HR in Connection with Sales Staff Employment

2019 ◽  
pp. 655-683
Author(s):  
Howard Feiertag
Keyword(s):  
Sales Staff

Factors Influencing Real Estate Brokerage Sales Staff Performance

1990 ◽  
Vol 5 (2) ◽  
pp. 265-275 ◽  
Author(s):  
Michael Abelson ◽  
Michele Kacmar ◽  
Ellen Jackofsky
Keyword(s):  
Real Estate ◽  
Real Estate Brokerage ◽  
Staff Performance ◽  
Factors Influencing ◽  
Sales Staff

scholarly journals The perception of Islamic banking by the first national bank sales staff in the Kwazulu-Natal region of South Africa

2016 ◽  
Vol 11 (4) ◽  
pp. 50-60 ◽  
Author(s):  
Ismail Vahed ◽  
Muhammad Ehsanul Hoque
Keyword(s):  
Banking Industry ◽  
Cross Sectional Study ◽  
Sales Force ◽  
Jel Classification ◽  
Islamic Banking ◽  
Cross Sectional ◽  
Negative Perception ◽  
National Bank ◽  
Conventional Banks ◽  
Sales Staff

The objective of this study is to determine the perception and awareness of Islamic banking by a conventional banks sales force. This was a cross-sectional study conducted among 100 sales staff randomly selected to take part in the study. A self-administered anonymous questionnaire was used to collect the data using online system called QuestionPro. Results revealed that whilst the respondents did feel there was a need for Islamic banking, they also did feel that Islamic banking was more complicated than conventional banking. The study also revealed that there was an overall negative perception of Islamic banking which was primarily based on a lack of knowledge, awareness, and understanding. It is recommended that banks provide sufficient and effective training to their staff on all products and services so that any negative perception can be eliminated. This study can benefit organizations that are in the Islamic banking industry or looking at getting into the Islamic banking industry. Keywords: Islamic banking, conventional banking, knowledge, perception, training. JEL Classification: G21, D83

Book Review: Rebuilding the Sales Staff

1947 ◽  
Vol 12 (1) ◽  
pp. 133-135
Author(s):  
Frank H. Beach
Keyword(s):  
Sales Staff

A Study Of Attitude And Perceptions Of Pharmaceutical Value Chain Members Towards Consumer Promotions

Paradigm ◽  
2010 ◽  
Vol 14 (2) ◽  
pp. 45-55
Author(s):  
Shweta Srivastava ◽  
Anand Sharma
Keyword(s):  
Value Chain ◽  
Sales Promotion ◽  
Short Term ◽  
Close Relationship ◽  
Structural Variables ◽  
Promotion Strategies ◽  
Sales Staff

This study is an attempt to analyze the attitude of pharmaceutical value chain members towards sales promotion schemes. The researchers have studied the factors that managers/sales staff believe are important for the company to offer trade/consumer promotions. It has been observed that consumer promotions are focused on long term as well as short term goals. The study also revealed that there is a close relationship between sales promotion and the structural variables of the company. So it is recommended that companies should critically analyze its structural variables before formulating and implementing its sales promotion strategies. Collected data have been analyzed to extract as much as the underlying factors.

scholarly journals CABS: a conceptual model for context-aware B2B sales applications

2016 ◽  
Vol 10 (1) ◽  
pp. 50-66 ◽  
Author(s):  
Beth Rogers ◽  
Lillian Clark
Keyword(s):  
Conceptual Model ◽  
Mobile Applications ◽  
Value Added ◽  
Context Aware ◽  
Context Modeling ◽  
Application Development ◽  
Content Type ◽  
Joint Application ◽  
Mobile Context ◽  
Sales Staff

Purpose – This paper aims to propose a conceptual model that will guide development of mobile applications to support value-added business-to-business (B2B) sales activities. Design/methodology/approach – The paper reviews the concepts of context-aware applications and context-marketing, then examines B2B selling and the creation of value, utilizing Terho’s model of value-based selling, and presenting the potential role of context-aware B2B selling in creating value. Terho’s model is then combined with a taxonomy of context modeling to produce step-by-step a conceptual model for developing context-aware B2B sales applications (CABS). Findings – By mapping the context-aware application development taxonomy against each stage of Terho’s “value-based selling” model, the CABS model is proposed. This model provides a platform for the B2B salesforce, their customers and information technology (IT) staff to work together in developing requirements and prototypes for mobile B2B context-aware applications. Research limitations/implications – The CABS model would require empirical testing to assess its viability and suitability. This would initially be done via focus groups in targeted sales organizations. Practical implications – The CABS model could utilized by sales staff and their customers to develop requirements for mobile context-aware applications to support B2B activity. In addition, the CABS model could be utilized in joint application design processes to enable sales and IT staff to work together in developing prototype mobile applications. Originality/value – While context-aware applications are beginning to transform business-to-sale (B2C) sales activities, it is clear that B2B sales could also benefit from these types of applications, but little progress has been made in understanding or developing their potential. The CABS model enables B2B sales staff and their customers to recognize these benefits and facilitate working with IT staff in defining requirements and developing prototypes.

Everest sales staff learn at home-from-home

2015 ◽  
Vol 23 (4) ◽  
pp. 5-7
Keyword(s):  
Design Methodology ◽  
Training Center ◽  
Content Type ◽  
Home Improvement ◽  
Novel Design ◽  
Practical Implications ◽  
Sales Staff ◽  
At Home

Purpose – Describes how a home-improvement company that seeks to “rewrite the rule book in its sector” has opened a dedicated training center whose design replicates customers’ homes where most of its sales take place. Design/methodology/approach – Explains the reasons for the Everest Training Academy, the form it takes and the results it is helping to achieve. Findings – Reveals that the idea behind the training academy is to help the company’s sales people to feel comfortable about selling in people’s homes and to showcase other products than simply windows and doors. Practical implications – Explains that the academy is designed to ensure that staff are respected for their knowledge and professionalism, and feel good about themselves and the position they hold at Everest. Originality/value – Describes a novel design of training academy.

Competency identification of sales staff in the agricultural seed industry: Evidence from seed firms in China

2009 ◽  
Vol 37 (4) ◽  
pp. 513-524 ◽  
Author(s):  
Aimin Yan ◽  
Yulei Rao ◽  
Cuimeng Liao ◽  
Chao Gao
Keyword(s):  
Human Resource ◽  
Information Seeking ◽  
Resource Planning ◽  
Relationship Building ◽  
Achievement Orientation ◽  
The Sustainable Development ◽  
Self Confidence ◽  
Seed Industry ◽  
Competency Based ◽  
Sales Staff

Increasing competition and saturation of the Chinese seed market make competence of sales staff a critical human resource factor in the sustainable development of seed firms. The aim in this research was to help seed firms improve their marketing performance in terms of human resource management. By conducting behavioral-event interviews in 7 representative seed firms, 9 distinctive competencies of the sales staff were identified: Achievement Orientation, Information Seeking, Interpersonal Understanding, Impact and Influence, Relationship Building, Professional Knowledge, Self-Confidence, Teamwork, Visioning and Strategic Thinking. The model presents an empirical basis to guide the competency-based human resource planning of the sales staff in seed firms.

scholarly journals Radio Daze

2018 ◽  
Vol 14 (1) ◽  
pp. 17-22
Author(s):  
Henry B. Balfanz
Keyword(s):  
Technological Change ◽  
21St Century ◽  
Sales Staff

Radio has been a part of the American advertising landscape since the 1920s. Many threats to the industry have been thwarted by the strength and effectiveness of the medium. Prior to the deregulation of the industry in the 1990s and the technological change of the 21st century, there were literally hundreds of small entrepreneurs, owning one or two stations, spread across the country. This is the mythical story of Gus Rowekamp, who owns two stations in a midsize Midwestern market. He hangs on as an owner/operator, putting most of his focus on the efforts of his advertising sales staff.

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