EMPOWERING OTHERS IN SALESTEAM KNOWLEDGE CONVERSION: A STRATEGI TO BOOST SELLING PERFORMANCE

Purpose - This study aims to examine the role of empowering others on knowledge conversion in improving selling performance. Empowering others on knowledge conversion is the spirit of salesmen who are members of a sales team to ask and help colleagues to be willing and able to do the best knowledge conversion activities.Design/methodology/approach � This study used 193 sharia insurance salespeople as respondents in Indonesia. The regression model is used to analyze the data and test the empirical model.Findings � Empowering others on knowledge conversion has proven to improve the selling performance of sharia insurance salespeople in Indonesia.Originality/value � The concept of empowering others on knowledge conversion is a critical reconstruction of needs for achievement theory and social capital theory through the internalization of Islamic values. Through empowering others in doing knowledge conversion, salespeople who are members of the sales team will have updated sales knowledge to achieve the best performance.

An Experiment to Design an Operation and Maintenance System Integrating Apriori Association Rules for a Telecom Platform

The operation and maintenance management of telecom platforms puts more emphasis on operation and alarm monitoring and less on business flow, and it is difficult to have a seamless connection between operation and maintenance and sales. To improve the cooperative efficiency and the informatization level of telecom platform operation and maintenance, a new operation and maintenance system integrating Apriori association rules for a telecom platform is proposed. In this paper, the Apriori algorithm is firstly used to analyse the fault correlation of the operation and maintenance system of the telecommunications platform to get the alarm message. Then, the fault risk of the operation and maintenance platform is evaluated intelligently by the system-business alarm causality model. Finally, based on the fixed end and the mobile end, the dynamic presentation of the system running state and alarm monitoring, device query and positioning, and online and offline inspection are implemented and designed, respectively. Experimental results show that the proposed operation and maintenance systems integrating Apriori association rules for the telecom platform innovate the cooperative mode between the operations and sales team, and the average time reduces to 3.9 minutes from 4.7 minutes and the risk forecasting accuracy increases from 8% to 26%. The assumed method can significantly improve the operational efficiency and intelligent level of the telecom platform’s system and business.

Waste Minimization Efforts towards Green Logistic at PT Nardevchem Kemindo

PT Nardevchem Kemindo is a company in the distribution of raw materials for processed food and beverages industries. The problem studied in this research is that during the 2015–2019 period, the waste level occurs in the company’s data always exceeds the company's tolerance limit of 1% and always increases each year. The purpose of this research is to find out the root cause of the waste and to formulate the improvement recommendations for the company to minimize waste as the company's efforts towards Green Logistics. The methods used in this research is the DMAIC concept, followed by the fishbone to identify the root cause of the problem, and the FMEA followed by the 5W+1H method to formulate proposed improvements for company. Improvement recommendations for the company are the training for the sales team, installation of air conditioners and thermostat at the warehouse, and formulating SOPs for incoming goods inspection.

Sales Promotional Tools – A Catalyst to Speed Up Sales

Marketers all over the world try to find creative strategies to attract customers, promotional tools are one important aspect of this paradigm. Sales teams use promotional tools to influence customers and entice their purchase behaviour. The aim of the study was to formulate a technique that has a significant positive impact and motivates the consumer to buy a certain product during the sales season. Four promotional tools were studied and analysed to construe their relationship with consumer’s buying behaviour. The study is quantitative in nature, and the data for the study were collected from 300 customer respondents through convenient sampling. Regression analyses were employed through SPPSS to analyze the data. The results have concluded that the price discount has a positive impact on a consumer’s mind and that makes him buy a product more. This study will help marketing managers and decision-makers in the sales team to strategize efficient marketing campaigns.

The role of salesperson emotional behavior in value proposition co-creation

Purpose This paper aims to focus on how salespeople use emotions to build connections and facilitate value proposition co-creation (VPCC) in B2B complex services sales. Design/methodology/approach This paper uses video recordings of authentic B2B sales meetings in a two-part qualitative study. Findings This paper proposes a set of salesperson emotional behaviors that influence the co-creation of value propositions with customers. This paper uncovers five salesperson emotional behavior archetypes influencing VPCC. Research limitations/implications This study advances the value proposition literature by linking salespeople’s emotional behaviors with micro-level activities in the collaborative crafting of value propositions. The unique methodology may encourage researchers to apply video recordings in future studies. Practical implications The study provides managerial guidelines for improved selling competence and sales team organization. Originality/value This study’s findings represent a new insight into the actual manifestations of salesperson emotional behaviors that are commonly discussed but rarely observed directly.

Using a software as a service program in sales-marketing: a case study on Odoo

With the development of technology, implicitly of the fast and easy access to information, the requirements and exigencies of the customers have changed. The customer asks for much more information about a product before deciding to buy it, and a prompt response from the sales team will tip the balance decisively in favor of the seller. The success of an efficient sales team is represented by addressing to the right customers at the right time and in the right way. In the paper we analyzed how the Odoo program can be implemented within the sales-marketing department. Using specific modules, we followed the information flow of the marketing process, from market prospecting and to the registration in accounting of the invoices resulting from the orders made. We also presented the way in which marketing campaigns can be carried out, depending on the target group to which it is addressed.