Relevant bibliographies by topics / Sales automation

Academic literature on the topic 'Sales automation'

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Published: 10 December 2022
Last updated: 28 January 2023

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Journal articles on the topic "Sales automation"

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Kirmani, Afshan. "Mobile Sales Force Automation." Ergonomics in Design: The Quarterly of Human Factors Applications 19, no. 2 (April 2011): 14–18. http://dx.doi.org/10.1177/1064804611408019.

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Research shows that interaction models determine if designs are exploratory or task oriented in structure. When the business objective defines efficiency as the key goal, the intent and structure remain action oriented. In this article, the author establishes that mobile sales force applications need to focus on efficiency to enable field sales staff to increase their productivity.
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Clark, Paul, Richard A. Rocco, and Alan J. Bush. "Sales Force Automation Systems and Sales Force Productivity." Journal of Relationship Marketing 6, no. 2 (August 28, 2007): 67–87. http://dx.doi.org/10.1300/j366v06n02_06.

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Honeycutt, Earl D., Tanya Thelen, Shawn T. Thelen, and Sharon K. Hodge. "Impediments to sales force automation." Industrial Marketing Management 34, no. 4 (May 2005): 313–22. http://dx.doi.org/10.1016/j.indmarman.2004.09.012.

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Ranjan, Jayanthi, and Sandeep Puri. "Sales force automation: research agenda." International Journal of Value Chain Management 5, no. 2 (2011): 141. http://dx.doi.org/10.1504/ijvcm.2011.042074.

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Hildebrand, Christian, and Anouk Bergner. "AI-Driven Sales Automation: Using Chatbots to Boost Sales." NIM Marketing Intelligence Review 11, no. 2 (November 1, 2019): 36–41. http://dx.doi.org/10.2478/nimmir-2019-0014.

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AbstractThe implementation of bot interfaces varies tremendously in current industry practice. They range from the human-like to those that merely present a brand logo or a digital avatar. Some applications provide a maximum amount of information with limited turn-taking between the user and the interface; others offer only short pieces of information and require more turn-taking. Instead of simply implementing the default option provided by chatbot providers and platforms, companies should consider very carefully how the specifics of the chatbot interface might affect the user experience. Simple mechanics such as increasing the frequency of interactions leads to greater trust and a more enjoyable user experience. Also, personalizing chatbots with basic consumer characteristics such as gender increases trust and improves the perceived closeness between the customer and the chatbot – and ultimately the brand. Brand managers should therefore consider chatbots not as merely another digital marketing fad or a way to save costs through service automation. When implemented wisely, they are even able to increase a company’s upselling potential.
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Sianturi, Yansen, Muhammad Riza Firdaus, and Ikhwan Faisal. "PENGARUH EFEKTIVITAS OTOMATISASI, SISTEM KONTROL TENAGA PENJUAL DAN KEPUASAN ATAS WILAYAH PENJUALAN TERHADAP KINERJA TENAGA PENJUAL UNTUK MENINGKATKAN EFEKTIVITAS PENJUALAN ORGANISASI ( Studi Pada Perusahaan Distributor Farmasi Kotamadya Banjarmasin )." JWM (Jurnal Wawasan Manajemen) 6, no. 1 (February 26, 2019): 76. http://dx.doi.org/10.20527/jwm.v6i1.161.

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<p><em>This study analyzed the effectiveness of automation factors, system control of sales and satisfaction of sales area which affect the sales’ performance to sales’ organization effectiveness (large pharmacy) in Banjarmasin. </em></p><p><em>The sampling technique was divided into three phases, namely stratified, proportional, and purposive sampling. There were 120 subjects involved in the study. They are the head of branch, sales supervisors, sales personnel from pharmaceutical distribution company whose products are categorized as medicinal products and consumer goods. The analysis for the study used Structural Equation Model (SEM) in AMOS 20 program.</em></p><p><em>The results of data analysis shows that the study supports five hypotheses and rejects two other hypotheses. The study also confirms a statistically significant relationship of the effectiveness of automation, system control of sales and satisfaction of sales area to the sales’ performance, as well as significant influence of sales’ performance and system control of sales to the effectiveness of sales’ organization. In addition, it is statistically found that the effectiveness of sales automation and satisfaction of sales area do not affect the sales’ organization effectiveness.</em></p><p><em>The implication of this research to prepare personal in charge as coordinator of sales automation effectiveness and key performance indicator as guidance to measure the control which has been done and the discussion of sales territory alignment between sales supervisor and sales force. </em></p>
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Philipp, Martin. "Erfolgreicher im Vertrieb mit Sales Automation." Sales Excellence 31, no. 7-8 (August 2022): 34–35. http://dx.doi.org/10.1007/s35141-022-0931-7.

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Gohmann, Stephan F., Jian Guan, Robert M. Barker, and David J. Faulds. "Perceptions of sales force automation: Differences between sales force and management." Industrial Marketing Management 34, no. 4 (May 2005): 337–43. http://dx.doi.org/10.1016/j.indmarman.2004.09.014.

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Kokemüller, Jochen, and Heiko Roßnagel. "Secure mobile sales force automation: the case of independent sales agencies." Information Systems and e-Business Management 10, no. 1 (November 24, 2010): 117–33. http://dx.doi.org/10.1007/s10257-010-0157-x.

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Sahfitri, Vivi. "SISTEM INFORMASI PENJUALAN DENGAN MENERAPKAN METODE SALES FORCE AUTOMATION." Jurnal Ilmiah Matrik 20, no. 3 (January 10, 2019): 214–23. http://dx.doi.org/10.33557/jurnalmatrik.v20i3.469.

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The sales process is the most important part of the product manufacturer or the company being ditributor. Conventional sales system by the way telephone or consumer come directly to know the available or not the product needed to make consumers should take the time to do that. Such conditions can also lead to consumer dissatisfaction especially if the desired item is unavailable. Dissatisfaction with customer service can affect the indication of declining sales turnover. For that, the company needs a website-based sales information system that can be accessed by consumers anytime and anywhere so that it can expand its marketing area, and can facilitate salespeople to conduct promotions to Community. This research produces the sales information system by implementing a sales Force Automation (SFA) method which is expected to maximize the sales and focus of services to customers.
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Dissertations / Theses on the topic "Sales automation"

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Januário, Ana Catarina Teodoro Bernardino. "Desenvolvimento de uma plataforma low-code em sales force automation." Master's thesis, Instituto Superior de Economia e Gestão, 2020. http://hdl.handle.net/10400.5/21007.

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Mestrado em Gestão de Sistemas de Informação
Todos os dias surgem novidades no mundo das tecnologias de informação. Um conceito que surgiu há relativamente pouco tempo são as plataformas de desenvolvimento Low-Code. Estas plataformas permitem que qualquer profissional sem grandes conhecimentos de programação seja capaz de produzir aplicações de grande valor acrescentado para as empresas. Estando inserida numa empresa do mercado segurador e numa posição de apoio à equipa comercial da organização, foi-me dada a oportunidade de desenvolver uma aplicação empresarial através de uma ferramenta Low-Code, PowerApps em conjunto com outras aplicações que atuam de maneira suplementar, SharePoint e PowerAutomate, todos eles da Microsoft. Esta aplicação tem como principal objetivo servir de apoio a todos aqueles que se encontram no terreno a negociar com os agentes e oferece duas funcionalidades essenciais para o processo de negociação ser o mais agilizado possível: Registo de Acordos de Incentivo e um Dashboard dinâmico com valores a serem atualizados diariamente. Ao longo do relatório do projeto são explicadas quais as principais vantagens desta nova maneira de desenvolver aplicações assim como as grandes diferenças para os outros tipos de programação. A metodologia seguida para a produção desta ferramenta foi o SCRUM e todas as fases do processo de desenvolvimento inerentes à mesma são explicados. Após diversos sprints, alterações e testes foi possível concluir a aplicação, sendo que neste momento a mesma já se encontra em produção.
Every day there are new developments in the world of information technologies. A novelty that appeared relatively recently is the concept of Low-Code development platforms. These platforms allow any professional without a great knowledge of programming to be able to produce applications of great added value for companies. Being part of a company in the insurance market and in an area that supports the company's commercial team, I was given the opportunity to develop a business application using a Low-Code tool, PowerApps, together with other software applications that work in a supplementary way, SharePoint and PowerAutomate, all of them from Microsoft. This application has as main objective to support all those who are in the field to negotiate with the agents and offers two essential features for the negotiation process to be as streamlined as possible: Incentive Agreement Registration and a Dynamic Dashboard with values daily updated. Throughout this project report, the main advantages of this new way of developing applications are explained, as well as the great differences to other types of programming. The methodology followed for the development of this tool was SCRUM and all the phases of the development process inherent to it are explained. At the end of several sprints, it was possible to conclude this app, which is now in production.
info:eu-repo/semantics/publishedVersion
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Shoib, Gamila Mohamed. "The politics of rationality : an ethnographic study of sales force automation in a multi-national company in Egypt." Thesis, University of Cambridge, 2002. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.620489.

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Hendén, Stefan, and Andreas Dahlgren. "Marketing Automation – en studie om ett modernt marknadsföringsverktyg i en svensk kontext." Thesis, Högskolan Dalarna, Företagsekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:du-23507.

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I takt med att digitala medier har utvecklats under de senaste åren har köpresan för-ändrats till att kunder idag i ett mycket senare skede släpper in leverantörer i dialogen. Marketing Automation adresserar den problembilden och har växt fram som en brygga mellan sälj- och marknadsprocessen. Systemet ger möjlighet att effektivt och automatiserat utveckla leads (potentiell kund). Syftet med denna studie är att undersöka hur Marketing Automation påverkar sälj- och marknadsprocesserna. Vilka förutsättningar krävs för en implementation? Ökar lönsamheten? Vi har därför valt att i det teoretiska ramverket beskriva Marketing Automation och bland annat undersöka om ett införande av Marketing Automation medför att sälj- och marknadsorganisationerna slås samman till en organisatorisk enhet. I studien har vi dessutom kartlagt och beskrivit den moderna köpresan och det som ibland kallas intäktsorganisationen. Vi har funnit att Marketing Automation är relativt outforskat i en svensk kontext. För att utröna om teorin, som i stor utsträckning bygger på internationell litteratur och internationella undersökningar, går att överföra till en svensk kontext har vi valt att genomföra en kvalitativ studie i form av en fallstudie av leverantörer av produkter och tjänster inom området samt företag, med den gemensamma nämnaren att de re-presenterar ett kunskapsintensivt erbjudande och har implementerat lösningar för Marketing Automation. I vår analys finns en samsyn mellan leverantörer och kunder i förutsättningar för ett införande, men vi kan även se hur resultaten divergerar och pekar på implikationer, inte minst avseende måluppfyllnad och samverkan mellan sälj- och marknadsorgani-sationerna. Vår slutsats visar bland annat att Marketing Automation kan leda till uppfyllnad av mjuka värden i företaget men har inte bevisats leda till ökad lönsamhet per automatik. Vi ser lönsamhet och Return on Investment (ROI) som ett område som bör utforskas vidare.
Parallel to the evolution of digital media in recent years, the buyer’s journey has changed. B2B-customers today let suppliers in at the end of the process rather than from the beginning. Marketing Automation addresses that problem and has emerged as a bridge between the sales and marketing processes as it support efficient and au-tomated lead development. The purpose of this study is to examine how marketing automation affects the sales and marketing processes. What conditions are needed for an implementation? Will it increase profitability? We have therefore chosen to describe Marketing Automation, and in particular con-sider whether the introduction of marketing automation means that sales and market-ing organizations merges into one organizational unit? In the study, we have identi-fied and described the modern buyer’s journey and what sometimes is called the rev-enue department. We have found that Marketing Automation is relatively unexplored in a Swedish con-text. To explore if the theory, which is largely based on international literature and research, can be transferred to a Swedish context, we have chosen to conduct a quali-tative study and case study of suppliers of products and services in the area as well as companies, representing a knowledge based offering, which has implemented solu-tions for marketing automation. In our analysis, there is a general consensus between suppliers and customers of the conditions for implementation, but we can also see how the results diverge, not least regarding aspects such as increase of revenue, ROI and collaboration between sales and marketing organizations. Our conclusion shows that marketing automation can lead to fulfillment of the core values of the company but has not been proven to lead to increased profitability au-tomatically. We see profitability and ROI as potential areas of further exploration.
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Gao, L. "Getting from managerial framing to employee action in strategic change : a case study of a sales automation and transformation programme." Thesis, Nottingham Trent University, 2016. http://irep.ntu.ac.uk/id/eprint/28324/.

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In contemporary organisations the evolution of technology and increased competition has accentuated the need for strategic imperatives to ensure that the traditional sales organisation is transformed from tactical management of sales transactions to the strategic management of complex strategic customer portfolios and customer relationship for a company’s long-term growth (Olson et al., 2001; Piercy and Lane, 2005). How management can ensure a successful shift from the conventional sales philosophy to the strategic one is a challenge in many sales organisations. In this case study of a sales organisation in a multinational company, an examination is undertaken of a strategic transformation that involves a new sales philosophy and the associated sales force automation (SFA) system. Such transformation calls for the sales organisation to shift from tactical and transactional-based selling approach to strategic value creation-based practices. The transition is necessarily supported by SFA system implementation, to which the adoption is invariably hampered by an alarming rate of failures (Bush et al., 2005). So what can be done to ensure a successful shift from the current sales philosophy to the new one supported by the new SFA system? How can management purposely shape the interpretations of the organisation's environment in order that employees understand and 'enact' strategic change (Daft and Weick, 1984; Reger et al., 1994)? In order to explore these questions, a social interactionist (Goffman, 1974) methodological approach is taken to examine the meanings inherent in individual and collective interactions and negotiations. The concept of framing is utilised as an analytical lens to understand strategic changes (Kaplan, 2008) occurring within the case study. Whilst framing as a conceptual bridge linking social psychological and resource mobilization has been researched in social movement participation (Snow et al., 1986; Benford, 1993; Benford and Snow,2000; Reber and Berger, 2005), little progress has been made using such micro-level analysis in understanding mobilizing strategic change in sales organisation in a theoretically informed and empirically grounded fashion. The overarching aims of this study are therefore to provide a deeper understanding of how management frame such strategic changes in sales philosophy and how the resulting frames are accepted or otherwise in a sales workforce automation and transformation programme. Applying a framing concept to the analysis of strategic change within the organisation enables us to move away from viewing organisation as a static entity or a fixed structure (Putnam and Nicotera, 2009) and get into the minds of management and employees to understand the internal struggles that are taking place. Most importantly, in this study, as compared to previous works using framing theory to interpret strategic decision making (Kaplan, 2008), this research goes beyond analyzing individual framing practices of key organisational decision makers (senior management) to study how cognitive frames can shape strategic objectives by framing messages to other organisational actors (sales employees) who are required to adopt the intended strategic change. By analysing both managerial framing practice and employee frame alignment as well as the degree of collective action mobilization (Klandermans, 1984), it offers a complete picture of how strategically inclined managers try to change the organisation status quo and how they employ various managerial framing practices to gain support for transformational change of sales philosophy. At the same time, it provides an account of how employees respond to strategic frame alignment process, such that they either accept the frames and take collective action accordingly or partially accept them and take deferred action or passively participate. The primary contributions of this study to framing theory are: first of all, it advances Kaplan’s (2008) original framing contest theory by demonstrating collective action frames are not static characterizations but can be changed or redefined with purposeful managerial framing and reframing. The framing outcome been focused in this research is employee’s collective action which is a step further from meaning construction in strategic decision making as in Kaplan’s (2008) research. Secondly, while Kaplan (2008) demonstrated how different organization actors attempt to make their frame resonate and mobilize action in their favour, this research focuses on the interplay between management and employees who have unequal access to organization resources due to organization hierarchy. It shows that despite of the differences, employees are not mere recipient of managerial framing whose only role is to respond (or not) to the framed meanings. Instead, their subsequent reactions to managerial framing shape collective action frame and the resulted action. Finally, it confirms the distinction between consensus mobilization and action mobilization (Klandermans, 1984) which separates management’s focus of convincing and activating, and shows how resonance of legitimacy and motivation frames are both necessary conditions for employee action mobilization. This research also contributes to strategic change studies by showing what constitutes effective managerial framing practices to enable strategic change in sales organisations with a theoretical framework that demonstrates how managerial frames are introduced, contested and aligned or partially aligned and the resulting employee participation level. Such a theoretical framework is both empirically informed and practically useful for strategic change practitioners as it delineates factors that determine effectiveness of management’s framing efforts in mobilizing employees for action thus help them to evaluate and predict the effectiveness of managerial framing effort and possible outcomes. Finally, this research contributes to sales technology literature by providing a better understanding of how technological frames affect SFA adoption by sales workforce and how management can strategically frame SFA and its value to achieve desired results.
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Young, Brett. "The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project." Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/cis_diss/40.

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The literature emphasizes the important role played by stakeholder perceptions in explaining success and failure of IT-enabled change efforts. However, our knowledge of how stakeholder perceptions evolve and interact with outcomes during change processes is still limited. Consequently, this study adapts technological frames of reference (TFR) to explore the dynamics of stakeholder perceptions based on action research into an IT-enabled sales process innovation project at VoiceTech. The study attempts to answer the following research questions: How can TFR be adapted and applied to support action research into IT-enabled change efforts? What was the role of stakeholder perceptions during IT-enabled sales process innovation at VoiceTech? How do stakeholder perceptions evolve and interact with outcomes during IT-enabled change efforts? The study develops TFR as a theory for investigating stakeholder perceptions during IT-enabled change and it offers a process model of how frame interactions, incongruencies, and inconsistencies contribute to frame shifts and change outcomes over time. In addition, the study provides detailed insights into how the IT-enabled sales process innovation at VoiceTech shaped and was shaped by shifts in stakeholder perceptions over time.
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Švejdová, Jana. "Implementace CRM u telekomunikačního operátora." Master's thesis, Vysoká škola ekonomická v Praze, 2011. http://www.nusl.cz/ntk/nusl-124729.

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The diploma thesis focuses on implementation of a software solution for customer relationship management with respect to a telecommunications service provider. The whole analysis of a project implementation describes introduction of a segment called Sales Force Automation (SFA). The objective of the work is to describe all important steps during the execution of the SFA project implementation, to compare the steps to theoretical recommendations, to assess applicability of procedures with regard to users' experience and reactions during the execution and after the completion of the project and to subsequently determine recommendations for similar projects. The work is structured into a theoretical and practical part. The objective of the theoretical part is to explain the concept of CRM -- Customer Relationship Management, to introduce the recommended project plan of the CRM implementation and to present a selected product, which is Siebel CRM from Oracle. The practical part describes an already finished project implemented by a telecommunications service provider, compares the appropriate procedure to a theoretical recommendation and registers differences. Based on implications and user's reactions there were suitable and unsuitable steps determined and also procedures recommended for an easier transition to a new CRM system with regard to similar projects.
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Vondrová, Kateřina. "Nové trendy prodeje v oblasti rychloobrátkového zboží (využití operativního CRM)." Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-196528.

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The diploma thesis deals with three aspects of operational part of CRM -- sales force automation, telephone sales (contact centers) and e-business. The thesis studies the influence of these three aspects on the firm's productivity. The diploma thesis links to the company Plzensky Prazdroj a.s., which provided the data. Practical contribution of the thesis is an evaluation of current business model of Plzensky Prazdroj and a proposal of a new e-business strategy for this company.
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Wöldern, Lars. "Discovery and Analysis of Social Media Data : How businesses can create customized filters to more effectively use public data." Thesis, Linnéuniversitetet, Institutionen för datavetenskap och medieteknik (DM), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-75275.

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The availability of prospective customer information present on social media platforms has led to many marketing and customer-facing departments utilizing social media data in processes such as demographics research, and sales and campaign planning. However, if your business needs require further filtration of data, beyond what is provided by existing filters, the volume and rate at which data can be manually sifted, is constrained by the speed and accuracy of employees, and their digital competency. The repetitive nature of filtration work, lends itself to automation, that ultimately has the potential to alleviate large productivity bottlenecks, enabling organizations to distill larger volumes of unfiltered data, faster and with greater precision. This project employs automation and artificial intelligence, to filter Linkedin profiles using customized selection criteria, beyond what is currently available, such as nationality and age. By introducing the ability to produce tailored indices of social media data, automated filtration offers organizations the opportunity to better utilize rich prospective data for more efficient customer review and targeting.
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Rangavajjula, Santosh Bharadwaj. "Design of information tree for support related queries: Axis Communications AB : An exploratory research study in debug suggestions with machine learning at Axis Communications, Lund." Thesis, Blekinge Tekniska Högskola, Institutionen för datalogi och datorsystemteknik, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:bth-16826.

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Context: In today's world, we have access to so much data than at any time in the past with more and more data coming from smartphones, sensors networks, and business processes. But, most of this data is meaningless, if it's not properly formatted and utilized. Traditionally, in service support teams, issues raised by customers are processed locally, made reports and sent over in the support line for resolution. The resolution of the issue then depends on the expertise of the technicians or developers and their experience in handling similar issues which limits the size, speed, and scale of the problems that can be resolved. One solution to this problem is to make relevant information tailored to the issue under investigation to be easily available. Objectives: The focus of the thesis is to improve turn around time of customer queries using recommendations and evaluate by defining metrics in comparison to existing workflow. As Artificial Intelligence applications can have a broad spectrum, we confine the scope with a relevance in software service and Issue Tracking Systems. Software support is a complicated process as it involves various stakeholders with conflicting interests. During the course of this literary work, we are primarily interested in evaluating different AI solutions specifically in the customer support space customize and compare them. Methods: The following thesis work has been carried out by making controlled experiments using different datasets and Machine learning models. Results: We classified Axis data and Bugzilla (eclipse) using Decision Trees, K Nearest Neighbors, Neural Networks, Naive Bayes and evaluated them using precision, recall rate, and F-score. K Nearest Neighbors was having precision 0.11, recall rate 0.11, Decision Trees had precision 0.11, recall rate 0.11, Neural Networks had precision 0.13, recall rate 0.11 and Naive Bayes had precision 0.05, recall rate 0.11. The result shows too many false positives and true negatives for being able to recommend. Conclusions: In this Thesis work, we have gone through 33 research articles and synthesized them. Existing systems in place and the current state of the art is described. A debug suggestion tool was developed in python with SKlearn. Experiments with different Machine Learning models are run on the tool and highest 0.13 (precision), 0.10 (f-score), 0.11 (recall) are observed with MLP Classification Neural Network.
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Sousa, Lucas Benedito dos Reis, Nelson Paiva Oliveira Leite, Fernando Walter, and Wagner Chiepa Cunha. "AUTOMATION SYSTEM FOR THE FLIGHT TEST LABORATORY (SALEV)." International Foundation for Telemetering, 2006. http://hdl.handle.net/10150/603934.

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ITC/USA 2006 Conference Proceedings / The Forty-Second Annual International Telemetering Conference and Technical Exhibition / October 23-26, 2006 / Town and Country Resort & Convention Center, San Diego, California
A novel Automation System for the Flight Test Laboratory (SALEV) is developed in full compliance with EA-4/02 Standard (i.e. Expression of the Uncertainty of Measurement in Calibration) to compute the uncertainty of the measurement at the calibration laboratory of the Flight Tests Group (GEEV). The GEEV performs flight test campaigns to certificate and/or develop aircrafts and its systems. Then, flight tests instrumentation (FTI) systems are developed and installed in the test bed. The FTI data acquisition complies with IRIG Standard. The FTI is composed by a data acquisition system, which performs signal conditioning, sampling and quantization of all measurements provided by a set of transducers. All parameters are coded in a PCM format and represented in a non-dimensional numerical form (i.e. counts).To allow the establishment of a relation between the non-dimensional form and the physical quantity, a calibration process is carried out to provide the coefficients of a calibration curve. This process is also used to determine the systematic and random errors (i.e. the uncertainty). The accuracy and reliability of calibration process should comply with the requirements, which are customized for each flight test campaign. The satisfactory performance of the SALEV calibration process is achieved by automation in all steps. The SALEV development is presented, which includes the following steps: · Database definition; · Study of all steps and parts that forms the calibration process (i.e. from transducer to final uncertainty determination) to determine its associated uncertainties; · Automation of the entire calibration process (including the process itself up to the effective control of standard and instruments); · Development of algorithms to compute the uncertainty compliant with EA 4/02; and · System validation in compliance with ISO/IEC 17025. As result of the SALEV operation, it could be verified that measurement quality was improved, and the required time for calibration was substantially reduced. Also the standardization of this process allows failures forecast due to aging of systems parameters (i.e. bias).
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Books on the topic "Sales automation"

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Hannig, Uwe, ed. Marketing und Sales Automation. Wiesbaden: Springer Fachmedien Wiesbaden, 2021. http://dx.doi.org/10.1007/978-3-658-21688-7.

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Hannig, Uwe, ed. Marketing und Sales Automation. Wiesbaden: Springer Fachmedien Wiesbaden, 2017. http://dx.doi.org/10.1007/978-3-658-15260-4.

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McMahon, Timothy F. Solving the sales manager/sales automation equation. Chicago: Dartnell Corp., 1996.

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Practices, LLC Best. Best practices in sales force automation. Chapel Hill, NC: Best Practices, 2001.

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Patterson, Art. Sales force automation at Lanier worldwide. [Atlanta, Ga.]: Information Management Forum, 1998.

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Khandpur, Navtej. Sales force automation using Web technologies. New York, NY: Wiley, 1998.

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Scofield, Todd C. Sales automation: Concepts, justification, planning, and implementation. New York: Amacom, 1992.

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Petersen, Glen S. High-impact sales force automation: A strategic perspective. Boca Raton, Fla: St. Lucie Press, 1997.

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Gasser, Marc, and Laura Mäder. Automation von Marketing und Sales für B2B-Unternehmer. Wiesbaden: Springer Fachmedien Wiesbaden, 2022. http://dx.doi.org/10.1007/978-3-658-36859-3.

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Moriarty, Rowland T. Managing hybrid marketing channels with automation. Cambridge, Mass: Marketing Science Institute, 1988.

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Book chapters on the topic "Sales automation"

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Buttle, Francis, and Stan Maklan. "Sales force automation." In Customer Relationship Management, 269–90. Fourth Edition. | New York : Routledge, 2019. | Revised edition of the authors’ Customer relationship management, 2015.: Routledge, 2019. http://dx.doi.org/10.4324/9781351016551-12.

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Gipp, Melanie. "Wachstumstreiber Marketing Automation." In Marketing und Sales Automation, 33–46. Wiesbaden: Springer Fachmedien Wiesbaden, 2021. http://dx.doi.org/10.1007/978-3-658-21688-7_3.

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Hannig, Uwe. "Marketing und Sales Automation." In Marketing und Sales Automation, 3–18. Wiesbaden: Springer Fachmedien Wiesbaden, 2017. http://dx.doi.org/10.1007/978-3-658-15260-4_1.

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Geisser, Christoph. "Absatzsteigerung durch Marketing Automation." In Marketing und Sales Automation, 255–65. Wiesbaden: Springer Fachmedien Wiesbaden, 2017. http://dx.doi.org/10.1007/978-3-658-15260-4_19.

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Waldmann, Marcus, and Crystelle Topatan. "Marketing Automation in Kleinunternehmen." In Marketing und Sales Automation, 267–83. Wiesbaden: Springer Fachmedien Wiesbaden, 2017. http://dx.doi.org/10.1007/978-3-658-15260-4_20.

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Körner, Alexander. "Roadmap zur Marketing Automation." In Marketing und Sales Automation, 117–35. Wiesbaden: Springer Fachmedien Wiesbaden, 2017. http://dx.doi.org/10.1007/978-3-658-15260-4_9.

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Körner, Alexander. "Roadmap zur Marketing Automation." In Marketing und Sales Automation, 61–78. Wiesbaden: Springer Fachmedien Wiesbaden, 2021. http://dx.doi.org/10.1007/978-3-658-21688-7_5.

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Hannig, Uwe, Klaus Heinzelbecker, and Thomas Foell. "Marketing Automation in DACH." In Marketing und Sales Automation, 91–104. Wiesbaden: Springer Fachmedien Wiesbaden, 2021. http://dx.doi.org/10.1007/978-3-658-21688-7_7.

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Stonehouse, Beverley. "Pfizer: From Sales Automation to Business Automation." In Transforming Organisations Through Groupware, 159–63. London: Springer London, 1996. http://dx.doi.org/10.1007/978-1-4471-3052-9_21.

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Vormelcher, Tony, and Ulrich Hoffmann. "Evaluation von Marketing-Automation-Systemen." In Marketing und Sales Automation, 137–47. Wiesbaden: Springer Fachmedien Wiesbaden, 2017. http://dx.doi.org/10.1007/978-3-658-15260-4_10.

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Conference papers on the topic "Sales automation"

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Kiessling, W., S. Fischer, and S. Doring. "COSIMA/sup B2B/ - sales automation for e-procurement." In Proceedings. IEEE International Conference on e-Commerce Technology, 2004. CEC 2004. IEEE, 2004. http://dx.doi.org/10.1109/icect.2004.1319718.

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Plessas-Leonidis, Spyros, Vrassidas Leopoulos, and Konstantinos Kirytopoulos. "Revealing sales trends through data mining." In 2nd International Conference on Computer and Automation Engineering (ICCAE 2010). IEEE, 2010. http://dx.doi.org/10.1109/iccae.2010.5451296.

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Schwenke, Clemens, Volodymyr Vasyutynskyy, and Klaus Kabitzsch. "Analysis and simulation of sales receipt data in supermarkets." In Factory Automation (ETFA 2011). IEEE, 2011. http://dx.doi.org/10.1109/etfa.2011.6059082.

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Mikhailov, Yury I., and Natalya V. Razmochaeva. "The Problems of Quality Management Automation in Retail Sales." In 2018 IEEE International Conference "Quality Management, Transport and Information Security, Information Technologies" (IT&QM&IS). IEEE, 2018. http://dx.doi.org/10.1109/itmqis.2018.8525056.

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Schwenke, Clemens, Johannes Ziegenbalg, Klaus Kabitzsch, and Volodymyr Vasyutynskyy. "Simulation based forecast of supermarket sales." In 2012 IEEE 17th Conference on Emerging Technologies & Factory Automation (ETFA 2012). IEEE, 2012. http://dx.doi.org/10.1109/etfa.2012.6489618.

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"Forecasting Sales in the Presence of Promotional Events." In 10th International Conference on Informatics in Control, Automation and Robotics. SciTePress - Science and and Technology Publications, 2013. http://dx.doi.org/10.5220/0004454905420549.

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Hamlin, M. "Sales and production systems: partners not enemies in an informated organisation." In IEE Colloquium on `Human Centred Automation'. IEE, 1995. http://dx.doi.org/10.1049/ic:19950879.

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Liu, Shuren. "Optimal Inventory Policies When Sales are through Internet Auctions." In 2008 International Conference on Intelligent Computation Technology and Automation (ICICTA). IEEE, 2008. http://dx.doi.org/10.1109/icicta.2008.352.

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Jing Ni and Liang-wei Zhong. "Study of sales contract management system based on WEB." In 2010 International Conference on Mechanic Automation and Control Engineering (MACE). IEEE, 2010. http://dx.doi.org/10.1109/mace.2010.5536626.

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Wehlin, Camilla, Olle Vidner, Leon Poot, and Mehdi Tarkian. "Integrating Sales, Design and Production: A Configuration System for Automation in Mass Customization." In ASME 2021 International Design Engineering Technical Conferences and Computers and Information in Engineering Conference. American Society of Mechanical Engineers, 2021. http://dx.doi.org/10.1115/detc2021-68426.

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Abstract:
Abstract Companies manufacturing customized engineer-to-order (ETO) products are decelerated by repetitive work, misinterpretations and uncoordinated processes which prohibits the achievement of mass customization. Being able to deliver customized product with low costs and fast delivery times, the concept of mass customization, is a prerequisite for maintained competitiveness with the demands from the market today. This paper presents a product configuration system (PCS) for customized products using design automation enabled by knowledge-based engineering (KBE) and enterprise-wide optimization (EWO). With this approach, the process from sales to delivery of customized products can be extensively rationalized. The PCS consists of two modules. The first being a configurator for use in the sales quotation stage. Here, customer requirements are captured, and used to generate alternatives feasible for the customer context. Thereby, correct quotations can be generated at the sales instance. The second module is the enterprise-wide configurator where accepted orders are concurrently optimized for their detailed and final design, considering the current state of the production and concurrent sales cases in the company. In other terms, instead of adapting the supply chain according to the design of the products in the order entry, the design of the products in the order entry are adapted according to the state of the supply chain. Thereby, resources can be efficiently utilized to the benefit of both the customer and the company, with reduced costs and delivery times. An implementation of the PCS in a case concerning spiral staircases, an ETO product, has shown potential of substantially reducing resources and errors and enable a reliable process supporting achievement of mass customization.
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Reports on the topic "Sales automation"

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Stopford, Nikki, and Jacqueline O’Reilly. Innovation Work Chains in US Retail: Automation, Tracking and AI Adoption during the COVID-19 pandemic. Digital Futures at Work Research Centre, March 2022. http://dx.doi.org/10.20919/ivrp6984.

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The 2020 global pandemic led to record grocery sales and significantly accelerated the adoption of online retail services. This trend is expected to grow as mainstream retailers aim to keep up with the speed of delivery from ‘digitally native’ competitors and changing consumer expectations. Technological innovation is being introduced to different parts of the retail supply chain leading to a changing landscape for jobs. Here we develop the concept of Innovation Work Chains (IWC). We use this framing to discuss how the introduction of different types of innovative technology are likely to impact on employment practices across the supply chain in large-scale grocery retail. This research draws on sector reports and extensive interviews with Walmart US and one of their technology partner organisations in the USA. The focus is on how automation technologies like robots, tracking technologies and AI have become pivotal to the efficient management of retail supply chains. The evidence suggests that an iterative process of adoption and adaption is required to develop company specific solutions. However, legacy systems can pose a challenge to the speed at which automation technologies can be efficiently integrated. The concept of Innovation Work Changes highlights the differential impact on the employment landscape across the retail eco-system
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Volkova, Nataliia P., Nina O. Rizun, and Maryna V. Nehrey. Data science: opportunities to transform education. [б. в.], September 2019. http://dx.doi.org/10.31812/123456789/3241.

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The article concerns the issue of data science tools implementation, including the text mining and natural language processing algorithms for increasing the value of high education for development modern and technologically flexible society. Data science is the field of study that involves tools, algorithms, and knowledge of math and statistics to discover knowledge from the raw data. Data science is developing fast and penetrating all spheres of life. More people understand the importance of the science of data and the need for implementation in everyday life. Data science is used in business for business analytics and production, in sales for offerings and, for sales forecasting, in marketing for customizing customers, and recommendations on purchasing, digital marketing, in banking and insurance for risk assessment, fraud detection, scoring, and in medicine for disease forecasting, process automation and patient health monitoring, in tourism in the field of price analysis, flight safety, opinion mining etc. However, data science applications in education have been relatively limited, and many opportunities for advancing the fields still unexplored.
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