(PDF) IMPACT OF ADVERTISING ON SALES PERFORMANCE IMPACT OF ADVERTISING
Business Research Paper Template
Printable 008 Best Photos Of Market Research Proposal Template
07_20 Retail Sales Research Brief
Marketing Research Proposal Template For Your Needs
VIDEO
Tip #3 Market Research
What industries to focus on ?
Sales Control Research or Sales Research
Unlocking the Power of Automation in Business Growth
Build a List
The Shocking Truth About Selling Digital and Print On Demand Products
COMMENTS
Sales: Articles, Research, & Case Studies on Sales
by Doug J. Chung and Das Narayandas. This study of different sales quotas and their effect on sales performance at a major retail chain in Sweden finds that changing from a monthly to a daily quota plan increases performance mainly for low-performing salespeople. 06 Dec 2016. Working Paper Summaries.
(PDF) The impact of the Marketing/Sales relationship and effect on
The purpose of this paper is to examine the relationship between the sales and marketing. function while attempting to measure the impact of this relationship on overall sales. performance. The ...
The state of selling & sales management research: a review and future
With countless papers on the various sales-centric topics that have been authored, there are still massive gaps in the literature that require deeper examination. Therefore, the purpose of this paper is to review several areas of professional selling and sales management research and provide avenues ripe for future investigation.
The sales-marketing interface: A systematic literature review and
How sales and marketing come together in the pursuit of satisfying customers and achieving organizational objectives is of key concern to both academics and practitioners. Researchers have investigated many aspects of the sales-marketing interface (SMI). This paper provides a systematic literature review of the SMI domain.
Data-driven decision making via sales analytics: introduction to the
The business world changes rapidly, and organizations must be able to help there sales teams adapt to these changes. Sales managers need the availability to quickly access published research to gain insights into best practices and solid methodology to deal with their daily challenges (Sales Education Foundation 2020).With the recent upheaval of industry due to the COVID-19 pandemic, the ...
(PDF) Advancing Sales Performance Research: A Focus on Five
Abstract and Figures. This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized ...
An exploration of sales forecasting: sales manager and salesperson
An important component of making critical decisions is the ability to accurately predict future performance. This is essential for the sales function of a business, as so many factors hinge on the sales forecast. Accordingly, quantitative data should build projections based on sound data analysis. This study identifies how sales professionals (both sales managers and salespeople) are achieving ...
Hiring for sales success: The emerging importance of salesperson
Using mixed methods that allow us to transition from exploratory research on desirable sales skills into more precise tests of the new construct of salesperson analytical skill, this paper contributes to our understanding of contemporary, in-demand B2B selling skills from the perspectives of recruiters, sales executives, and salespeople ...
Predicting Future Sales: A Machine Learning Algorithm Showdown
The focus of this paper is to compare four machine learning algorithms for sales prediction namely: linear regression, Random Forest Regressor, XGBoost, and LSTM. The reasons for choosing these algorithms are as follows: Linear Regression is simple to understand and explain and can be regularized to avoid overfitting.
(PDF) Insights-Driven Sales Management
This paper will explore the impact of technology, data proliferation and omni-channel customer touch points on how organizations will manage its sales process and sales team in the integrated on ...
PDF The Impact of Sales Performance Measurment in Day-to-day Sales Work
sales, how they adapt their behavior to the sales environment, how they perceive the use of sales performance measurement tools and how these tools influence the -to day day work of sales people. To support the purpose of this study, the research questions for this workwere based on the works by. Verbeke, Dietz, Verwaal (2011) in
Time-series forecasting of seasonal items sales using machine learning
In this research, a dataset is investigated which has the information of a retail store sales from 2014 to the end of 2017. The products of this dataset belong to three different categories including office supplies, technology, and furniture. Among these three items, the products of furniture category are chosen to forecast their future sales.
Salesforce Management: Articles, Research ...
This paper aims to gain insight into the most effective way to design a compensation plan, concentrating on whether bonuses boost sales productivity and whether they should be awarded quarterly or annually. Research, focusing on the sales force of a large office supply company, was conducted by Harvard Business School professor Thomas ...
Impact of YouTube Advertising on Sales with Regression Analysis and
The result of this research shows that YouTube is an effective medium for advertising and has a strong relationship with sales. 1. Introduction ... This research studied the relationship between social media marketing and sales. In this paper, we studied the effect of YouTube advertising on the sales and profit. The data and information were ...
The impact of online sales on consumers and firms. Evidence from
In this paper we estimate a differentiated products demand model to ask three questions regarding the introduction of e-commerce. First, we ask whether the online distribution channel has increased total sales, or only diverted sales from traditional channels. We find that there is a market expansion effect but also a considerable sales diversion.
Transforming Selling: Why It Is Time to Think Differently About Sales
ISSN 0885-3134 / 2012 $9.50 + 0.00. DOI 10.2753/PSS0885-3134320102. Just over 30 years ago, scholars recognized the need for a jour. nal focused exclusively on the adv ancement of sales research ...
How do firms value sales career paths?
Sales employees can build their careers across industries, firms, and occupations. Yet it is unclear how their sales career paths affect their compensation. To assess the value of their experience, we examine the paychecks drawn by nearly 25,000 sales employees over 22 years. Consistent with our arguments, we find that firms place greater value on sales managers' experience than salespeople ...
(PDF) MACHINE LEARNING-BASED SALES FORECASTING SYSTEM
The above research paper targeted the retail store for sales forecasting. The author tried to predict sales in a retail shop using machine learning models in this paper.
Impact of sales promotion on consumer buying behavior in the apparel
He has presented 50+ research papers/cases/articles in National and International Seminars organized by IIM (A), FMS, IIT (M), BIMTECH, IMT etc. He has published 80+ research papers/cases/articles in journals of repute including Journal of Digital and Social Media, Journal of Teaching and Case Studies, Journal of Marketing and Communication ...
(PDF) Predictive Analysis of Retail Sales Forecasting using Machine
Sales forecasting is the most challenging task for the inventory management, marketing, customer service and Business financial planning for the retail industry. In this paper we performed ...
IMAGES
VIDEO
COMMENTS
by Doug J. Chung and Das Narayandas. This study of different sales quotas and their effect on sales performance at a major retail chain in Sweden finds that changing from a monthly to a daily quota plan increases performance mainly for low-performing salespeople. 06 Dec 2016. Working Paper Summaries.
The purpose of this paper is to examine the relationship between the sales and marketing. function while attempting to measure the impact of this relationship on overall sales. performance. The ...
With countless papers on the various sales-centric topics that have been authored, there are still massive gaps in the literature that require deeper examination. Therefore, the purpose of this paper is to review several areas of professional selling and sales management research and provide avenues ripe for future investigation.
How sales and marketing come together in the pursuit of satisfying customers and achieving organizational objectives is of key concern to both academics and practitioners. Researchers have investigated many aspects of the sales-marketing interface (SMI). This paper provides a systematic literature review of the SMI domain.
The business world changes rapidly, and organizations must be able to help there sales teams adapt to these changes. Sales managers need the availability to quickly access published research to gain insights into best practices and solid methodology to deal with their daily challenges (Sales Education Foundation 2020).With the recent upheaval of industry due to the COVID-19 pandemic, the ...
Abstract and Figures. This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized ...
An important component of making critical decisions is the ability to accurately predict future performance. This is essential for the sales function of a business, as so many factors hinge on the sales forecast. Accordingly, quantitative data should build projections based on sound data analysis. This study identifies how sales professionals (both sales managers and salespeople) are achieving ...
Using mixed methods that allow us to transition from exploratory research on desirable sales skills into more precise tests of the new construct of salesperson analytical skill, this paper contributes to our understanding of contemporary, in-demand B2B selling skills from the perspectives of recruiters, sales executives, and salespeople ...
The focus of this paper is to compare four machine learning algorithms for sales prediction namely: linear regression, Random Forest Regressor, XGBoost, and LSTM. The reasons for choosing these algorithms are as follows: Linear Regression is simple to understand and explain and can be regularized to avoid overfitting.
This paper will explore the impact of technology, data proliferation and omni-channel customer touch points on how organizations will manage its sales process and sales team in the integrated on ...
sales, how they adapt their behavior to the sales environment, how they perceive the use of sales performance measurement tools and how these tools influence the -to day day work of sales people. To support the purpose of this study, the research questions for this workwere based on the works by. Verbeke, Dietz, Verwaal (2011) in
In this research, a dataset is investigated which has the information of a retail store sales from 2014 to the end of 2017. The products of this dataset belong to three different categories including office supplies, technology, and furniture. Among these three items, the products of furniture category are chosen to forecast their future sales.
This paper aims to gain insight into the most effective way to design a compensation plan, concentrating on whether bonuses boost sales productivity and whether they should be awarded quarterly or annually. Research, focusing on the sales force of a large office supply company, was conducted by Harvard Business School professor Thomas ...
The result of this research shows that YouTube is an effective medium for advertising and has a strong relationship with sales. 1. Introduction ... This research studied the relationship between social media marketing and sales. In this paper, we studied the effect of YouTube advertising on the sales and profit. The data and information were ...
In this paper we estimate a differentiated products demand model to ask three questions regarding the introduction of e-commerce. First, we ask whether the online distribution channel has increased total sales, or only diverted sales from traditional channels. We find that there is a market expansion effect but also a considerable sales diversion.
ISSN 0885-3134 / 2012 $9.50 + 0.00. DOI 10.2753/PSS0885-3134320102. Just over 30 years ago, scholars recognized the need for a jour. nal focused exclusively on the adv ancement of sales research ...
Sales employees can build their careers across industries, firms, and occupations. Yet it is unclear how their sales career paths affect their compensation. To assess the value of their experience, we examine the paychecks drawn by nearly 25,000 sales employees over 22 years. Consistent with our arguments, we find that firms place greater value on sales managers' experience than salespeople ...
The above research paper targeted the retail store for sales forecasting. The author tried to predict sales in a retail shop using machine learning models in this paper.
He has presented 50+ research papers/cases/articles in National and International Seminars organized by IIM (A), FMS, IIT (M), BIMTECH, IMT etc. He has published 80+ research papers/cases/articles in journals of repute including Journal of Digital and Social Media, Journal of Teaching and Case Studies, Journal of Marketing and Communication ...
Sales forecasting is the most challenging task for the inventory management, marketing, customer service and Business financial planning for the retail industry. In this paper we performed ...