online channel focuses mainly on satisfying specific consumer needs through the offer of high value-added products. The IMP’ assortment planning is oriented to the exaltation of product nutritional value and safety, to the detriment of quality certifications and product’s origin communication. This research provides concrete tools to managers to improve the IMP planning and communication strategies for a successful sales policy.

Framing offer-related actions as assistance at jewelry stores in Japan

While most of the studies on assistance in talk-in-interaction from the conversation analytic perspective presuppose that the actor who receives assistance already has or is expected to have problems, issues, needs, or demands, assistance can be offered without the expression or existence of plausible expectations of problems, issues, needs, or demands. Using the methodology of conversation analysis, this study explores how service providers frame their offer-related actions as assistance without the customer’s expression of concrete needs or demands or their expected emergence by analyzing the sequences in which salespersons offered customers to try the jewelry. The results of the analysis show that salespersons were motivated to execute pull-based offer-related actions in which assistance is provided in response to the expression or anticipation of customer needs, as they could lead to successful sales outcomes. Salespersons employed various techniques to frame their offer-related actions as assistance.

Chain of Title of a Film or Other Audiovisual Work

The purpose of the article is to determine the place and importance of Chain of Title of a film or other audiovisual work, which is the basis of the successful sale of film industry products. The role of Chain of Title for film producers is imputed by film distributors, sales representatives and broadcasting organizations. The importance of proper and prompt formalization of business relationship between the industry product creators – which are the intellectual property rights holders, and the film producers is fundamental to the possibility the producer to generate revenue and profit from the film that will recoup the investment made, and also to provide rights holders with additional remuneration. In the Republic of Bulgaria, for the producers of films and other audiovisual works, the issue Chain of Title is still not fully clarified and the article focuses on the process of presenting this essential information from the point of view of the current regulations in the field, the requirements of distributors, broadcasters, and to present the author’s experience in obtaining the Chain of Title process. The methodology used, allows to present accessible and practical information, both for professionals in the field of the film industry, as well as for teachers and students.

To buy or not to buy? The impulse buying dilemma in livestream shopping

AbstractLivestream shopping can potentially contribute to impulse buying because this format's immediacy and interactive nature may induce viewers to make unplanned purchases. As a relatively new concept, livestream shopping is still being explored by retailers and consumers alike. Given its rapid rise in recent years, understanding this phenomenon and its potential is crucial. We applied a two‐study strategy to understand the influencer and environmental characteristics that may affect users' impulse‐buying behavior, adopting a stimulus–organism–response framework in both studies. We applied a partial least squares structural equation model to the gathered data (671 questionnaires), revealing that perceived usefulness influences impulse buying more than perceived enjoyment. This difference is more vivid for more experienced livestream shoppers, who tend to value perceived usefulness under the influence of streamer characteristics. With a qualitative approach, the second study evaluated the performance of a top‐streaming influencer in China to determine whether the survey's most influential variables were adopted during the most successful sale ever. Our findings suggest that endorser style and promotion strategies (scarcity and sales promotions) affect consumer behavior. This study thus provides firms with insights into effectively influencing consumers' impulse‐buying behavior in livestreaming commerce.

Methodological aspects of the organization of the sales management system in the company

At the present stage of development of the market economy, organizations have to work in a tough competitive mode and in conditions of active introduction of innovative technologies. Effective sales management of the company contributes to the implementation of marketing goals of modern business structures. Due to the fact that the company’s entry into the market requires an instant response to consumer requests, an individual approach to projects and, very often, the fulfillment of orders in a fairly short time, the development of a set of methods for managing the company’s sales is an urgent topic in modern market conditions. The company’s sales management is a complex and multi7stage process aimed at ensuring stable income and high profits through the implementation of a competent and adequate sales management system. The ambiguity of the practical development of the methodological foundations of the company’s sales management lies in the absence of a unified approach, due to the fact that for one manager effective sales management consists in motivating employees responsible for the sale of products or services, other managers tend to the position that successful sales can be built by conducting purposeful work with sales channels, the third category of managers puts emphasis on to implement mechanisms for automating relationships with their partners.

Architecture of effectiveness of use of assets of an agricultural organization of fishery complex

This article outlines the economic essence of current assets, reveals their concept, examines the sources of formation and indicators characterizing the efficiency of using the assets of a business entity. Effective use of current assets in the fishery complex is a key factor for the successful sale and production of agricultural products. The optimal distribution and size of current assets play an important role in ensuring a continuous circulation process. The organizational and economic characteristics of an agricultural organization engaged in agriculture allow us to more deeply study the structure and dynamics of its assets, as well as evaluate the effectiveness of their use. To increase the rationality of the sale of current assets, it is proposed to develop recommendations that will help optimize their use. Suggested recommendations may include improving inventory management, optimizing the procurement and sales process, and the use of financial resources. Working capital of the fishery complex is the most liquid assets, which participate in the production cycle only once and are immediately taken into account in the cost price. This means that the effective use of working capital directly affects the financial results of the organization of agriculture and the fishery complex. Proper management of these assets can reduce costs, increase profitability and ensure sustainable development of the fisheries sector.

판매 성공 상황에서 판매원의 판매 참여 행위가 고객지향성에 미치는 영향

판매 성공 상황에서 판매원의 판매 참여 행위가 고객지향성에 미치는 영향

Models of the enterprise entering the foreign market

The paper identifies the existing methods of enterprises' entry into foreign markets, presents the main motives that guide enterprises when making decisions to expand sales channels outside the territory of Ukraine (maximizing profits and ensuring long-term successful sales), as well as possible demotivating aspects related to the specifics of foreign markets (high costs of modifying products to meet the requirements of the foreign market, difficulty in entering it). In addition, the main ways for an enterprise to enter foreign markets are characterized (exports - direct and indirect; joint venture activities - licensing, production and management under contract, joint ventures, direct investment). The author analyzes the strengths and weaknesses of each of the main methods and proposes a general approach to the choice of the most optimal method by an enterprise in the context of the specifics of a particular business entity. This paper contains concrete practical recommendations for enterprises, the element of strategic development of that is going into a foreign market. In the paper a deep study of theoretical base and analysis of practical side of exit of enterprise are undertaken to the foreign market that gives an opportunity to define problem moments and guests of question of this process. This work contains a scientific novelty and practical meaningfulness.

Impact of targeted subsidies on access to resilient sanitation for climate-vulnerable households in rural Cambodia

Abstract Access to safe sanitation is a basic requirement for human well-being and is critical for protecting public health and preventing environmental contamination at the community level. The increasing global risk of climate-related disasters exacerbates the likelihood of traditional sanitation solutions failing and exposing communities to harmful pathogens. This risk is ubiquitous in Cambodia's flood-prone Tonle Sap Lake region, which has some of the lowest rates of sanitation coverage in the country. This study sought to design and test a targeted mechanism in the region to deliver sanitation subsidies to households in a vulnerable position due to climate and socioeconomic characteristics. Subsidy eligibility was evaluated using the poverty probability index for Cambodia, with thresholds set according to households' individual and community-level climate vulnerability. In a randomized controlled trial, offering subsidies increased the likelihood of successful sales conversions for climate-resilient latrine products among targeted households by 32 percentage points, indicating effectiveness for increasing market-based sanitation uptake. The research did not find evidence of widespread or sustained market distortion due to the subsidy program.

Administration and leadership applied to sales techniques

This article addresses the intersection between administration, leadership and sales techniques in the contemporary business context. As organizations seek to improve their performance in a highly competitive marketplace, the need arises to integrate effective leadership strategies with strong sales management approaches. This study examines how efficient management can directly impact the development and execution of successful sales techniques, and how inspiring leadership can motivate and guide sales teams toward achieving goals. The main management and leadership theories in the context of sales are explored, as well as practical examples of their implementation in leading companies in the sector. Through a comprehensive analysis, the synergies and challenges inherent in this convergence are highlighted, and best practices for optimizing sales team management through a strong leadership approach are identified. This article highlights the importance of a strategic combination of management and leadership in achieving outstanding sales results, thereby contributing to sustainable growth and organizational success.

ВЫЯВЛЕНИЕ СВЯЗИ ИНДИВИДУАЛЬНО-ЛИЧНОСТНЫХ ОСОБЕННОСТЕЙ МЕНЕДЖЕРОВ ПО ПРОДАЖАМ С ЭФФЕКТИВНОСТЬЮ ПРОФЕССИОНАЛЬНОЙ ДЕЯТЕЛЬНОСТИ

The article is devoted to the study of personal characteristics of sales managers and their impact on the level of professional success. 
 A successful sales manager is the one that company executives are “hunting” for. He is offered a job on the most favorable terms for him. Due to the fact that: effectively leads the client through the sales funnel — from the first touch to the closing of the transaction; sells with minimal discounts or without them at all; launches word of mouth and motivates the client to bring new customers; gets pleasure from work; and after each sale, it strives to get even more customers, profits and drive.
 The article examines the criteria and individual personal characteristics of managers and their relationship with the effectiveness of professional activity in sales. 
 Using the MBTI personality type testing methods and the I.D. Weisband test, the analysis of the sales managers’ abilities to motivate customers to purchase, taking into account their type of character, as well as the manager’s ability to justify the benefits of the purchase for the client based on his profile activities, was carried out. 
 The authors studied and formed the requirements of employers for sales managers, selected the necessary materials and testing methods, and also formed a model for selecting a sales manager based on the personality structure. Based on the data obtained, the positive impact of using a typological model of the personality structure in solving tasks for the selection of sales managers was revealed.

Market SWOT Analysis on L’OrÉAl Beauty Company

The introduction of the novel coronavirus pandemic as well as the transition to the digital era have altered the sales market model. L’Oréal, the pioneer of beauty industry excellent its development despite the external interference. In this study, a SWOT analysis is employed to analysis the company’s current market situation, by identifying the strengths, weaknesses, opportunities, and threats of L’Oréal. In each dimension of the SWOT model, an in-depth investigation is conducted, and a corresponding suggestion is put forward. The study focuses on how to enhance strengths, avoid weaknesses, create opportunities, and face threats. Through this analysis, the core competencies of L’Oréal are recognized, and a comprehensive overview of the competitive landscape is drawn. Understanding these core competencies and the competitive landscape will be essential for a successful sales market model in the future. This study aims to have a thorough understanding of the beauty market where L’Oréal thrived in and provide market suggestions for those who want to learn about the domain.

부동산 집합투자기구의 자산 매각시점에 영향을 미치는 요인분석

This study analyzed the factors affecting the successful sale of real estate by private equity funds. In particular, it was examined through a comparison between the group in which the real estate, which is an operating property, was successfully sold and the group that was not. Previous previous studies focused on the correlation between major economic indicators and the return of real estate funds for the entire duration of real estate funds. However, this study is meaningful in that it attempted to analyze the rate of change in major economic indicators during the actual sale period. As a result of the analysis, it was significantly confirmed that the successful sale of private equity funds was a negative relationship with the level of corporate bond issuance rates, and a negative relationship with the increase in the industrial production index and the bank loan delinquency rate. On the other hand, the housing sales index in Seoul was limited, but it was confirmed that it was a positive relationship. Through this relationship analysis, collective investment businesses that operate private equity real estate funds can devise a timing of sale that can maximize sales profits. In addition, investors are expected to be meaningful to stakeholders, such as being able to use it as a decision-making indicator for the timing of the sale of property by real estate funds.