Sales Force Management

Purpose This paper reviews the contributions of Harry Tosdal, a pioneer of sales and marketing management. It serves to puncture a variety of marketing myths and illuminate a completely neglected concept of the consumer. Design/methodology/approach This account is based on a close reading of Tosdal’s publications. Findings Tosdal articulated a highly nuanced interpretation of marketing management, market research and sales force management. Each of these elements was keyed into fostering goodwill between firm and customer. Perhaps most importantly, he provides a counterpoint to the idea that the consumer is sovereign in the marketplace. Instead, he makes a case that the ontology of the market is riven by compromise. Originality/value This paper highlights the concept of the compromising consumer. Arguably, this is a much more empirically realistic conception of the agency we possess in the marketplace than the idea that we move markets in ways absolutely consistent with our desires.

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Luxury Sales Force Management

10.1057/9781137347442 ◽

2014 ◽

Cited By ~ 3

Author(s):

Michaela Merk

Keyword(s):

Sales Force ◽

Sales Force Management

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Book Review: Sales Force Management

Journal of Marketing ◽

10.1177/002224297003400321 ◽

1970 ◽

Vol 34 (3) ◽

pp. 98-99

Author(s):

Robert P. Brody

Keyword(s):

Sales Force ◽

Sales Force Management

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Book Review: Readings in Sales Force Management

Journal of Marketing ◽

10.1177/002224297103500124 ◽

1971 ◽

Vol 35 (1) ◽

pp. 107-107

Author(s):

Clyde E. Harris

Keyword(s):

Sales Force ◽

Sales Force Management

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Sales Force Management

10.4324/9780203076927 ◽

2013 ◽

Cited By ~ 19

Author(s):

Mark W. Johnston ◽

Greg W. Marshall

Keyword(s):

Sales Force ◽

Sales Force Management

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Perancangan Aplikasi GEO-Location Sharing Dengan Location Based Service Pada Sistem Operasi Android

Teknika ◽

10.34148/teknika.v3i1.16 ◽

2014 ◽

Vol 3 (1) ◽

pp. 11-19

Author(s):

Kathryn Widhiyanti ◽

Anggya N.D. Soetarmono

Keyword(s):

Global Positioning System ◽

Web Server ◽

Sales Force ◽

Positioning System ◽

Location Based Service ◽

Sales Force Management ◽

Location Sharing ◽

Global Positioning

Jurnal berikut menyajikan implementasi dari Global Positioning System (GPS) dan Google Cloud Messaging (GCM) pada Sistem Sales Force Management (SFM). Global Positioning System(GPS) yang selama ini digunakan sebagai penunjuk arah, dapat diterapkan untuk sebuah perusahaan dalam melakukan pelacakan pekerja lapanganannya. Koordinat GPS dapat menjadi media informasi yang mudah diakses dan cukup akurat dalam penggunaannya. Dalam tugas akhir ini diterapkan penggunaan GPS dalam sistem absensi kunjungan salesman ke toko. GPS diimplementasikan didalam program Android dengan menggunakan PHP sebagai Back-End Server. Penyampaian informasi dan notifikasi secara cepat dan tepat dibutuhkan dalam komunikasi antara Android dan PHP, maka dalam pengembangannya dibutuhkan Google Cloud Messaging(GCM) yang menjadi jembatan komunikasi antara Client dan Web Server. Integrasi antara Android dan PHP sendiri dapat menjadi sebuah pengembangan teknologi yang baik dalam penggunaanya, dimana keduanya mendukung pertukaran informasi secara cepat melalui internet.

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The mediator role of sales force management capability on the relation between market orientation and financial performance

Teoria e Prática em Administração ◽

10.21714/2238-104x2020v10i1-49935 ◽

2020 ◽

Vol 10 (1) ◽

pp. 71-83

Author(s):

Graziela Perretto Rodrigues ◽

Cecília Souto Maior de Brito ◽

Renata Bárbara Moreno ◽

Ana Maria Machado Toaldo ◽

Paulo Henrique Muller Prado ◽

...

Keyword(s):

Financial Performance ◽

Market Orientation ◽

Talent Management ◽

Sales Force ◽

Market Information ◽

Improve Performance ◽

Sales Force Management ◽

Marketing Managers ◽

Management Capability ◽

Customer Targeting

Purpose: This study demonstrates that sales force management capability (SFMC) is a driver to financial performance when influenced by marketing orientation. Wherefore, the researchers explore how each SFMC ́s dimension (salesforce structuring, talent management, and customer targeting) contributes on the relation between MO and financial performance. Methodology: A survey (n=223) was applied in Information and Communication Technology (ICT) companies in Brazil. Structural equation modeling allowed us to understand how the sales management forces capability ́s dimensions influence the relation between market orientation and financial performance intensity. Findings: It is demonstrated that MO influences the three SFMC capability dimensions (salesforce structuring, talent management, and customer targeting), mainly customer targeting and talent management. Furthermore, it is shown that the relation between MO and financial performance is mediated by SFMC capability. Theoretical contributions: This study contributes to the marketing literature by showing that MO may be applied jointly to SFMC in order to improve performance. Furthermore, it is demonstrated that SFMC to enhance financial performance. Consequently, this study promotes a better understanding of the process in which MO may be related to SFMC, and how each specific dimension of SFMC influences financial performance. Practical contributions: Marketing managers and sales managers should sharing information about the market to achieve better financial results and competitive advantage. Also, practitioners should use market information strategically to segmenting and positioning sales force. In addition to customers, competitors, and environmental forces, petitioners should make an effort to manage their organizational resources better. Firms should use market information to improve performance and engage marketing managers to support sales investment.

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