scholarly journals DESIGN OF SALES PERFORMANCE DASHBOARD BASED ON SALES FUNNEL & SALES FORCE AUTOMATION THEORIES: A CASE OF AN INDONESIAN ISLAMIC BANK

2021 ◽  
pp. 41-53
Keyword(s):  
Work Motivation ◽  
Sales Performance ◽  
Sales Force ◽  
Sales Force Automation ◽  
Sales Process ◽  
Proper Training ◽  
Low Performance ◽  
Internet Networks ◽  
Sales Funnel ◽  
Sales Forces

One of the bank management concerns related to sales performance is ensuring sales people perform the sales process correctly. Unfortunately, most sales people have problems in the sales process, which causes their low performance. Islamic banks in Indonesia also experienced this situation, so a strategy needs to overcome this problem. For instance, using surveillance tools such as Sales Force Automation (SFA) with sales funnel theory. An SFA tool is a sales system connected to computers and internet networks. It monitors sales processes and results, manages contacts, forecasts sales, and analyzes sales performance daily and monthly. Additionally, it helps sales forces to measure the ability to achieve targets, plan sales strategies and customer approaches, and increase work motivation. Also, raise awareness of developing skills, and provide up-to-date information to supervisors about sales force performance to determine the proper training. Therefore, the use of SFA tools is expected to increase the productivity of sales people in optimizing the fulfillment of deposit targets in Islamic banking. This paper reports the SFA design in the form of a dashboard model with a visual sales to funnel that shows the function of the salesperson in conducting the sales process ends with the results.

SISTEM INFORMASI PENJUALAN DENGAN MENERAPKAN METODE SALES FORCE AUTOMATION

2019 ◽  
Vol 20 (3) ◽  
pp. 214-223
Author(s):  
Vivi Sahfitri
Keyword(s):  
Information System ◽  
Customer Service ◽  
Sales Force ◽  
Sales Force Automation ◽  
Sales Process ◽  
Marketing Area ◽  
Consumer Dissatisfaction ◽  
Product Manufacturer ◽  
The Way

The sales process is the most important part of the product manufacturer or the company being ditributor. Conventional sales system by the way telephone or consumer come directly to know the available or not the product needed to make consumers should take the time to do that. Such conditions can also lead to consumer dissatisfaction especially if the desired item is unavailable. Dissatisfaction with customer service can affect the indication of declining sales turnover. For that, the company needs a website-based sales information system that can be accessed by consumers anytime and anywhere so that it can expand its marketing area, and can facilitate salespeople to conduct promotions to Community. This research produces the sales information system by implementing a sales Force Automation (SFA) method which is expected to maximize the sales and focus of services to customers.

scholarly journals The Mediating Role of Sales Performance in the Effect of Antecedents on Sales Force Satisfaction: In the Case of Top Three Chain Retail Stores Operating in Ethiopia

2018 ◽  
Vol 10 (1) ◽  
pp. 145
Author(s):  
Getie Andualem Imiru
Keyword(s):  
Job Satisfaction ◽  
Confidence Interval ◽  
Self Efficacy ◽  
Pearson Correlation ◽  
Sales Performance ◽  
Sales Force ◽  
Retail Stores ◽  
Mediating Role ◽  
Chain Retail ◽  
Core Characteristics

The objective of this study is to investigate the effect of antecedent variables on salesforce Job satisfaction mediated by salesforce performance. Data were gathered using a structured questionnaire from top three chain retail stores engaged in retailing business operating in Ethiopia. Although a total of 450 questionnaires were distributed to sales persons of these companies, 380 questionnaires were returned and used at the end of the data collection process, which gave the response rate of 84 per cent. The ability, effort, self-efficacy, and job core characteristics have a significant Pearson correlation of 0.493, 0.105, 0.288, and 0.391 respectively at 0.01 confidence interval with sales performance. On the other hand, five constructs of the study ability, effort, self-efficacy, fixed compensation, and job core characteristics influenced sales performance significantly at 95% confidence interval with a sig. level of 0.000, 0.004, 0.002, 0.000, and 0.000 respectively. The result of the study indicated that six variables which are ability, effort, self-efficacy, fixed compensation, job core characteristics, and sales performance influenced job satisfaction significantly at 95% confidence interval with a sig. level of 0.000 for all variables.

scholarly journals Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

2018 ◽  
Vol 14 (3) ◽  
pp. 387 ◽  
Author(s):  
Alejandro Benet-Zepf ◽  
Juan A. Marin-Garcia ◽  
Ines Küster
Keyword(s):  
Literature Review ◽  
Control Systems ◽  
Systematic Literature Review ◽  
Customer Orientation ◽  
Behavioral Control ◽  
Sales Performance ◽  
Sales Force ◽  
Organizational Conditions ◽  
Scientific Papers ◽  
Business Source Premier

Purpose: To identify all types of sales force control systems in the academic literature, and to cluster the mediators between these controls and the performances, according to the AMO model (abilities, motivations, and opportunities), analysing how each of these three groups of mediators are influenced by control systems, and how they impact on the sales performance, using a systematic literature review]Design/methodology/approach: Scientific papers published during the last 32 years, using as databases: Business Source Premier (EBSCO), Science Direct, Scopus, Web of Science, and Google Scholar. Business, Management and Social Sciences were taken as selection fields. False positives identification, exclusions after reading the abstracts, and after reading the whole article, was performed by the authors by consensus. 114 articles of the initial selection of non-repeated references, together with 28 additional citations integrated the final selection.Findings: A new framework based on a grouping of mediators between the control systems and the performances, into abilities, motivations and capabilities is proposed. Originality/value: As academic result, the review highlights that all three groups from the AMO model evidence positive impacts on sales performance when a behavioral control system (mostly from the capability part) is in use, by enhancing salesperson’s skills, motivation, and organizational conditions and support, fostering as a result, a salesperson relational approach and a customer orientation, which generate the best outcomes in the long term. These findings suggest as a managerial contribution, that coaching and leading -rather than commanding- to be a more appropriate control attitude, especially when the salesperson is younger or unexperienced.

scholarly journals Conceptual framework and research method for personality traits and sales force automation usage

2011 ◽  
Vol 6 (17) ◽  
pp. 3784-3793 ◽  
Author(s):  
Chen Cheng Wu ◽  
Tseng Chun Pin ◽  
Lee King Ling ◽  
Yang Han Chung
Keyword(s):  
Personality Traits ◽  
Conceptual Framework ◽  
Research Method ◽  
Sales Force ◽  
Sales Force Automation

The Effect of Effort on Sales Performance and Job Satisfaction

1994 ◽  
Vol 58 (2) ◽  
pp. 70-80 ◽  
Author(s):  
Steven P. Brown ◽  
Robert A. Peterson
Keyword(s):  
Job Satisfaction ◽  
Conceptual Models ◽  
Theoretical Models ◽  
Sales Performance ◽  
Sales Force ◽  
Work Behavior ◽  
Direct Selling ◽  
Work Related ◽  
Managerial Implications ◽  
Positive Effect

The authors address a fundamental gap in understanding how sales performance and job satisfaction are determined in an investigation of the sales force of a direct-selling organization. Results indicate a direct positive effect of work-related effort on job satisfaction that is not mediated by sales performance. This is inconsistent with commonly accepted theoretical models and suggests that the perspective of work as a “terminal value” (i.e., an end in itself, rather than strictly a means to an end) has been underemphasized in models of work behavior. As such, either (1) measures of sales performance should be broadened to encompass the terminal value perspective on the psychological value of work or (2) conceptual models should be revised to reflect that narrowly defined measures of sales performance do not completely mediate the effect of effort on job satisfaction. The authors conclude with a discussion of managerial implications of these findings.

scholarly journals Software Engineering and New Emerging Technologies

Economics ◽  
2015 ◽  
pp. 1541-1563
Author(s):  
Sergio Ricardo Mazini
Keyword(s):  
Software Engineering ◽  
Information Integration ◽  
Research Method ◽  
Emerging Technologies ◽  
Sales Force ◽  
Mobile Technologies ◽  
Sales Force Automation ◽  
Industrial Companies

This chapter presents an approach to the role of software engineering in developing solutions for new mobile technologies, like tablets. It discusses the importance of the new standards brought by emerging technologies such as engineering and how software must adapt to this new reality in order to identify the needs of data, information, integration, shares, and other issues that will contribute to the life cycle of these solutions. The chapter also discusses the contribution of users in the development process and improve these solutions. The research method is the case study conducted in industrial companies that use a digital catalog solution and sales force automation for tablets. This chapter presents a new approach based on commercial tablets which is supported by a platform of software and services called commercially Nimiam (www.nimiam.com.br).

scholarly journals Studi Kelayakan Aplikasi Sales Force Automation pada PT. Semesta Nustra Distrindo

Sisfo ◽  
2017 ◽  
Vol 06 (02) ◽  
pp. 213-230
Author(s):  
Janandra Aji Prayuda ◽  
◽  
Joko Lianto BulialiPublished  ◽  
Keyword(s):  
Sales Force ◽  
Sales Force Automation
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