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Sales: Articles, Research, & Case Studies on Sales
by Doug J. Chung and Das Narayandas. This study of different sales quotas and their effect on sales performance at a major retail chain in Sweden finds that changing from a monthly to a daily quota plan increases performance mainly for low-performing salespeople. 06 Dec 2016. Working Paper Summaries.
(PDF) The impact of the Marketing/Sales relationship and effect on
The impact of the Marketing/Sales relationship and effect on Business performance. Christopher R. Steger. Saint Leo University. MBA 525. Dr. Diane Monahan. June 16, 2019. Graduate Studies in ...
The sales-marketing interface: A systematic literature review and
The three members of the research team, all with extensive knowledge of the SMI domain, reviewed and coded all 73 articles' firm size, products or services foci, geographical scope, theoretical grounding, methodology, and topical focus of the paper (see Table 1).We selected these article attributes because they are the key characteristics that (a) vary across SMI studies and therefore offer an ...
(PDF) Advancing Sales Performance Research: A Focus on Five
Abstract and Figures. This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized ...
The impact of online sales on consumers and firms. Evidence from
In this paper we estimate a differentiated products demand model to ask three questions regarding the introduction of e-commerce. First, we ask whether the online distribution channel has increased total sales, or only diverted sales from traditional channels. We find that there is a market expansion effect but also a considerable sales diversion.
Hiring for sales success: The emerging importance of salesperson
Despite these conceptual and operational challenges, sales skills research has progressed. In reviewing relevant research from the recent decade (Table 1), we make four observations.First, even while selling migrates to virtual platforms, interest in communication skills remains widely studied at an overall macro-level (Plouffe et al., 2009) and a more micro-level through inquiries into ...
Data-driven decision making via sales analytics ...
The business world changes rapidly, and organizations must be able to help there sales teams adapt to these changes. Sales managers need the availability to quickly access published research to gain insights into best practices and solid methodology to deal with their daily challenges (Sales Education Foundation 2020).With the recent upheaval of industry due to the COVID-19 pandemic, the ...
The state of selling & sales management research: a review and future
With countless papers on the various sales-centric topics that have been authored, there are still massive gaps in the literature that require deeper examination. Therefore, the purpose of this paper is to review several areas of professional selling and sales management research and provide avenues ripe for future investigation.
Research Priorities in Sales Strategy and Performance
SIG conferences as well as the Call for Papers for this JPSSM Special Issue (Marshall and Michaels 2000). In this spirit, our purpose is to identify a set of research issues and questions concerning strategic aspects of the sales function. We make no pretense of providing an exhaustive compendium of academic research issues in sales strategy.
An exploration of sales forecasting: sales manager and salesperson
An important component of making critical decisions is the ability to accurately predict future performance. This is essential for the sales function of a business, as so many factors hinge on the sales forecast. Accordingly, quantitative data should build projections based on sound data analysis. This study identifies how sales professionals (both sales managers and salespeople) are achieving ...
Transforming Selling: Why It Is Time to Think Differently About Sales
Transforming Selling: Why It Is Time to Think Differently About Sales Research. December 2012. Journal of Personal Selling and Sales Management 32 (1):9-14. DOI: 10.2753/PSS0885-3134320102 ...
The use of social media in the B2B sales process: a meta synthesis
Codify the characteristics of the selected research papers and identify insights: Research paper detailed reading to tabulate the information and insights: Data organization and the elaboration of a table with coding: 5 Case-specific level analysis: Identification and analysis of variables: social media and sales process
Salesperson communication effectiveness in a digital sales interaction
2. Digital sales interactions (DSIs) Exchange is a foundational concept in marketing —it has been described as "the crux of marketing" (Kotler & Levy, 1969, p.57) and as "a fundamental framework for viewing marketing" (Bagozzi, 1974, p. 77).The exchange system refers to "sets (of parties) in which interactions occur which serve to define the boundaries of the set" (Alderson ...
A Comparative Analysis of Weekly Sales Forecasting Using ...
However, estimating future sales demand is an important and challenging task for any retailer store. In this paper, we use regression techniques to tackle such type of challenging task. Further, we investigate, evaluate, explore the merits and demerits of different regression-based forecasting techniques to predict weekly sales of a store.
(PDF) Sales Promotions
There are two types of data critical for modeling sales promotions: sales and causal. promotional data. The data sales data available for modeling promotions cover thre e types: 1) point-of-sale ...
Time-series forecasting of seasonal items sales using machine learning
In this research, a dataset is investigated which has the information of a retail store sales from 2014 to the end of 2017. The products of this dataset belong to three different categories including office supplies, technology, and furniture. Among these three items, the products of furniture category are chosen to forecast their future sales.
Data on online shopping and in-store sales as ...
As the 2023 holiday shopping season begins, Pew Research Center wanted to find out just how significant online sales are as a share of total retail sales in the United States. The primary keeper of such data is the U.S. Census Bureau, which, since 2000, has produced a quarterly report on "retail e-commerce sales."
Artificial intelligence in marketing: A systematic literature review
According to previous research "When technology works on a personal level, it creates an endearing bond with the users, when marketers tap into such a bond, the potential for customer value creation is enormous" (Kumar et al., 2019, p. 137).Advanced and innovative AI-powered marketing solutions can rapidly adapt to the changing needs of businesses and come up with communications and ...
Full article: A survey on retail sales forecasting and prediction in
This survey paper presents state-of-the-art methods in the sales forecasting research with a focus on fashion and new product forecasting. This study also reviews different strategies to the predictive value of user-generated content and search queries. Keywords: manufacturing. data mining.
4385 PDFs
Explore the latest full-text research PDFs, articles, conference papers, preprints and more on SALES PROMOTION. Find methods information, sources, references or conduct a literature review on ...
PDF Sales Analysis and Prediction Dashboard Using Power Bi
In this paper, the aim is to obtain relevant results for predicting future sales or company requirements through strategies such as Clustering Models and sales forecasting measures. The strength of algorithmic methods is measured and used appropriately in further research. 4. îIntelligent Sales Prediction Using Machine Learning Techniques
iPhone sales are plunging. Here's why
Apple's smartphone sales tumbled a stunning 10% last quarter, according to market research firm IDC. The main cause: iPhone sales in China fell sharply. The company has lost momentum in China as ...
Research priorities in sales strategy and performance
Abstract. A set of research issues and questions concerning strategic aspects of the sales function is developed, using as a framework the following "best practices" from industry identified by ...
(PDF) MACHINE LEARNING-BASED SALES FORECASTING SYSTEM
Abstract. Sales forecasting aims to predict future demand for sales figures, reserve the number of products, and perform marketing strategies based on the forecasting results. An accurate and ...
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by Doug J. Chung and Das Narayandas. This study of different sales quotas and their effect on sales performance at a major retail chain in Sweden finds that changing from a monthly to a daily quota plan increases performance mainly for low-performing salespeople. 06 Dec 2016. Working Paper Summaries.
The impact of the Marketing/Sales relationship and effect on Business performance. Christopher R. Steger. Saint Leo University. MBA 525. Dr. Diane Monahan. June 16, 2019. Graduate Studies in ...
The three members of the research team, all with extensive knowledge of the SMI domain, reviewed and coded all 73 articles' firm size, products or services foci, geographical scope, theoretical grounding, methodology, and topical focus of the paper (see Table 1).We selected these article attributes because they are the key characteristics that (a) vary across SMI studies and therefore offer an ...
Abstract and Figures. This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized ...
In this paper we estimate a differentiated products demand model to ask three questions regarding the introduction of e-commerce. First, we ask whether the online distribution channel has increased total sales, or only diverted sales from traditional channels. We find that there is a market expansion effect but also a considerable sales diversion.
Despite these conceptual and operational challenges, sales skills research has progressed. In reviewing relevant research from the recent decade (Table 1), we make four observations.First, even while selling migrates to virtual platforms, interest in communication skills remains widely studied at an overall macro-level (Plouffe et al., 2009) and a more micro-level through inquiries into ...
The business world changes rapidly, and organizations must be able to help there sales teams adapt to these changes. Sales managers need the availability to quickly access published research to gain insights into best practices and solid methodology to deal with their daily challenges (Sales Education Foundation 2020).With the recent upheaval of industry due to the COVID-19 pandemic, the ...
With countless papers on the various sales-centric topics that have been authored, there are still massive gaps in the literature that require deeper examination. Therefore, the purpose of this paper is to review several areas of professional selling and sales management research and provide avenues ripe for future investigation.
SIG conferences as well as the Call for Papers for this JPSSM Special Issue (Marshall and Michaels 2000). In this spirit, our purpose is to identify a set of research issues and questions concerning strategic aspects of the sales function. We make no pretense of providing an exhaustive compendium of academic research issues in sales strategy.
An important component of making critical decisions is the ability to accurately predict future performance. This is essential for the sales function of a business, as so many factors hinge on the sales forecast. Accordingly, quantitative data should build projections based on sound data analysis. This study identifies how sales professionals (both sales managers and salespeople) are achieving ...
Transforming Selling: Why It Is Time to Think Differently About Sales Research. December 2012. Journal of Personal Selling and Sales Management 32 (1):9-14. DOI: 10.2753/PSS0885-3134320102 ...
Codify the characteristics of the selected research papers and identify insights: Research paper detailed reading to tabulate the information and insights: Data organization and the elaboration of a table with coding: 5 Case-specific level analysis: Identification and analysis of variables: social media and sales process
2. Digital sales interactions (DSIs) Exchange is a foundational concept in marketing —it has been described as "the crux of marketing" (Kotler & Levy, 1969, p.57) and as "a fundamental framework for viewing marketing" (Bagozzi, 1974, p. 77).The exchange system refers to "sets (of parties) in which interactions occur which serve to define the boundaries of the set" (Alderson ...
However, estimating future sales demand is an important and challenging task for any retailer store. In this paper, we use regression techniques to tackle such type of challenging task. Further, we investigate, evaluate, explore the merits and demerits of different regression-based forecasting techniques to predict weekly sales of a store.
There are two types of data critical for modeling sales promotions: sales and causal. promotional data. The data sales data available for modeling promotions cover thre e types: 1) point-of-sale ...
In this research, a dataset is investigated which has the information of a retail store sales from 2014 to the end of 2017. The products of this dataset belong to three different categories including office supplies, technology, and furniture. Among these three items, the products of furniture category are chosen to forecast their future sales.
As the 2023 holiday shopping season begins, Pew Research Center wanted to find out just how significant online sales are as a share of total retail sales in the United States. The primary keeper of such data is the U.S. Census Bureau, which, since 2000, has produced a quarterly report on "retail e-commerce sales."
According to previous research "When technology works on a personal level, it creates an endearing bond with the users, when marketers tap into such a bond, the potential for customer value creation is enormous" (Kumar et al., 2019, p. 137).Advanced and innovative AI-powered marketing solutions can rapidly adapt to the changing needs of businesses and come up with communications and ...
This survey paper presents state-of-the-art methods in the sales forecasting research with a focus on fashion and new product forecasting. This study also reviews different strategies to the predictive value of user-generated content and search queries. Keywords: manufacturing. data mining.
Explore the latest full-text research PDFs, articles, conference papers, preprints and more on SALES PROMOTION. Find methods information, sources, references or conduct a literature review on ...
In this paper, the aim is to obtain relevant results for predicting future sales or company requirements through strategies such as Clustering Models and sales forecasting measures. The strength of algorithmic methods is measured and used appropriately in further research. 4. îIntelligent Sales Prediction Using Machine Learning Techniques
Apple's smartphone sales tumbled a stunning 10% last quarter, according to market research firm IDC. The main cause: iPhone sales in China fell sharply. The company has lost momentum in China as ...
Abstract. A set of research issues and questions concerning strategic aspects of the sales function is developed, using as a framework the following "best practices" from industry identified by ...
Abstract. Sales forecasting aims to predict future demand for sales figures, reserve the number of products, and perform marketing strategies based on the forecasting results. An accurate and ...