Impact of Ignorance of Customer Queries by Retailer Sales Staff on Customer Purchase Decision

This research is based on a description of the impact of ignorance of customer queries by retail sales staff on customer purchase decisions. This study is a questionnaire-based survey, and the analysis of the questionnaire and literature review is used to derive the conclusions. The outcomes of this research have revealed that the impact of ignorance of customer queries by retail sales staff has a positive correlation with the customer purchase decision. This research has described the impact of ignorance of customer queries by retailer sales staff through four constructs including customer satisfaction, customer trust, salesperson personality and purchase intention. The fact is when we define something as being important, we do everything possible to achieve it, and this is often related to the acquisition of some good. Even if your niche does not directly involve some personal purpose of your persona, it can do so in an indirect way, and if well explored, this concept can be very lucrative. Daily decisions are made on a day-to-day basis, although this decision-making process is hardly thought of. For marketing, this process, through the understanding of the customer buying decision process, is fundamental, since it allows the planning of better marketing strategies, contributing to a greater success of the brands. The concluding remarks of this research can be used as an information reference for the marketing managers, industrialists, and business-oriented people.

Herramienta de autoevaluación del proceso de ventas y cobranza para mejoras internas de las empresas

El presente artículo tiene como objetivo proponer una Herramienta de Autoevaluación de los procesos de Ventas, Cuentas por Cobrar y Cobros para la mejora del Control Interno de las empresas. Metodológicamente se caracterizó en proyecto factible, diseño descriptivo y explicativo. Para la recolección de datos se aplicó una encuesta y como instrumento un cuestionario. Una población conformada por el personal de Administración y Ventas de la empresa, una muestra de (8) personas. Concluyendo que existen debilidades, por esta razón, se recomiendan proponer una herramienta de control interno que permitan lograr una mayor efectividad en los procesos, mejoras del control de gestión de la organización, así como planes estratégicos que conlleven un alto nivel de competencia en el mercado. ABSTRACT His article aims to propose a Self-Assessment Tool for the Sales, Accounts Receivable and Collections processes for the improvement of Internal Control in Companys. Methodologically it was characterized in feasible project, descriptive and explanatory design. For the data collection, a survey was applied and as a questionnaire instrument. A population made up of the company's Administration and Sales staff, a sample of (8) people. Concluding that there are weaknesses, for this reason, it is recommended to propose an internal control tool that allows to achieve greater effectiveness in the processes, improvements in the management control of the organization, as well as strategic plans that lead to a high level of competition in the market.

Critical variables in the profile of the seller of new vehicles in the Toluca Valley

One of the industries that contribute a greater proportion to the GDP in Mexico is the automotive industry, which is why it is one of the engines of the National economy. Given the diversity of brands that compete in the market, differentiation is a very important element, however it is necessary to adapt to consumer preferences and know how to communicate it. In this sense, the sales staff of the automotive marketer is responsible for identifying the needs of the potential customer and convincing him about the purchase. The objective of this research is to analyze the seller's profile using the MORACH feedback model, to identify the critical variables for successful sales, as well as the areas of opportunity for the sales force. It is analyzed by applying the MORACH model and the 360 ° Assessment. The main contribution is to provide the identification of critical factors in times of crisis, such as that caused by COVID-19.

Sistem Pendukung Keputusan Penerima Reward Tahunan Pada Sales Penjualan Menggunakan Metode Technique for Order Preference by Similarity to Ideal Solution ( TOPSIS ) di CV. Anugerah Jaya Sentosa Lampung (Studi Kasus: CV. Anugerah Jaya Sentosa Lampung

Staf of sales are the main supporters of a company engaged in distribution. One way company leaders to motivate sales salespeople who have the high ability and morale to do their jobs in the form of annual bonuses to sales staff that are in accordance with the work performance produced. Bonuses can be a driver for companies to show better performance. CV Anugerah Jaya Sentosa Lampung still looks inaccurate because it was not used criteria that should be determinant of decision making. For this reason, researchers agree on a support system that is able to be able to solve the agreed problem. The design of this decision support system was made using the PHP and Java Netbeans programming languages, and the method used was the TOPSIS method. TOPSIS will help the calculation in decision making of alternatives based on distance to positive solutions and distance to negative solutions by taking relative proximity to ideal solution. Using the TOPSIS method can provide companies in determining who are the recipients of annual prizes to sales staff. Keywords: Decision Support System, TOPSIS, Rewards

RETAILERS’ SATISFACTION WITH PROCTER AND GAMBLE BRANDS DISTRIBUTION POLICY ATTUAN VIET CO.,LTD., HUE BRANCH

<pre><strong>Abstract</strong>: This study assessetailers’ satisfaction with Procter and Gamble (P&amp;G) brands distribution policy at Tuan Viet Co.,Ltd., Hue Branch concerning the supply of goods, sales policy, information forcustomers, facilities and equipment support, personal relationships, and sales staffs. On the basis ofthe factor analysis method and the ENTER method for regression analysis, the study shows that the factor "<em>Sales policy</em>" ha the greatest impact on retailers’ satisfaction. The study also provides possible solutions to improve retailers’ satisfaction with Tuan Viet company's P&amp;G brands distribution policy. Especially, the study emphasizesseveral issues that Tuan Viet should address, including promoting market surveys to have appropriate distribution policies and basis for appropriate proposals to the producers, and recruiting and training sales staff carefully. In addition to professional skills, it is necessary to pay more attention toestablishingrelationships with clients and navigating sales staffs to work for the company. The company needs to improve its warehousing system,while goods need to be better stocked. Furthermore, the lack of propercoordination between the salesmen and the delivery staffs should be tackled thoroughly. Eventually, the company should set appropriate working principles to avoid conflicts, disunity, and work inefficiency.</pre><p><strong>Keywords</strong>: retailer, satisfaction, distribution policy</p>