Literatura académica sobre el tema "Sales management"
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Artículos de revistas sobre el tema "Sales management"
Hartley, Jerry S. y Stephen F. Witt. "Hotel Sales Management:". Journal of Hospitality & Leisure Marketing 1, n.º 2 (5 de enero de 1993): 59–75. http://dx.doi.org/10.1300/j150v01n02_05.
Texto completoCarter, Tony. "Sales Management Coaching". Journal of Hospital Marketing & Public Relations 16, n.º 1-2 (30 de agosto de 2006): 113–25. http://dx.doi.org/10.1300/j375v16n01_08.
Texto completoWendel, R. F. "Field sales management". Industrial Marketing Management 15, n.º 1 (febrero de 1986): 87–88. http://dx.doi.org/10.1016/0019-8501(86)90048-9.
Texto completoHavlíček, Karel y Ondřej Roubal. "Sales Management and Sales Communication of SMEs". EUROPEAN RESEARCH STUDIES JOURNAL XVI, Issue 4 (1 de noviembre de 2013): 29–42. http://dx.doi.org/10.35808/ersj/401.
Texto completoKuruzovich, Jason. "Sales Technologies, Sales Force Management, and Online Infomediaries". Journal of Personal Selling & Sales Management 33, n.º 2 (junio de 2013): 211–24. http://dx.doi.org/10.2753/pss0885-3134330205.
Texto completoRutherford, Brian N., Nathaniel Hartmann, Nwamaka Anaza y Scott C. Ambrose. "Editorial: Relational disruptions in sales and sales management". Journal of Business & Industrial Marketing 39, n.º 4 (8 de mayo de 2024): 669–72. http://dx.doi.org/10.1108/jbim-04-2024-639.
Texto completoRane, Dipesh, Nabil Ahmed, Daanish Sarguru y Shabina Sayed. "Sales Performance Management System". International Journal of Computer Applications 162, n.º 11 (15 de marzo de 2017): 25–30. http://dx.doi.org/10.5120/ijca2017913404.
Texto completoMentzer, John T., Carol C. Bienstock y Kenneth B. Kahn. "Benchmarking sales forecasting management". Business Horizons 42, n.º 3 (mayo de 1999): 48–56. http://dx.doi.org/10.1016/s0007-6813(99)80021-4.
Texto completoSaxena, DR RP. "Sales and Distribution Management". Paradigm 4, n.º 1 (enero de 2000): 171–82. http://dx.doi.org/10.1177/0971890720000118.
Texto completoSchmitz, Christian y Jan Wieseke. "Excellence in Sales Management". Marketing Review St. Gallen 32, n.º 6 (diciembre de 2015): 3. http://dx.doi.org/10.1007/s11621-015-0587-4.
Texto completoTesis sobre el tema "Sales management"
SESKAUSKIS, ZYGIMANTAS y ROKAS NARKEVICIUS. "Sales forecasting management". Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-10685.
Texto completoTarar, Shahid Iqbal. "Web based sales management system". Thesis, Mälardalen University, School of Innovation, Design and Engineering, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-10368.
Texto completoParamount Salt Handicraft A wholesale Himalayan salt company was previously doing business in traditional way and was limited only to the local market. However from the start day management was planning to expand the business to more locations and to attract more customers. So to expand the business and to attract the international customers and customers from other cities of Sweden it was necessary to make it available over the internet so that customers can easily get knowledge about the company’s products and purchase them. So the need of an online web shop was realized to bring the company’s plan into reality. The online shop will be act as a medium of interaction between the customers and the company and it will enable the customers to buy products online and make payments electronically and after that the products will delivered to them. Throughout the process the customers can easily track the overall status of their orders.
Sandau, A. (Alexander). "Influence of change in sales networks on a firm’s sales strategy". Master's thesis, University of Oulu, 2014. http://urn.fi/URN:NBN:fi:oulu-201401171034.
Texto completoMarvin, Heath (Heath Allen). "Dynamics of sales compensation systems for complex sales in the semiconductor industry". Thesis, Massachusetts Institute of Technology, 2016. http://hdl.handle.net/1721.1/106256.
Texto completoCataloged from PDF version of thesis.
Includes bibliographical references (pages 66-67).
The semiconductor industry has entered a new phase where growth is in line with the rest of the economy. This change from rapid growth to average growth is forcing changes in how business is done across the industry. One area that can be inspected is incentivization and compensation of companies' sales forces. While the state of the practice in the industry is to pay commissions on sales made, research indicates that the semiconductor sales process may be more effective without commissions. This thesis uses System Dynamics modeling and simulation techniques to analyze the differences that result from different types of incentive plans for salespeople in order to test the robustness of a non-commissioned model against the more traditional commissioned model. The results show which incentive approach is more robust in the new economy. The modeling of these different incentive approaches shows that a non-commissioned sales force is superior in every scenario. While a commissioned sales force can drive growth, the sales force is less effective when paid commissions so price advantage must be used as a lever to drive sales to the level that a non-commissioned sales force can achieve. In growth, recession, and stability, a non-commissioned sales force is shown to be more effective when selling a complex product in a complex industry.
by Heath Marvin.
S.M. in Engineering and Management
Suchanek, Mireille A. M. F. "Exploring the sales control function formal sales control practices that drive business excellence /". [Maastricht : Maastricht : Universiteit Maastricht] ; University Library, Maastricht University [Host], 1998. http://arno.unimaas.nl/show.cgi?fid=8541.
Texto completoChen, Yi Xin. "Customer concentration and sales smoothing". Thesis, University of Macau, 2018. http://umaclib3.umac.mo/record=b3959239.
Texto completoReddy, Ann-Marie. "The effect of the virtual sales person's customer centricity based on their sales manager's leadership style". Thesis, Capella University, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3682353.
Texto completoThe purpose of this study was to establish if a sales manager's leadership style could influence a salesperson's selling behavior to effectively align their selling approach in a buyer-seller exchange. Transformational and transactional leaders have the ability to affect the selling behavior of their salespeople. The research was nonexperimental quantitative study that used survey monkey to collect the data from Canadian mortgage brokers to determine if a transformational or transactional leadership style affected their selling or customer orientation. The significance of the study is that it may provide virtual managers with new insights on how to effectively support their salesperson's performance and assist in guiding their team's behavior so that salespeople can effectively align their sales approach within the buyer and seller exchange. The findings from the data collected suggested there was no relationship between a sales manager's leadership style and the salesperson's customer orientation.
Schreiber, Klaus. "After-Sales-Management : eine theoretische und empirische Untersuchung /". München : TCW, Transfer-Centrum, 2010. http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=018668300&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA.
Texto completoReis, João Miguel Carvalho dos. "Sales force management : case study da empresa X". Master's thesis, Instituto Superior de Economia e Gestão, 2016. http://hdl.handle.net/10400.5/12934.
Texto completoEsta dissertação tem como objetivo analisar o Sales Force Management na empresa x, que atua no setor alimentar, mais concretamente na área dos produtos alimentares pré-confecionados e ultracongelados. O foco vai estar subdividido em quatro grandes temas: Sales Force Management, o marketing relacional, o processo de venda e o Key Account Management. A investigação foi realizada partindo da adoção de uma abordagem qualitativa, através de um case study research. A recolha de dados foi realizada através da aplicação de entrevistas semi-estruturadas ao diretor comercial da empresa x e a um dos key account managers. Para cada uma das entrevistas foi formulado um guião de entrevista adaptado ao tipo de informação que se pretendia recolher. A aplicação destas ferramentas, permitiu efetuar a recolha de dados que conduziram às principais conclusões alcançadas. As ideias a reter é que esta dissertação apresenta conclusões e recomendações que têm como objetivo o melhoramento de procedimentos na empresa x, bem como ideias que se aplicam à generalidade das empresas e às suas áreas comerciais. As principais conclusões são a mudança de ótica consoante o cargo hierárquico responsável pela negociação e contacto com os fornecedores, o perigo da centralização da faturação num grupo pequeno de clientes para a empresa x, a importância crescente que a ótica relacional tem na manutenção dos clientes e a importância que a definição do processo de venda tem para garantir um trato uniforme a todos os clientes, permitindo, é claro, adaptações consoante as caraterísticas de cada um.
This dissertation has as a major goal to analyze the Sales Force Management on company x, that runs on the food industry, more specifically on the pre confectionated and deep frozen food products. The focus will be subdivided on four big issues: Sales Force Management, Relational Marketing, selling process and Key Account Management. The research relies on a qualitative approach through a case study. Moreover, the collected data was reached by semi-structured interviews with company x commercial manager and one of the companies key account managers. For each one of the interviews an interview script was formulated adapted to the type of information pretended. The use of these tools allowed to collect the data that based the main conclusions of this dissertation. Recommendations and conclusions have as goal the improvement of company x procedures, as well as some ideas that could be applied to the most of the companies and their commercial department, are what should be retained. The main conclusions are: the optic change according to the hierarchical position of who is leading the negotiations and suppliers? approach, the danger of consolidating the billing on a small group of clients for company x, the growing importance of the relational perspective on client maintenance and the importance of the standardization of the selling process to ensure an uniform performance to all clients, allowing, however, adaptations according to the characteristics of each one of them.
info:eu-repo/semantics/publishedVersion
Almkvist, Larsson Michaela. "Streamlining Sales and Operational Planning through Knowledge Management". Thesis, KTH, Skolan för industriell teknik och management (ITM), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-279587.
Texto completoDagens konkurrenskraftiga marknad gör att det är viktigare än någonsin att ha en effektiv planering av försäljningskedjan. Sälj- och verksamhetsplanering är en av de mest tillämpade taktiska processerna för planering av försäljningskedjan. Trots sin breda användning och många år av utveckling så genererar inte processen de önskade resultaten då företag fortfarande upplever svårigheter i att synkronisera utbud och efterfrågan. Fortsättningsvis finns det korrelation mellan ett företags konkurrenskraft och kunskapsspridning samt hur kunskap sprids internt mellan funktioner. Därför genomfördes en fallstudie med syftet att undersöka hur kunskapshantering kan integreras i sälj- och verksamhetsplaneringen för att effektivisera processen. Studien presenterar ett ramverk baserat på tidigare forskning, om hur sälj- och verksamhetsplaneringen kan effektiviseras genom kunskapshantering. Ramverket belyser vikten av samspel mellan mål och information samt kontinuerlig dokumentation för effektivisering av processen. Vidare illustrerar studien kopplingar mellan stadierna att skapa, sprida och använda kunskap genom att tillämpa ramverket på det undersökta företaget. Studien identifierar ett forskningsgap där kombinationen av sälj- och verksamhetsplanering och kunskapshantering inte har undersökts fullständigt. Detta forskningsgap adresseras genom skapandet av ramverket. Det praktiska bidraget består av både systematiska, funktions-baserade och individ-baserade områden inom kunskapshantering som kan arbeta för att effektivisera processen.
Libros sobre el tema "Sales management"
Jackson, Ralph W. Sales and sales management. London: Prentice Hall International, 1996.
Buscar texto completoD, Hisrich Robert, ed. Sales and sales management. Upper Saddle River, N.J: Prentice Hall, 1996.
Buscar texto completoDonaldson, Bill. Sales Management. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7.
Texto completoGuenzi, Paolo y Susi Geiger, eds. Sales Management. London: Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4.
Texto completoCuevas, Javier Marcos, Bill Donaldson y Régis Lemmens. Sales Management. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6.
Texto completoFord, John B. Sales Management. London: Taylor & Francis Inc, 2004.
Buscar texto completoFutrell, Charles. Sales management. 3a ed. Chicago: Dryden Press, 1991.
Buscar texto completoF, Hartley Robert. Sales management. Columbus: Merrill Pub. Co., 1989.
Buscar texto completo1949-, Cron William L. y DeCarlo Thomas E, eds. Sales management. 8a ed. Hoboken, NJ: Wiley, 2004.
Buscar texto completo1950-, Cespedes Frank V., Deighton John, Kaplan Robert S, Rangan V. Kasturi y Shapiro Benson P, eds. Sales management. 2a ed. Boston, MA: HBS Pub., 2002.
Buscar texto completoCapítulos de libros sobre el tema "Sales management"
Hase, Stefan y Corinna Busch. "Sales Management". En Quintessence Series, 77–122. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-61174-7_6.
Texto completoTan, Shukui, Wenjie Cai y Ying Chen. "Sales Management". En Real Estate Management in China, 161–80. Singapore: Springer Nature Singapore, 2022. http://dx.doi.org/10.1007/978-981-19-4735-3_5.
Texto completoHelmold, Marc. "Sales Management". En Management for Professionals, 51–62. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-031-10097-0_5.
Texto completoJolibert, Alain, Hans Mühlbacher, Laurent Florès y Pierre-Louis Dubois. "Sales Management". En Marketing Management, 319–31. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_14.
Texto completoTintelnot, Claus. "Sales Management". En Integrated Product and Sales Management in B2B, 149–242. Wiesbaden: Springer Fachmedien Wiesbaden, 2023. http://dx.doi.org/10.1007/978-3-658-42227-1_3.
Texto completoDonaldson, Bill. "Territory Management". En Sales Management, 168–85. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7_9.
Texto completoHelmold, Marc. "Sales Channels and Sales Partners". En Management for Professionals, 147–56. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-031-10097-0_14.
Texto completoCuevas, Javier Marcos, Bill Donaldson y Régis Lemmens. "International Sales". En Sales Management, 177–98. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_10.
Texto completoFurnham, Adrian. "Sales Intelligence". En Management Intelligence, 166–67. London: Palgrave Macmillan UK, 2008. http://dx.doi.org/10.1057/9780230227439_57.
Texto completoJolibert, Alain, Hans Mühlbacher, Laurent Florès y Pierre-Louis Dubois. "Sales Promotion". En Marketing Management, 391–404. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_17.
Texto completoActas de conferencias sobre el tema "Sales management"
Райлян, Елена y Ирина Варбан. "Psychological services sales management". En International Scientific Conference “30 Years of Economic Reforms in the Republic of Moldova: Economic Progress via Innovation and Competitiveness”. Academy of Economic Studies of Moldova, 2022. http://dx.doi.org/10.53486/9789975155649.46.
Texto completoGautama, Idris, Henkie Ongowarsito, Rudy Aryanto y Erwin Andrew. "Optimizing sales using mobile sales ticketing application". En 2014 International Symposium on Technology Management and Emerging Technologies (ISTMET). IEEE, 2014. http://dx.doi.org/10.1109/istmet.2014.6936468.
Texto completoGuirong, Zhang. "Study on Auto Sales Logistics". En 2010 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2010. http://dx.doi.org/10.1109/iciii.2010.310.
Texto completoXiaoyan, Zhang, Wu Qiong y Yu Xiaoran. "Recognitions on Mixed Sales Confirmation". En 2011 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2011. http://dx.doi.org/10.1109/iciii.2011.414.
Texto completovan Solingen, Rini, Jeff Sutherland y Denny de Waard. "Scrum in Sales: How to Improve Account Management and Sales Processes". En 2011 AGILE Conference. IEEE, 2011. http://dx.doi.org/10.1109/agile.2011.12.
Texto completo"Computer Sales and After-sales Service System -- Front Office Management Subsystem". En 2018 5th International Conference on Electrical & Electronics Engineering and Computer Science. Francis Academic Press, 2018. http://dx.doi.org/10.25236/iceeecs.2018.026.
Texto completoVasciuc (Săndulescu), Cristina Gabriela, Dumitru Săndulescu y Otilia Crăciun (Radu). "Methods, Techniques and Sales Strategies". En International Conference Innovative Business Management & Global Entrepreneurship. LUMEN Publishing, 2020. http://dx.doi.org/10.18662/lumproc/ibmage2020/48.
Texto completoDebkowska, Katarzyna. "THE VALUE OF CUSTOMER SERVICE AS A FUNDAMENTAL DIMENSION OF THE BUSINESS MODEL OF COMPANIES IN THE TFL SECTOR, FOCUSED ON SALES REVENUE". En Business and Management 2016. VGTU Technika, 2016. http://dx.doi.org/10.3846/bm.2016.74.
Texto completoHaitao Liao, Peng Wang, Tongdan Jin y Sunny Repaka. "Spare parts management considering new sales". En 2008 Annual Reliability and Maintainability Symposium. IEEE, 2008. http://dx.doi.org/10.1109/rams.2008.4925847.
Texto completoXiao, Huabo. "Web-based Automobile Sales Management Systemn". En 2015 International Conference on Management, Education, Information and Control. Paris, France: Atlantis Press, 2015. http://dx.doi.org/10.2991/meici-15.2015.317.
Texto completoInformes sobre el tema "Sales management"
Parra Torrado, Mónica y María Angélica Arbeláez. Innovation, R&D Investment and Productivity in Colombian Firms. Inter-American Development Bank, abril de 2011. http://dx.doi.org/10.18235/0011194.
Texto completoMaffioli, Alessandro y Conner Mullally. The Impact of Agricultural Extension for Improved Management Practices: An Evaluation of the Uruguayan Livestock Program. Inter-American Development Bank, enero de 2014. http://dx.doi.org/10.18235/0011533.
Texto completoTodd, Jessica E., Christine Whitt, Nigel David Key y Okkar Mandalay. overview of farms operated by socially disadvantaged, women, and limited resource farmers and ranchers in the United States. Washington, D.C.: Economic Research Service, U.S. Department of Agriculture, febrero de 2024. http://dx.doi.org/10.32747/2024.8254670.ers.
Texto completoGallego, Juan Miguel y Luis H. Gutiérrez. Quality Management System and Firm Performance in an Emerging Economy: The Case of Colombian Manufacturing Industries. Inter-American Development Bank, mayo de 2017. http://dx.doi.org/10.18235/0011797.
Texto completoSalo, James. Greening Value Chains: How Large Companies in Latin America and the Caribbean Can Influence Natural Resource Use and Environmental Impact Management in Their Value Chains: Case Study. Inter-American Development Bank, octubre de 2016. http://dx.doi.org/10.18235/0006475.
Texto completoStopford, Nikki y 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, marzo de 2022. http://dx.doi.org/10.20919/ivrp6984.
Texto completoSalavisa, Isabel, Mark Soares y Sofia Bizarro. A Critical Assessment of Organic Agriculture in Portugal: A reflection on the agro-food system transition. DINÂMIA'CET-Iscte, 2021. http://dx.doi.org/10.15847/dinamiacet-iul.wp.2021.05.
Texto completoHart, R. T. A review of waste management in the potash industry, and options for decommissioning and abandonment of potash tailings piles. Natural Resources Canada/CMSS/Information Management, 1985. http://dx.doi.org/10.4095/332357.
Texto completoAdams, Sophie, Lisa Diamond, Tara Esterl, Peter Fröhlich, Rishabh Ghotge, Regina Hemm, Ida Marie Henriksen et al. Social License to Automate: Emerging Approaches to Demand Side Management. IEA User-Centred Energy Systems Technology Collaboration Programme, octubre de 2021. http://dx.doi.org/10.47568/4xr122.
Texto completoBarndt, Shawn L. Supplement Analysis for the Transmission System Vegetation Management Program FEIS (DOE/EIS-0285/SA-141- Salem Albany #2). Office of Scientific and Technical Information (OSTI), abril de 2003. http://dx.doi.org/10.2172/824220.
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