scholarly journals SALES-MANAGEMENT AS А ONE OF THE KEY DIRECTIONS OF MODERN ORGANIZATION MANAGEMENT

2021 ◽  
Vol 2021 (1) ◽  
pp. 43-57
Author(s):  
Yu. Matvieieva ◽  
Yu. Opanasiuk ◽  
T. Bondar ◽  
D. Petrenko
Keyword(s):  
Business Processes ◽  
System Analysis ◽  
Sales Management ◽  
Sales Manager ◽  
Analytical Control ◽  
Sales Managers ◽  
Effective Work ◽  
Sales Professionals ◽  
Goods And Services ◽  
Line Manager

Today the sale of goods and services is one of the most popular and relevant activities in the world. In this context, scientists and practitioners study the skills, abilities and competencies of specialists in this field. In companies working in the field of sales of goods and services, special attention is paid to the development of a motivational system for sales managers in order to increase their productivity. The theoretical and scientific and methodological approaches to improving the management system of a company operating in the field of sales have been investigated in the paper. The main directions and types of sales have been determined, the modern tools of effective sales have been revealed taking into account the experience of one of the leading companies in the field of sales. Also, the special attention is paid to the business characteristics and personal qualities of a successful sales manager. The business processes for the incoming line manager have been described as an algorithm. The processes of management of sales departments of enterprises have been studied on the basis of the use of system analysis. An approach to determining the efficiency of sales managers has been proposed, on the basis of which the formation of an annual matrix of sales managers' efficiency has been envisaged. The main reasons for the loss of quality requests and orders have been identified. The approach to personnel management of trade enterprises has been offered and the necessity of conducting analytical control of sales, management of interconnected processes as a single stream for effective work have been substantiated. The directions of increase of efficiency of work of sales department, by reduction of time for processing of inquiries, introduction of administrative actions have been defined. The possibility of increasing the company's income by increasing the quality of work of each employee of the sales department has been identified. A system of motivation for sales professionals according to their levels has been proposed: financial motivation (I level), financial and non-financial motivation (II level), promotion of sales managers (III level), providing creative freedom in work and the ability to make decisions in company management ( IV level). In turn, the motivation package should take into account the level of rejection of the order for each manager. At the same time the directions of sales should be taken into account: B2B sales, B2D sales, B2C sales, D2C sales.

Examining the use of sales force management practices

2017 ◽  
Vol 32 (7) ◽  
pp. 974-986 ◽  
Author(s):  
David A. Reid ◽  
Richard E. Plank ◽  
Robert M. Peterson ◽  
Gregory A. Rich
Keyword(s):  
Management Practices ◽  
Sales Management ◽  
Sales Force ◽  
Sales Manager ◽  
Future Research ◽  
Sales Managers ◽  
Market Place ◽  
Sampling Frame ◽  
Cross Sectional ◽  
Content Type

Purpose The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be gained and future research needs. Design/methodology/approach Data for this paper were collected via a cross-sectional internet-based survey using a sampling frame provided by a professional sales publication. ANOVA was used to analyze 159 sales manager respondents. Findings Empirical results indicate that several differences are evident across the 68 SMPs items gathered, especially in terms of the size of the sales force and establish some data on using technology in sales management. However, in spite of significant changes in the sales environment, many SMPs have had limited change. Research limitations/implications The limitations of this paper include a sample frame drawn from a single source and via the internet and, thus, may have excluded some possible respondents from participation and somewhat limit generalizability. Practical implications The results of this paper raise a number of important issues for sales managers to consider. First, which SMPs should they be using? Managers need to give serious thought as to which practices they choose to use. Second, why are so many of them not making more extensive use of sales force technology? Third, is it wise for sales managers to be relying on executive opinion as their most extensively used forecasting method or should they be emphasizing another approach? A fourth issue is the continued heavy emphasis on generating sales volume as opposed to profits. Originality/value The data provide a rare and updated understanding of the use of SMPs by sales managers.

Mindfulness based Sales Management

2017 ◽  
Vol 10 (02) ◽  
Author(s):  
Anindo Bhattacharjee ◽  
Rimi Moitra ◽  
Amit Kumar ◽  
Anand Vardhan
Keyword(s):  
Paradigm Shift ◽  
Sales Management ◽  
Sales Managers ◽  
Leadership And Management ◽  
Management Framework ◽  
East And West

force behind effectiveness of businesses. Technology is no more the key differentiating factor especially in sales or selling. As a result, the view on responsibility of a salesperson, is undergoing a paradigm shift. In this paper, we would discuss the relevance of mindfulness in sales and would try to answer the question as to “how mindfulness can enhance the performance of salespeople and may lead to better sales leadership and management”. We intend to create a paradigm for developing better sales managers and more productive salespeople based on contemporary mindfulness based traits as well as practices. Salespeople possessing mindfulness as a trait would be termed as “Mindful salesperson” and the process of selling where mindfulness based practices are an integral part, would be broadly termed as “Mindful selling”. Thus on the basis of the notions of the east and west we create attention, awareness openness and acceptance as the corner stones of the Mindfulness Based Sales Management framework.

Replication of Sujan's Attributional Analysis of Salespeople's Motivation to Work Smarter versus Harder

1994 ◽  
Vol 75 (2) ◽  
pp. 987-992 ◽  
Author(s):  
Harry A. Harmon ◽  
Gene Brown ◽  
Kevin L. Hammond
Keyword(s):  
Factor Analysis ◽  
Survey Research ◽  
Attributional Style ◽  
Theoretical Models ◽  
Sales Manager ◽  
Sales Managers ◽  
Mail Questionnaire ◽  
Manufacturing Organizations ◽  
Selling Strategies ◽  
Selling Effort

Several theoretical models are available to explain salespersons' performance. This research examined the model developed in 1986 by Sujan on failed sales effort and the effect of motivation on selling effort and strategy. The research reported here attempted to replicate the Sujan conclusions by examining the construct of failed sales effort from the sales manager's perspective. That is, if a salesperson is unsuccessful in obtaining an order, to what does the sales manager attribute the failure? The sales manager may believe the subordinate failed because of poor or ineffective selling strategies or possibly because the salesperson did not put forth enough effort. The survey research used a mail questionnaire with a sample of 158 sales managers employed by manufacturing organizations. Each sales manager considered the “average” salesperson and rated the extent the described behavior contributed to the failed effort. A factor analysis confirmed the factor loadings and assessed the reliability. The results indicate, in some cases, that sales managers perceive a different attributional style and motivation relationship for failed sales than do salespeople.

scholarly journals The influence of dimensions of organisational culture on supply chain performance in selected state-owned enterprises in Zimbabwe

2018 ◽  
Vol 12 ◽  
Author(s):  
Michael Musanzikwa ◽  
Manduth Ramchander
Keyword(s):  
Supply Chain ◽  
Customer Satisfaction ◽  
Strategic Alliances ◽  
Business Processes ◽  
Growth Time ◽  
Environmental Scanning ◽  
Supply Chain Performance ◽  
Goods And Services ◽  
Cultural Variables ◽  
Customer Learning

Background: Despite being strategic, state-owned enterprises (SOEs) have failed to fulfil their mandate. Supply chain performance is ineffective largely because of weak organisational culture.Objectives: To explore the extent to which organisational cultural factors have influenced the supply chain performance of SOEs, review the literature; effectiveness of attaining financial targets, customer satisfaction, internal business processes, learning and growth; time orientation on the supply chain metric of delivery. The supply chain metric of flexibility; profitability on cost reduction; ‘no ownership’ culture on decision-making; and the level of customer satisfaction.Method: A mixed-method was used. The population comprised managers, employees and clients of eight selected SOEs. Judgmental, random and convenience sampling were employed. Questionnaires and interviews were the research instruments and quantitative and qualitative analyses were conducted. Findings are presented thematically, in line with the research questions.Results: SOEs were not meeting financial targets, not satisfying customers, poor internal business processes not attaining learning and growth targets. Organisational cultural variables were weak; affecting flexibility, no timely delivery of goods and services. Also influenced the behaviour of human resources and an indirect effect on customer satisfaction, cost-saving and profitability in the SOEs.Conclusion: The SOEs failed to meet financial, customer, learning and growth targets. The internal business processes were not effective. The culture did not promote efficiency. The study recommends that commitment of leadership on human behaviour is necessary for effective supply chain performance and strategy implementation. Constant environmental scanning, strategic alliances, rationalisation of remuneration and sound corporate governance are essential.

scholarly journals Valeological support of library-information activities in school libraries

Bibliosphere ◽  
2017 ◽  
pp. 71-78
Author(s):  
V. Y. Sokolov
Keyword(s):  
General Education ◽  
Social Life ◽  
Information Technologies ◽  
System Analysis ◽  
Healthy Lifestyle ◽  
School Library ◽  
School Libraries ◽  
Educational Work ◽  
Health Culture ◽  
Effective Work

The article outlines general characteristics of the originality of forming valeological functions in a school library. The paper objective is to study peculiarities of the valeological support of library-information activities in school libraries, as well as the specifics analysis of their library and cultural-educational work aimed at developing the health culture of this activity subjects The author consistently reveals the peculiarities of forming the valeological function of school libraries under conditions of the information society development and dissemination of information-telecommunication technologies in libraries. The article describes cultural-educational activities of libraries directed to develop the health culture not only in readers (schoolchildren, their parents, teachers), but in librarians themselves. The author applies both general scientific methods of research (analysis, synthesis, deduction, induction, generalization, abstraction, comparative, structural-functional methods, method of system analysis, etc.) and special ones (method of analysis of analog objects, information processing, grouping). While researching the author concludes about necessity of the the following: to equip educational libraries technically; to update and strengthen the information base and book stocks of school libraries; to ensure the access of libraries to information resources, in particular the Internet; to form a unified electronic database of school library collections; to develop a form of resource integration with other educational libraries; to create a standing order on the status of libraries in basic schools; to develop a system for improving the skills of school library staff; to organize special training for school librarians to master their knowledge and skills of a healthy lifestyle. Therefore, the school librarian must be trained according to a separate professional specialization. The social life development requires librarians to know not only the valeology bases, but the ability to navigate in information technologies, school curricula and training courses diversitys. Modern problems of information education and forming a high level of valeological culture can be solved only by combining the efforts of general education institutions and school libraries, teachers and librarians. Pedagogical experience shows that knowledge on the health formation and preservation is a necessary and insufficient factor in students' personality development. To influence the behavior, informative methods should be combined with life skills of effective work and rest, physical activity, rational nutrition, an ability to analyze health issues and make appropriate decisions. Thus, forming health culture through library-information activities provides arming school readers and librarians with knowledge on social and individual health and applying certain information technologies in their activities.

Parameters Optimization of Linear Compressor for Refrigerator

2013 ◽  
Vol 331 ◽  
pp. 84-87 ◽  
Author(s):  
Zhi Hai Li ◽  
Yan Liu ◽  
Yuan Zhong
Keyword(s):  
System Analysis ◽  
High Efficiency ◽  
Input Power ◽  
Wire Diameter ◽  
Parameters Optimization ◽  
Free Piston ◽  
Linear Compressor ◽  
Effective Work ◽  
Cylinder Diameter ◽  
System Equations

Recently linear compressor with a free piston is widely paid attention to for its high efficiency. This paper presents parameters optimization of linear compressor used for Refrigerator. The system equations of linear compressor are established through system analysis and solved by variable step Newmark method. The piston movement, current, input power, effective work, resistive loss, damping loss and efficiency are calculated for the optimization from the system equations. Coil wire diameter, stroke and cylinder diameter are important parameters of linear compressor, which have great importance on its performance. The coil wire diameter was changed to find out its affect to loss of resistance. The efficiency of linear compressor and current of the coil are analyzed with the same exhaust volume and different stroke and cylinder diameter. Through the analysis the parameters of the linear compressor are optimized.

SALESPEOPLE MOTIVATION AS KEY FACTOR IN ACHIEVING SALES MANAGEMENT GOALS IN HOTEL INDUSTRY

2006 ◽  
Vol 12 (2) ◽  
pp. 155-169
Author(s):  
Darko Lacmanović
Keyword(s):  
Sales Management ◽  
Hotel Industry ◽  
Working Hours ◽  
Sales Force ◽  
Three Dimensions ◽  
Sales Managers ◽  
Job Commitment ◽  
Sales Personnel ◽  
Key Factor ◽  
And Performance

Sales management acitivities such as monitoring, directing, evaluation and rewarding represents useful ways for increasing the salesperson job satisfaction and organizational commitment. Motivating the sales effort ussually include three dimensions: intensivity, persistence and choice. By inspiring salespeople on greater job commitment, sales managers keep managerial tools to stimulate latent sales efforts and performance. Rewarding system based on »straight« salary result in unmotivated sales personnel who, in that case, connect their work engagement solely with realization of working hours not with realization of sales volume. Segmentation of sales force, grouping the salespersons according to their motivation needs and offering them diverse rewarding systems per each group, presents inovative approach to challenges of motivation the salespeople.

IMPROVING THE EFFECTIVENESS OF TEACHERS USING ICT

2020 ◽  
Vol 4 (11) ◽  
pp. 42-50
Author(s):  
Z. I. SHAKHBANOVA ◽  
◽  
Z. YARMETOV ◽  
◽  
Keyword(s):  
Information And Communication Technologies ◽  
Business Processes ◽  
Communication Technologies ◽  
International Markets ◽  
Educational Process ◽  
Traditional Teaching ◽  
Management Tools ◽  
Effective Work ◽  
Traditional Teaching Methods ◽  
Information And Communication

The article will consider information and communication technologies used in business processes, inter-preted for effective work in the educational process, of a teacher with students. Also, the article will describe several business management tools that have worked well in the Russian market: Bitrix24 and the Planfix management system. The author analyzes the entities that contribute to increasing the profit of enterprises having these automated information systems that will be used as enhancing the effectiveness of students, that is, students and the teacher will be considered as clients and the company negotiating through CRM or ERP systems. Since it is such cooperation that sets them apart and leads them to the leaders in the Russian and international markets. An analysis of 30 students divided into two groups will be conducted. A teacher works with one group using an unconventional method, using business tools, while the process proceeds in the other with traditional teaching methods. The key objective of this study is to show related aspects of the functioning of ICTs that are subtle to business processes in the education system. Since a growing number of universities are instilling their teachers to work on various cloud systems, for example, DGUNH has a Cisco platform that allows teachers to track students' actions at various intervals.

The Financial Related Analysis on Sales Management and Human Resources by Means of BI Type Solutions

2013 ◽  
pp. 12-34
Author(s):  
Luminita Serbanescu ◽  
Magdalena Radulescu
Keyword(s):  
Human Resources ◽  
Business Process ◽  
Decision Process ◽  
Process Management ◽  
Business Processes ◽  
Market Competition ◽  
Knowledge Society ◽  
Sales Management ◽  
Competition Advantage ◽  
It Systems

All companies need information in order to make decisions. There is usually too much data spread in the IT systems of the company, but transforming the data into information that can be analyzed in order to make decisions is a difficult process. Considering the demands imposed by the knowledge society, each organization strives to become an intelligent organization and, by the means of new and innovative Business Intelligence(BI) strategy, to gain a market competition advantage. The new BI era integrates information into the decision process through the means of decision services, relates business processes to business rules that may be changed at any time, and integrates BI benefits to capabilities provided by teamwork, cooperation, and business process management. In this article, the authors present a BI solution, implemented through QlikView Application, thanks to which it is possible to analyse the employee expenses and for management sales.

Assessment Approach of Enterprise Readiness to Digital Transformation

2019 ◽  
pp. 145-173
Author(s):  
Anna Zotova ◽  
Valentina Mantulenko
Keyword(s):  
Technology Use ◽  
Information Technologies ◽  
Business Processes ◽  
Comprehensive Evaluation ◽  
Readiness For Change ◽  
Effective Work ◽  
Information Technology Use ◽  
Assessment Approach ◽  
Role Of Information

This chapter is devoted to information technology use in the organization activities in the context of its readiness for change. The authors substantiate the importance of information resources for business and study the existing approaches to formation of information environment in the organization and the role of information systems in the decisions making process. They also consider factors that influence the success of projects on the introduction of information technologies in business activities, as well as principles determining the effective work in this field. The chapter presents the analysis results of specific features of the information technologies integration with various business processes in Russian companies and the methodology developed by the authors for a comprehensive evaluation of companies' readiness for change. Particular attention is paid to the aspect of developing a complex system of indicators for each factor that determines the effectiveness of the integrated information system formation and use.

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