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

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.

Abusive Supervision and Its Impact on Knowledge Hiding Behavior Among Sales Force

The purpose of this study is to test the relationship between abusive supervision and employee’s knowledge hiding behavior (evasive hiding, playing dumb, rationalized hiding) among sales force of insurance companies in Pakistan. The paper also strives to theoretically discuss and then seek empirical evidence to the mediational paths of psychological contract breach that explain the focal relationship between abusive supervision and knowledge hiding. To test the proposed hypotheses, the study draws cross-sectional data from sales force of insurance companies working in Pakistan. Data were collected through structured questionnaire and using convenient sampling technique. The final sample of 340 valid and complete responses analyzed using structured equation modeling (partial least square) approach. Results showed that abusive supervision is positively related to employee’s knowledge hiding behaviors. Also, mediating variable psychological contract breach partially mediates the abusive supervision-knowledge hiding behavior linkage. Current study has tested the positive relationship between abusive supervision and knowledge hiding behaviors unlike most of the previous investigations that have focused on knowledge sharing behavior. The study also empirically investigated the mediational route of psychological contract breach, that explains the blame attributed by the beleaguered employee that led to covert retaliatory behavior, such as knowledge hiding. This paper contributes to knowledge hiding literature which is an important part of knowledge management from the perspective of abusive supervision based on both reactance theory and SET theory.

Exploring the role of service touchpoints on the path to financial, behavioral and relational customer outcomes: insights from a B2B service context

Purpose The purpose of this study is to examine how and to what extent customer-provider service touchpoints impact business customer perceptions and outcomes in the context of long-term business-to-business (B2B) service relationships. To this end, the authors will assess the chain of effect path for different service touchpoints between business customers and service providers – and the long-term impact both on customer perceptions and financial, behavioral and relational outcomes. Design/methodology/approach Enabled by a five-year panel data set, seemingly unrelated regression model methodology is applied to test the proposed conceptual framework. Data are obtained for a sample of 2,175 B2B insurance service companies between 2013 and 2017. Findings Study results shed light on the significance of the sales force in B2B settings, as one of several key service touchpoints – together with firm expertise, service reliability and excellence – driving robust relationships, profitability and cross-buying. Firm-initiated contacts and tangible touchpoints are proven to be ineffective – even damaging in some instances – in terms of driving business customer perceptions. Originality/value The paper delivers empirical evidence providing insight on how service touchpoints and business customer perceptions have a long-term impact on customer outcomes. This has yet to be addressed in B2B service settings – despite being of vital interest to marketers, as the longitudinal approach of the research aids service firms in gaining a better understanding of company-customer touchpoints and the extent to which different factors have a decisive, lasting impact on B2B customer outcomes.

Imparting medical knowledge to pharmaceutical sales force

Keycustomers of the pharmaceutical industry are qualified medical practitioners. To be able to stand their ground the sales representative needs training about medical terminology, the relevant disease, the molecule being marketed and some competitor information. A short induction could be followed by ongoing refresher training either face to face or online. The medical department has a major role to play here. Product launch training is planned by medical and marketing team based on the feature benefits of the product being launched. The training unit of the medical department of pharma companies are an inseparable part of the whole marketing effort.

Work Engagement as a Consequence of Work Overload and Intimidation: The Moderating role of Spiritual Leadership and Organizational Climate

Purpose The purpose of the study seeks to proposed and test a research model that investigates impact of work-overload on employee engagement and employee psychological wellbeing via mediating role of intimidation and moderating role of spiritual leadership and organizational climate by employing moderation-mediation- moderation model Design/Methodology/Approach: The data was collected from 351 pharmaceutical employees working as sales force. The study issuing convenient sampling technique. Smart PLS-SEM was used for data analysis. Findings: The result of SEM findings revealed that spiritual leadership fails to moderate the relationship in the perspective of existing framework whereas organization climate moderates the relationship between intimidation and employee engagement, which indicates that even the intimidated employees got engaged in their work in the presence of supportive organization climate. Implications/Originality/Value: The study framework and methodology contribute in the existing literature and creates future horizons for the scholars. Longitudinal data might be valuable in future studies for establishing causal extrapolations between study variables. Future studies could benefit from incorporating cross-cultural study. Our insights can even be extended to employees in plenty of other workplaces wherein everyday organizational interactions are necessary

BRAND EQUITY DEVELOPMENT STRATEGY TO ENHANCE THE COMPETITIVENESS OF FOOD SMALL-MEDIUM ENTERPRISE'S (SMES): CASE STUDIES ON FUDIA-POLINELA AGRI-FOOD CENTRE

The competitiveness of local agri-food needs through various marketing strategies. An essential part of the company's marketing strategy and tactics is recognizing product brand equity in the market. This study aims to identify brand entities, brand communication, and process to build Brand Equity toward local SMEs' competitiveness. A case study approach did at one of the SMEs in Bandar Lampung on the "FUDIA-Center of Agri-Food Polinela," that produce FUDIA cake & bakery. The research has conducted from April to July 2020. Data analysis used a qualitative descriptive approach using SWOT analysis and a brand development model for SMEs. The analysis results concluded that FUDIA's brand recognition is the initial stage. Development of the Fudia brand equity must take into account an existing market and expanding market share. Enhancement market share could trough sales force distribution. Develop more product variants of Fudia Cake & Bakery based on the local source. Strengthen brand equity and develop a remarkable brand image program. Design and setting promotions systematic & massively is a priority.

AUDIT SISTEM INFORMASI SALES FORCE DENGAN MENGGUNAKAN FRAMEWORK COBIT 4.1

Abstrak — Penggunaan Teknologi Informasi (TI) atau Sistem Informasi (SI) dalam hal ini System Informasi Sales Force di PT. Pos Indonesia (Persero) dengan tujuan untuk otomatisasi tenaga penjualan dengan sistem penjualan dan pemasaran produk yang terintegrasi melalui website, sehingga penjualan produk dapat langsung melaporkan dan memesan produk melalui website dengan menggunakan perangkat elektronik seperti computer. Maka dari itu, perlu dilakukan audit terkait dengan pengelolaan dan performa dari sistem informasi sales force tersebut. Untuk mengetahui tingkat kematangan dari pengelolaan dan performa dari system informasi tersebut, dilakukan analisis menggunakan framework Cobit 4.1 yang fokus pada domain DS1 Define and Manage Service Levels, DS3 Manage Performance and Capacity , DS10 Manage Problems , DS13 Manage Operations dan ME1 Monitor and Evaluate IT Performance. Hasil penelitian menunjukkan bahwa secara keseluruhan berdasarkan maturity level Cobit 4.1, sistem informasi sales force pada PT. Pos Indoesia (Persero) berada pada level 3 atau defined. Dapat disimpulkan bahwa, pengelolaan dan performa system informasi sales force tersebut sudah dilakukan secara baik oleh divisi TI di PT. Pos Indonesia (Persero). Kata kunci : Domain, Framework Cobit 4.1, PT. Pos Indonesia (Persero), Sales Force, Website

The Analysis of Cognitive Moral in Bridging the Gap Between Internal Marketing and B2B Salespeople Performance

This study seeks to confirm and analyse the effect of cross-level cognitive morals on internal marketing and business sales force performance (i.e. behavioural performance and outcome performance). The concepts of relationship marketing and marketing theory of ethics underpin the relationship among variables. This study adopted a quantitative approach through a survey of 460 respondents from 13 company services and manufacturers. Internal marketing variables were measured at the unit level and tested using interrater agreement and the intraclass correlation. In contrast, the cognitive moral variables, behavioural performance, and sales force performance results were measured individually. Hierarchical linear modelling (HLM) was used to test the effect of the cross-level research variables. The results showed that internal marketing empirically supports cognitive morals. However, the effect of internal marketing does not support the two-dimensional performances of the sales force. Theoretically, the contributions, internal marketing and cognitive morals have shown the relationship between marketing and marketing theory of ethics. Received: 28 April 2021 / Accepted: 15 July 2021 / Published: 5 September 2021

Deep Learning Power of TOR: Security Levels

Most of the profound learning applications that we find locally are typically outfitted towards fields like advertising, deals, finance, and so on We scarcely at any point read articles or discover assets about profound getting the hang of being utilized to secure these items, and the business, from malware and programmer assaults. While the enormous innovation organizations like Google, Facebook, Microsoft, and Sales force have effectively implanted profound learning into their items, the online protection industry is as yet playing make up for lost time. It’s a difficult field however one that needs our complete consideration. we momentarily present Deep Learning (DL) alongside a couple of existing Information Security (therefore alluded to as Information security analysts ) applications it empowers. We then, at that point profound plunge into the intriguing issue of unknown pinnacle traffic discovery and furthermore present a DL-based answer for distinguish TOR traffic.