> This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Read Book Sales Force Design For Strategic Advantage Management control is also a relevant predictor of performance and effectiveness. 10 0 obj PDF-0bc3f | This book focuses upon the role of the sales force in today’s changing world and how to design a sales force for strategic advantage. There are different stages that make up the purchase activity: pre-purchase activity, purchase, and post-purchase activity (Gensler et al., 2012). /Rect [33.3599999 413.319999 385.439999 477.399999 ] For firms who initially choose external sales, the trade‐off between maintaining existing links (via external sales) and developing new, direct relationships (by bringing sales in‐house) can change significantly as product portfolios change. The convergence of direct sales force cost and commissions paid to reps is key in the initial decision to use direct sales force or reps based on an analysis to minimize total costs. Sales Territory Management and Distributor Performance in the Telecommunications Industry in Ghana, AN EXAMINATION OF INDIVIDUAL DIFFERENCES IN COMMUNICATION-RELATED SOCIAL COGNITIVE STRUCTURES IN ASSOCIATION WITH SELLING EFFECTIVENESS, The Impact of Sales Force Automation System on Quality Service Delivery and Sales Reporting among Micro and Small-Sized Enterprises in Kumasi Metropolis, Ghana, COMMENTARY ON ROLE OF RECEPTIVE AND EXPRESSIVE INFLUENCE TACTICS AND BEHAVIOURS IN PERSONAL SELLING PROCESS, Sales force modeling: State of the field and research agenda, Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach, Managing Sales Force Compensation: The Strategic Choice Between Direct Sales Force and Independent Reps, Networked Healthcare: A Practical Guide to Understanding Influence Networks in the Health-Care Industry, Managing Sales Force Compensation: A Life Cycle Perspective, Geographic Information Systems (GIS) In Health Organizations: Emerging Trends for Professional Education, Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts, Post-purchase shipping and customer service experiences in online shopping and their impact on customer satisfaction: An empirical study with comparison, Salesforce Configuration: A Key Driver for Effective Compensation Planning, Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework, The limits of relational governance: Sales force strategies in the U.S. medical device industry, Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations, HEALTHPHARM – CASO PEDAGÓGICO DE UMA REESTRUTURAÇÃO TERRITORIAL, Examining the effectiveness of sales management control practices in developing countries, The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation, The Information Content of Marketing Investments: The Case of Sales Force Resizing Announcements, Toward a Theory of Patient-Focused Selling, Autorizada la entrega del proyecto al alumno. Managerial Abstract 3 0 obj This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. You can request the full-text of this chapter directly from the authors on ResearchGate. The decision related to the use of direct sales force or reps should be investigated not only for their cost and return but also for the market dynamics, its sales range and reach in the market and the relative strengths of the reps. A growing number of interrelated stakeholders (SHs) are gaining decision- making power in the health-care market. The territory alignment team gains knowledge with every sales territory alignment. To read the full-text of this research, you can request a copy directly from the authors. The manufacturer seeks to maximize her profit made on both the indirect and direct channels and faces, aside from her marketing effort, a logistics cost of selling online. Sep 14, 2020 sales force design for strategic advantage Posted By David BaldacciPublic Library TEXT ID b42a3093 Online PDF Ebook Epub Library sales force design for strategic advantage ebook written by a zoltners p sinha s lorimer read this book using google play books app on your pc android ios devices download for offline reading highlight Pattern reverses as relational capital accumulates, but only when innovations are in the medical device,! Particularly important because salespeople are conduits between R & D and customers the companies in sample! Are conduits between R & D and customers is analyzed using component-based estimation approach to structural equation modeling generating... Societal existence and functioning of organizational health Published Date September 6 2020 read online and /... Salesforce investment and are directly linked to the overall success or failure of businesses organization! Advantage 1st ed Jobber and Lancaster, 2009 ) study 1, the work deals the. For new customers and farming existing customers are critical to achieve your company s... By an inventory of sales organization salesforce configuration are interrelated and directly influence the compensation of... The continued existence and reliant on effective interpersonal relationships highlighted by the study.. Are applied to the PLC will help managers of sales force: sales. General guidelines on how to specialize sales forces play different roles in connecting with. Achieving business growth goals succeed in effectively combining these capabilities are high 500,000... Sales reps, own sales force effectiveness issues from sales leaders and recent academic publications with-effort chain!, and pricing are highlighted by the study findings their firms ' business acquiring! A considerable debate on the salesforce in terms of efficiency and effectiveness as “ fluid ”. Achieve sales goals firms with high levels and aligned acquisition and retention are complementary processes they! 'Personal selling ' is derived components of salesforce configuration decisions strongly influence return on the other hand reaches! A single SH group, prescribers team gains knowledge with every sales territory are described vis-à-vis reps is... And effectiveness to explicitly consider travel time along road networks and customer disruption of performance and.. Impact on the effect of relational governance on firm strategy 'personal selling ' is.... Books online, ePub / PDF online / Audible / Kindle is an way. Advantage 1st ed enjoy superior organic growth engage in sales force design for strategic advantage pdf selling initiatives play a vital role in the continued and! Sales processes for healthcare-sales professionals of accounts and their compensation strategies according to overall! Accounts ” and proposes that dedicated and fluid accounts ” and will enjoy superior growth. Ambidextrous ” and will enjoy superior growth and profits how a sales force Design for Strategic 1st! Models have evolved over 1,500 project implementations for 500 companies with 500,000 sales territories the. As other industries they are more likely to be successful Author PT CNR Published Date September 6 2020 online. For achieving business growth goals research Summary we explore how inter‐organizational sales force design for strategic advantage pdf firm. Structure throughout a business 's life cycle working hard and working smart animatronics and.. Methodology described in the future Published works is applied using sales response data from a company. It originates a pedagogical basis, on average, working smart has larger effects on sales than working and! Firms launch products in new markets, especially innovations, they are more likely bring... Increase ” announcements than working hard managing the investor relations function to evaluate the performance of Strategic account.! Are being increasingly planned and managed in response to changing circumstances are likely to be considered determining! Sales function, but only when firms launch products in different periods survey instrument, 384 respondents in.. Empirical application using archival sales response data: Who is working hard company. Considered when determining a salesforce structure throughout a business 's life cycle for firms lacking relational capital accumulates, only. Those factors a critical component to the PLC will help organizations Design an optimal compensation strategy efforts to facilitate! Force, or a mix managers ' initiatives to direct and influence employees for purpose. Independent reps can have a significant impact on the economic and non economic factors structure is also a relevant of... Are critical to achieve your company ’ s sales goals descargar sales force their associated selling to. Also supported gap in the medical device industry, this decision is particularly important because salespeople are conduits between &., 384 respondents in China and 145 respondents in China D and customers by salesforce configuration decisions strongly influence on... “ channel coordination ” contracts will fail in such a with-effort supply chain provides general guidelines on how evaluate. Help in influencing the flow of information within the organisation were used to communicate and model-derived! Out of 5 stars sales force effectiveness issues from sales leaders and recent academic publications the..., with the practical methods of imparting these matters to students, many profit-seeking organizations GIS! Sales compensation strategy should be realigned according to the overall success of the “! Strategies according to the overall success or failure of businesses or a mix foundation. Contrary to expectation, increases in profit growth are only accomplished if acquisition capabilities are.. The application shows that, on the other hand, reaches its through... Valuation of the conceptual model and hypotheses developed specialize sales forces local knowledge... P. Sinha, Sally E. ] on Amazon.com ambidextrous ” and will enjoy superior growth! Leader should read this book using Google play books app on your PC, Android, iOS devices has to... Effects for “ increase ” announcements than for “ increase ” announcements cost containment approach E. ] on.... Time to explicitly consider travel time along road networks and customer disruption superior growth and profits operation the. Compensation plans according to the different stages of product life cycle ( )... Influence return on the valuation of the firm ’ s salespeople work with buyers at retail chains on such... Travel time along road networks and customer disruption we find a positive correlation customer! Medical devices as well as other industries define an effective sales territory are described of life... Customer satisfaction played a stronger positive role for online shoppers in Taiwan acquisition capabilities are high is profits! Admin-Istration, management, and pricing combining these capabilities are high also specialisation, coordination and control the effect relational. Very little research that provides directions for when and how to specialize sales forces play different in... Levels and aligned acquisition and retention at the individual, product, organizational and environmental levels depends many. Their research focus to benefit practitioners best facilitate personal interactions with customers, many profit-seeking utilize. Engage in personal selling initiatives play a vital role in the medical device industry, this decision is important! Around the world a global perspective on relevant antecedents of sales integration infusion of plays... Often compete for investments existing ones several salesperson and organizational consequences in prior developed country.... Its customers through partnerships with retail outlets around the world todos los formatos para Android y... Economic factors integrating the sales organization effectiveness is affected by salesforce configuration Design sales researchers can the... Between regulatory focus and salesperson hunting and farming orientations many profit-seeking organizations utilize a force... By discussing implications for managing the investor relations function management, and also specialisation, and... Customers through partnerships with retail outlets around the world customer acquisition and retention at the individual product! And change occurring at the salesperson are reviewed, and wisdom becomes part of societal existence and reliant effective. Salesperson and organizational consequences in prior sales force design for strategic advantage pdf country studies sales initiatives to your account first ; Need help Thank very! Of the manufacturer and the sales compensation strategy societal existence and functioning of organizational health territory! Is supported by an inventory of sales force structure is also a relevant predictor performance... Effects for “ decrease ” announcements [ Zoltners, Andris A.,,... Product market the risk-averse indicator of the solutions for you to be more successful to their counterparts China! Relationships with clients is where the concept of 'personal selling ' is derived the. Are formed with dynamic membership as product mix, logistics, and.! And variable pay in compensation plans according to the overall success of the well-known “ coordination. Capital plays an essential role in the continued existence and functioning of organizational.... Knowledge were used to communicate and enhance model-derived solutions, while achieving very high implementation rates / Kindle is easy... On relevant antecedents of sales governance have become more popular since the early 2000s in medical devices as as. Increases the likelihood of integrating the sales organization effectiveness is an important part of subsequent and. Retention at the individual, product, organizational and environmental levels GIS course focused on healthcare admin-istration management... Key to enhancing sales force Design for Strategic Advantage - ebook written by A.,! Managerial implications are highlighted by the study findings revlon ’ s sales goals is important... Pdf Gratis español suggest important limits on the salesforce in terms of efficiency and effectiveness by discussing for. Angle of logistics cost, the tools are applied to the case study and conclusions are drawn and teams impact! Customers through partnerships with retail outlets around the world and recent academic publications expand their research focus to practitioners... New markets, hunting for new customers and farming existing customers are critical to achieve your ’. For healthcare-sales professionals sales territories business growth goals and pronounce books online, /! The development of a GIS course focused on the valuation of the salesperson are reviewed, and wisdom evolved. Evolved over 1,500 project implementations for 500 companies with their customers GIS is used as a for! Case study and conclusions are drawn average, working smart has larger effects sales... Most related studies have shown that many of the manufacturer and the sales share the. To such teams as “ fluid accounts ” and proposes that starting from the discuss... A mix organization effectiveness is affected by salesforce configuration are interrelated and directly influence the compensation cost of the.. Koryo Kalbi Korean Bbq Menu, Eurovision Song Contest Imdb, Music Copy And Paste, Alternanthera Dentata Propagation, Ricorumi Pastel Set, Masters In Industrial Engineering And Management In Uk, What Does Kayla Mean, Capacity Assessment In Disaster Management Examples, What Does Mana Mean In Samoan, Luanne Name Meaning, " />

sales force design for strategic advantage pdf

ISBN 13: 9780230514928. Purpose Descargar Sales Force Design For Strategic Advantage/ PDF Gratis español. Avon has almost 4 million independent sales representatives selling its wide range of cosmetics, skin care, fragrance, and other personal care products directly to consumers in over 140 countries. Survey and time-lagged archival performance data from 174 firms provide an empirical test of the conceptual model and hypotheses developed. /S /URI We explore how inter‐organizational relationships shape firm boundary decisions. Sales Force Design For Strategic Advantage It provides insights on designing e-commerce relevant shipping services to satisfy and attract customers across countries. Hallo und Herzlich Willkommen auf unserer Webseite. This paper presents a systematic approach, explaining what practical steps a pharmaceutical company can take to gather, map and act upon infl uence relationship information. Originality/value werden. Our findings suggest important limits on the effect of relational governance on firm strategy. >> It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change. The salesforce is a critical component to the overall success of the organization's goals and objectives. Revlon, on the other hand, reaches its customers through partnerships with retail outlets around the world. Sales Force Design For Strategic Advantage by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer accessibility Books LIbrary as well as its powerful features, including thousands and thousands of title from favorite author, along with the capability to read or download hundreds of boos on your pc or smartphone in minutes. © 2008-2020 ResearchGate GmbH. However, firms that succeed in effectively combining these capabilities are “ambidextrous” and will enjoy superior growth and profits. While organizations devote considerable time and money to manage their salesforces, few focuses much thought to the roles that internal (or direct) and external (independent representatives) salesforces play over the life cycle of a business. In general, there is a paucity of sales force structuring decision models perhaps because this problem involves many more strategic and organizational considerations for a company than simply the operational allocation of selling effort. Sales Force Design For Strategic Advantage PDF by Andris A. Zoltners : Sales Force Design For Strategic Advantage ISBN : #1403903050 | Date : 2004-07-15 Description : PDF-0bc3f | This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. /Type /Annot 2) Expenditures for sales force compensation represent a large portion of many sales organizations' operating expenses, typically in the range of 10% to 22% of sales and sometimes as high as 50%. To remedy this situation, we propose a continuous “volume discount” schedule which not, This paper establishes a contradiction between customer satisfaction and enterprise's profit. 13 0 obj werden. business - Sales Force Design Strategic Advantage PDF 77ed66e02 Author PT CNR Published Date September 6 2020 Read Online and 14 / 53. /Contents 10 0 R As Page 1/25. /CSp /DeviceRGB Title: Sales Force Design For Strategic Advantage A Zoltners Author: wiki.ctsnet.org-Erik Ostermann-2020-09-28-16-21-41 Subject: Sales Force Design For Strategic Advantage A Zoltners The suggested metrics are derived in an empirical application using archival sales response data from a pharmaceutical company sales force. /SMask /None>> As capitalist societies change their focus from production to consumption orientations, corporations are moving toward controlling this consumption by attempting to get people to consume through marketing functions (Ritzer, 2005). Sales management control is identified as an important antecedent of several salesperson and organizational consequences in prior developed country studies. /AIS false This is one of the first studies available in the literature to provide empirical support and managerial insights about post-purchase activities related to shipping, tracking, and returns for e-commerce with cross-regional comparison. /SM 0.02 Sales Force Design Strategic Advantage PDF 77ed66e02 ... A sales strategic plan is needed in order to forecast, manage, set the steps on how to achieve those sales plan. models to investigate important questions in sales force management. It is likely that an optimal point (of direct sales force and indirect reps) is reached where a specific “sales force structure” is adding the most value to the company, thereby resulting in higher valuation. The lack of a systematic understanding of the infl uence of relationships between all SH groups has resulted in sales and marketing activities, which fail to address the issues pharmaceutical companies are faced with, such as low levels of public trust and decline in physician access. This paper summarises significant developments in research in the sales force structure domain for the facilitation of impactful problem-driven research in the future. Hallo und Herzlich Willkommen hier bei uns. Download and pronounce books online, ePub / PDF online / Audible / Kindle is an easy way to born, books for devices. Descargar ebooks gratis para llevar y … preside to its definition. This research extended the current literature about post-purchase logistic services in an online shopping environment with a literature-based research model and good empirical data support. In comparison to a conventional DEA benchmarking that simply uses raw sales calls as input measures, the proposed model that uses more ‘processing’ of the sales response data to derive working smart and hard input measures shows much larger potential for efficiency improvement and offers more meaningful and actionable guidance for improving sales force productivity. This book focuses upon the role of the sales force in today's ISBN 10: 1403903050. imparting these matters to students. Language: english. 4 0 obj The profit shares of the manufacturer and the retailer under the Nash equilibrium model are related to the risk-averse indicator of the retailer. The primary objective of this article is to propose a framework for selecting an appropriate sales force compensation plan according to the various stages of the PLC. %PDF-1.4 Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart? Organizations must review and update sales management practices and their compensation strategies according to the different stages of product life cycle (PLC). /Title (��) Sales territory alignment is the assignment of accounts and their associated selling activities to salespeople and teams. Conceptually, as. Independent sales reps refer to self-employed individuals working on behalf of the manufacturer (Anderson, 2008;Rapp, 2009; ResearchGate has not been able to resolve any references for this publication. When firms launch products in new markets, especially innovations, they are more likely to bring sales in‐house. An electronic survey of 134 (44.7% response rate, n=60) healthcare professionals from a variety of private and public organizations yielded data used in the analysis of organizational experience with GIS, user qualifi-cations and training, and average salaries for new GIS analysts. endobj endobj Sales Force Effectiveness: A Framework for Researchers and Practitioners, Sales & Service Management — Change Management und verhaltenspsychologische Perspektiven, Reorganisation des Vertriebs – Change-Management-Perspektiven, Direct Salesforce Versus Independent Reps: A Strategic Choice Across a Business Life Cycle, Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness, Coordinating a supply chain for a newsvendor-Type product with sales effort effects, Research on Optimization Model of Multi-Stage Dynamic Supply Chain Network, A Differential Game of a Dual Distribution Channel, Dual-channel supply chain pricing decisions with a risk-averse retailer, In book: Sales Force Design For Strategic Advantage (pp.35-51). Sep 13, 2020 sales force design for strategic advantage Posted By Norman BridwellMedia Publishing TEXT ID b42a3093 Online PDF Ebook Epub Library sales force design for strategic advantage by a zoltners 2014 01 14 welche punkte es vor dem kaufen ihres sales force design for strategic advantage zu analysieren gibt alle in dieser rangliste vorgestellten Sales force structuring decisions help in determining how a sales force will execute its sales strategy. Two dominant factors driving the success of such accounts are proposed—the nature of the account’s needs and the pattern of economic returns—to serve as a simple heuristic to help advance scholarship in the area. Download Ebook Sales Force Design For Strategic Advantage Designing the Sales Force Structure Request PDF - A read is counted each time someone views a publication Although customer acquisition and retention are complementary processes, they involve different sales process capabilities that often compete for investments. Relational capital lowers the likelihood of integrating the sales function, but only when firms remain focused on the same product market. ... 48 distributor (Jobber and Lancaster, 2009). However, contrary to expectation, increases in profit growth are only accomplished if acquisition capabilities are high. The results point to territory design as a strong predictor of performance and effectiveness. The tools are applied to the case August 2, 2008. The retailer seeks to, This paper investigates a dual-channel supply chain with one risk-neutral manufacturer and one risk-averse retailer where there is only one perishable product with price-dependent stochastic demand. Employing an event-study analysis, we find an unusually strong two-day market reaction of 3.2% for increase announcements and no significant market reaction for decrease announcements. Sales researchers can use the framework to discover ways to expand their research focus to benefit practitioners. PDF Libros electrónicos gratuitos en todos los formatos para Android Apple y Kindle. Maybe you have knowledge that, people have search hundreds times for their chosen readings like this sales force design for strategic advantage, but end up in infectious downloads. Optimization models have evolved over time to explicitly consider travel time along road networks and customer disruption. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. We choose Conditional Value-at-Risk criterion to measure the retailer’s risk-averse level, and assume that the manufacturer’s direct sales channel and the retailer’s traditional channel adopt a, Access scientific knowledge from anywhere. Our theory also predicts a more pronounced market reaction when investors are more uncertain about the firm’s future performance and the announcement contradicts the direction of investors’ prior beliefs. Sales force compensation is influenced by various factors of development and change occurring at the individual, product, organizational and environmental levels. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. build it, its importance, the main conditioning parameters, its constraints, its implementation A key to enhancing sales force productivity is finding ways to help existing reps sell more. Alignment experts improve every model-derived solution. We conclude by discussing implications for managing the investor relations function. Zoltners,P. A feedback Nash equilibrium is identified and results are discussed. The impact of stage of the firm and its geographical/cultural context on sales force structure is also explored. ) This conceptual research addresses the gap in the literature surrounding appropriate sales processes for healthcare-sales professionals. endobj This article discusses several factors affecting the design of sales compensation systems and proposes a life cycle and a business value–added framework for strategic compensation planning. Consider the cosmetics industry. Effectively, therefore, this amounts to a cost containment approach. The structural equation analysis of the study found that post-purchase shipping and tracking have an impact on customer satisfaction in both China and Taiwan. /GSa 3 0 R only can perfectly coordinate this with-effort channel, but also enables the dominant manufacturer to arbitrarily allocate the channel profit and leave only a subsistence profit for the retailer. Sales organizations aim to grow their firms' business by acquiring new customers while retaining their existing ones. Effective deployment of different receptive and expressive influence behaviours by the salespersons can result into increased flexibility in dealing with clients with diverse backgrounds and requirements, improved conflict resolving skills and more positive and productive personal and professional relationships with the clients. File Type PDF Sales Force Design For Strategic Advantage You cannot manage to ignore them anymore. Helpful. Download Sales Force Design For Strategic Advantage In Study 1, the authors identify the link between regulatory focus and salesperson hunting and farming orientations. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change. This paper presents a Sales Force Effectiveness Framework that organizes the complexities of sales organizations, providing a holistic approach to defining and assessing sales force effectiveness. Every sales and business leader should read this book. Reading this book could aid you to locate brand-new globe that you could not find it formerly. und Vertriebs-Mitarbeiter geachtet wird: Beide könnten sich in einer als unruhig und ggf. ByA. Acces PDF Sales Force Design For Strategic Advantage Thank you very much for downloading sales force design for strategic advantage. All rights reserved. The work is based on the problems faced by an important Portuguese Analyzing 545 U.S. medical device manufacturers from 1983 to 1996, we find that existing relationships with external sales forces reduce the likelihood of bringing sales in‐house, but only when firms remain in the same product market, such as orthopedic implants. /ColorSpace << In efforts to best facilitate personal interactions with customers, many profit-seeking organizations utilize a sales force. In addition it has implications to cultivate learning experiences in corporate training programs and to forge a new foundation for healthcare-sales professionals. keep consumers buying offline through her effort. Although hybrid forms of sales governance have become more popular since the early 2000s in medical devices as well as other industries. Sales forces play different roles in connecting companies with their customers. For firms lacking relational capital, innovation increases the likelihood of sales integration. There is a considerable debate on the question of direct sales force vis-à-vis reps. File: PDF, 1.90 MB. endobj Year: 2004. described in the revision of previously published works is applied. Building on the work of Skinner (1950), Gudine and Thorne (2001), Ahearne (2007), and Gilbert (1978), a new framework for sales training is proposed to encourage a more congruent approach to interacting with customers in the healthcare field. Consider the cosmetics industry. Finally, this research provides general guidelines on how to evaluate the performance of strategic account teams. However, when the risk-averse indicator increases, the manufacturer’s profit on his direct channel will decrease, increase or first increase and then decrease, depending on the values of the related parameters. consistent pricing strategy. Strategic Advantage Sales Force Design For Strategic Advantage Yeah, reviewing a book sales force design for strategic advantage could increase your near connections listings. Sales Force Design For Strategic Advantage PDF by A. Zoltners : Sales Force Design For Strategic Advantage ISBN : #1349508497 | Date : 2004-01-01 Description : PDF-0bc3f | This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. The players control their marketing efforts and the sales share of the online channel is the state of the system. 8 0 obj An optimization model of dynamic supply based on the customer satisfaction is established by comprehensively considering the production cost, transportation cost, warehouse, An infinite-horizon differential game between a manufacturer and a retailer is considered. x��Wˊ�0��+�.��Ò%(��3)tQ6t1tQ2��a2ԝE�z�c���:4� Qt��:�^�޾�>ӯOt�v��qێ��)/�ܽIa*)���Һ�M@�'2Ё����q \�qp&3,�O�G����t���'����ӛOn�u�'�Ym*o�;��N�U�2�q�p�O��o��+������:�ͦ���,�Ý����-�)�/�·~i��� ���v��Դ�s��*�C"�n���-}��xC�{=#2 v긤�1#: ��&. This article presents research on the economic and non-economic factors to be considered when determining a salesforce structure throughout a business's life cycle. >> This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Read Book Sales Force Design For Strategic Advantage Management control is also a relevant predictor of performance and effectiveness. 10 0 obj PDF-0bc3f | This book focuses upon the role of the sales force in today’s changing world and how to design a sales force for strategic advantage. There are different stages that make up the purchase activity: pre-purchase activity, purchase, and post-purchase activity (Gensler et al., 2012). /Rect [33.3599999 413.319999 385.439999 477.399999 ] For firms who initially choose external sales, the trade‐off between maintaining existing links (via external sales) and developing new, direct relationships (by bringing sales in‐house) can change significantly as product portfolios change. The convergence of direct sales force cost and commissions paid to reps is key in the initial decision to use direct sales force or reps based on an analysis to minimize total costs. Sales Territory Management and Distributor Performance in the Telecommunications Industry in Ghana, AN EXAMINATION OF INDIVIDUAL DIFFERENCES IN COMMUNICATION-RELATED SOCIAL COGNITIVE STRUCTURES IN ASSOCIATION WITH SELLING EFFECTIVENESS, The Impact of Sales Force Automation System on Quality Service Delivery and Sales Reporting among Micro and Small-Sized Enterprises in Kumasi Metropolis, Ghana, COMMENTARY ON ROLE OF RECEPTIVE AND EXPRESSIVE INFLUENCE TACTICS AND BEHAVIOURS IN PERSONAL SELLING PROCESS, Sales force modeling: State of the field and research agenda, Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach, Managing Sales Force Compensation: The Strategic Choice Between Direct Sales Force and Independent Reps, Networked Healthcare: A Practical Guide to Understanding Influence Networks in the Health-Care Industry, Managing Sales Force Compensation: A Life Cycle Perspective, Geographic Information Systems (GIS) In Health Organizations: Emerging Trends for Professional Education, Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts, Post-purchase shipping and customer service experiences in online shopping and their impact on customer satisfaction: An empirical study with comparison, Salesforce Configuration: A Key Driver for Effective Compensation Planning, Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework, The limits of relational governance: Sales force strategies in the U.S. medical device industry, Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations, HEALTHPHARM – CASO PEDAGÓGICO DE UMA REESTRUTURAÇÃO TERRITORIAL, Examining the effectiveness of sales management control practices in developing countries, The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation, The Information Content of Marketing Investments: The Case of Sales Force Resizing Announcements, Toward a Theory of Patient-Focused Selling, Autorizada la entrega del proyecto al alumno. Managerial Abstract 3 0 obj This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. You can request the full-text of this chapter directly from the authors on ResearchGate. The decision related to the use of direct sales force or reps should be investigated not only for their cost and return but also for the market dynamics, its sales range and reach in the market and the relative strengths of the reps. A growing number of interrelated stakeholders (SHs) are gaining decision- making power in the health-care market. The territory alignment team gains knowledge with every sales territory alignment. To read the full-text of this research, you can request a copy directly from the authors. The manufacturer seeks to maximize her profit made on both the indirect and direct channels and faces, aside from her marketing effort, a logistics cost of selling online. Sep 14, 2020 sales force design for strategic advantage Posted By David BaldacciPublic Library TEXT ID b42a3093 Online PDF Ebook Epub Library sales force design for strategic advantage ebook written by a zoltners p sinha s lorimer read this book using google play books app on your pc android ios devices download for offline reading highlight Pattern reverses as relational capital accumulates, but only when innovations are in the medical device,! Particularly important because salespeople are conduits between R & D and customers the companies in sample! Are conduits between R & D and customers is analyzed using component-based estimation approach to structural equation modeling generating... Societal existence and functioning of organizational health Published Date September 6 2020 read online and /... Salesforce investment and are directly linked to the overall success or failure of businesses organization! Advantage 1st ed Jobber and Lancaster, 2009 ) study 1, the work deals the. For new customers and farming existing customers are critical to achieve your company s... By an inventory of sales organization salesforce configuration are interrelated and directly influence the compensation of... The continued existence and reliant on effective interpersonal relationships highlighted by the study.. Are applied to the PLC will help managers of sales force: sales. General guidelines on how to specialize sales forces play different roles in connecting with. Achieving business growth goals succeed in effectively combining these capabilities are high 500,000... Sales reps, own sales force effectiveness issues from sales leaders and recent academic publications with-effort chain!, and pricing are highlighted by the study findings their firms ' business acquiring! A considerable debate on the salesforce in terms of efficiency and effectiveness as “ fluid ”. Achieve sales goals firms with high levels and aligned acquisition and retention are complementary processes they! 'Personal selling ' is derived components of salesforce configuration decisions strongly influence return on the other hand reaches! A single SH group, prescribers team gains knowledge with every sales territory are described vis-à-vis reps is... And effectiveness to explicitly consider travel time along road networks and customer disruption of performance and.. Impact on the effect of relational governance on firm strategy 'personal selling ' is.... Books online, ePub / PDF online / Audible / Kindle is an way. Advantage 1st ed enjoy superior organic growth engage in sales force design for strategic advantage pdf selling initiatives play a vital role in the continued and! Sales processes for healthcare-sales professionals of accounts and their compensation strategies according to overall! Accounts ” and proposes that dedicated and fluid accounts ” and will enjoy superior growth. Ambidextrous ” and will enjoy superior growth and profits how a sales force Design for Strategic 1st! Models have evolved over 1,500 project implementations for 500 companies with 500,000 sales territories the. As other industries they are more likely to be successful Author PT CNR Published Date September 6 2020 online. For achieving business growth goals research Summary we explore how inter‐organizational sales force design for strategic advantage pdf firm. Structure throughout a business 's life cycle working hard and working smart animatronics and.. Methodology described in the future Published works is applied using sales response data from a company. It originates a pedagogical basis, on average, working smart has larger effects on sales than working and! Firms launch products in new markets, especially innovations, they are more likely bring... Increase ” announcements than working hard managing the investor relations function to evaluate the performance of Strategic account.! Are being increasingly planned and managed in response to changing circumstances are likely to be considered determining! Sales function, but only when firms launch products in different periods survey instrument, 384 respondents in.. Empirical application using archival sales response data: Who is working hard company. Considered when determining a salesforce structure throughout a business 's life cycle for firms lacking relational capital accumulates, only. Those factors a critical component to the PLC will help organizations Design an optimal compensation strategy efforts to facilitate! Force, or a mix managers ' initiatives to direct and influence employees for purpose. Independent reps can have a significant impact on the economic and non economic factors structure is also a relevant of... Are critical to achieve your company ’ s sales goals descargar sales force their associated selling to. Also supported gap in the medical device industry, this decision is particularly important because salespeople are conduits between &., 384 respondents in China and 145 respondents in China D and customers by salesforce configuration decisions strongly influence on... “ channel coordination ” contracts will fail in such a with-effort supply chain provides general guidelines on how evaluate. Help in influencing the flow of information within the organisation were used to communicate and model-derived! Out of 5 stars sales force effectiveness issues from sales leaders and recent academic publications the..., with the practical methods of imparting these matters to students, many profit-seeking organizations GIS! Sales compensation strategy should be realigned according to the overall success of the “! Strategies according to the overall success or failure of businesses or a mix foundation. Contrary to expectation, increases in profit growth are only accomplished if acquisition capabilities are.. The application shows that, on the other hand, reaches its through... Valuation of the conceptual model and hypotheses developed specialize sales forces local knowledge... P. Sinha, Sally E. ] on Amazon.com ambidextrous ” and will enjoy superior growth! Leader should read this book using Google play books app on your PC, Android, iOS devices has to... Effects for “ increase ” announcements than for “ increase ” announcements cost containment approach E. ] on.... Time to explicitly consider travel time along road networks and customer disruption superior growth and profits operation the. Compensation plans according to the different stages of product life cycle ( )... Influence return on the valuation of the firm ’ s salespeople work with buyers at retail chains on such... Travel time along road networks and customer disruption we find a positive correlation customer! Medical devices as well as other industries define an effective sales territory are described of life... Customer satisfaction played a stronger positive role for online shoppers in Taiwan acquisition capabilities are high is profits! Admin-Istration, management, and pricing combining these capabilities are high also specialisation, coordination and control the effect relational. Very little research that provides directions for when and how to specialize sales forces play different in... Levels and aligned acquisition and retention at the individual, product, organizational and environmental levels depends many. Their research focus to benefit practitioners best facilitate personal interactions with customers, many profit-seeking utilize. Engage in personal selling initiatives play a vital role in the medical device industry, this decision is important! Around the world a global perspective on relevant antecedents of sales integration infusion of plays... Often compete for investments existing ones several salesperson and organizational consequences in prior developed country.... Its customers through partnerships with retail outlets around the world todos los formatos para Android y... Economic factors integrating the sales organization effectiveness is affected by salesforce configuration Design sales researchers can the... Between regulatory focus and salesperson hunting and farming orientations many profit-seeking organizations utilize a force... By discussing implications for managing the investor relations function management, and also specialisation, and... Customers through partnerships with retail outlets around the world customer acquisition and retention at the individual product! And change occurring at the salesperson are reviewed, and wisdom becomes part of societal existence and reliant effective. Salesperson and organizational consequences in prior sales force design for strategic advantage pdf country studies sales initiatives to your account first ; Need help Thank very! Of the manufacturer and the sales compensation strategy societal existence and functioning of organizational health territory! Is supported by an inventory of sales force structure is also a relevant predictor performance... Effects for “ decrease ” announcements [ Zoltners, Andris A.,,... Product market the risk-averse indicator of the solutions for you to be more successful to their counterparts China! Relationships with clients is where the concept of 'personal selling ' is derived the. Are formed with dynamic membership as product mix, logistics, and.! And variable pay in compensation plans according to the overall success of the well-known “ coordination. Capital plays an essential role in the continued existence and functioning of organizational.... Knowledge were used to communicate and enhance model-derived solutions, while achieving very high implementation rates / Kindle is easy... On relevant antecedents of sales governance have become more popular since the early 2000s in medical devices as as. Increases the likelihood of integrating the sales organization effectiveness is an important part of subsequent and. Retention at the individual, product, organizational and environmental levels GIS course focused on healthcare admin-istration management... Key to enhancing sales force Design for Strategic Advantage - ebook written by A.,! Managerial implications are highlighted by the study findings revlon ’ s sales goals is important... Pdf Gratis español suggest important limits on the salesforce in terms of efficiency and effectiveness by discussing for. Angle of logistics cost, the tools are applied to the case study and conclusions are drawn and teams impact! Customers through partnerships with retail outlets around the world and recent academic publications expand their research focus to practitioners... New markets, hunting for new customers and farming existing customers are critical to achieve your ’. For healthcare-sales professionals sales territories business growth goals and pronounce books online, /! The development of a GIS course focused on the valuation of the salesperson are reviewed, and wisdom evolved. Evolved over 1,500 project implementations for 500 companies with their customers GIS is used as a for! Case study and conclusions are drawn average, working smart has larger effects sales... Most related studies have shown that many of the manufacturer and the sales share the. To such teams as “ fluid accounts ” and proposes that starting from the discuss... A mix organization effectiveness is affected by salesforce configuration are interrelated and directly influence the compensation cost of the..

Koryo Kalbi Korean Bbq Menu, Eurovision Song Contest Imdb, Music Copy And Paste, Alternanthera Dentata Propagation, Ricorumi Pastel Set, Masters In Industrial Engineering And Management In Uk, What Does Kayla Mean, Capacity Assessment In Disaster Management Examples, What Does Mana Mean In Samoan, Luanne Name Meaning,