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Artykuły w czasopismach na temat "Sales management"
Hartley, Jerry S., i Stephen F. Witt. "Hotel Sales Management:". Journal of Hospitality & Leisure Marketing 1, nr 2 (5.01.1993): 59–75. http://dx.doi.org/10.1300/j150v01n02_05.
Pełny tekst źródłaCarter, Tony. "Sales Management Coaching". Journal of Hospital Marketing & Public Relations 16, nr 1-2 (30.08.2006): 113–25. http://dx.doi.org/10.1300/j375v16n01_08.
Pełny tekst źródłaWendel, R. F. "Field sales management". Industrial Marketing Management 15, nr 1 (luty 1986): 87–88. http://dx.doi.org/10.1016/0019-8501(86)90048-9.
Pełny tekst źródłaHavlíček, Karel, i Ondřej Roubal. "Sales Management and Sales Communication of SMEs". EUROPEAN RESEARCH STUDIES JOURNAL XVI, Issue 4 (1.11.2013): 29–42. http://dx.doi.org/10.35808/ersj/401.
Pełny tekst źródłaKuruzovich, Jason. "Sales Technologies, Sales Force Management, and Online Infomediaries". Journal of Personal Selling & Sales Management 33, nr 2 (czerwiec 2013): 211–24. http://dx.doi.org/10.2753/pss0885-3134330205.
Pełny tekst źródłaRutherford, Brian N., Nathaniel Hartmann, Nwamaka Anaza i Scott C. Ambrose. "Editorial: Relational disruptions in sales and sales management". Journal of Business & Industrial Marketing 39, nr 4 (8.05.2024): 669–72. http://dx.doi.org/10.1108/jbim-04-2024-639.
Pełny tekst źródłaRane, Dipesh, Nabil Ahmed, Daanish Sarguru i Shabina Sayed. "Sales Performance Management System". International Journal of Computer Applications 162, nr 11 (15.03.2017): 25–30. http://dx.doi.org/10.5120/ijca2017913404.
Pełny tekst źródłaMentzer, John T., Carol C. Bienstock i Kenneth B. Kahn. "Benchmarking sales forecasting management". Business Horizons 42, nr 3 (maj 1999): 48–56. http://dx.doi.org/10.1016/s0007-6813(99)80021-4.
Pełny tekst źródłaSaxena, DR RP. "Sales and Distribution Management". Paradigm 4, nr 1 (styczeń 2000): 171–82. http://dx.doi.org/10.1177/0971890720000118.
Pełny tekst źródłaSchmitz, Christian, i Jan Wieseke. "Excellence in Sales Management". Marketing Review St. Gallen 32, nr 6 (grudzień 2015): 3. http://dx.doi.org/10.1007/s11621-015-0587-4.
Pełny tekst źródłaRozprawy doktorskie na temat "Sales management"
SESKAUSKIS, ZYGIMANTAS, i 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.
Pełny tekst źródłaTarar, 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.
Pełny tekst źródłaParamount 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.
Pełny tekst źródłaMarvin, 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.
Pełny tekst źródłaCataloged 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.
Pełny tekst źródłaChen, Yi Xin. "Customer concentration and sales smoothing". Thesis, University of Macau, 2018. http://umaclib3.umac.mo/record=b3959239.
Pełny tekst źródłaReddy, 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.
Pełny tekst źródłaThe 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.
Pełny tekst źródłaReis, 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.
Pełny tekst źródłaEsta 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.
Pełny tekst źródłaDagens 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.
Książki na temat "Sales management"
Jackson, Ralph W. Sales and sales management. London: Prentice Hall International, 1996.
Znajdź pełny tekst źródłaD, Hisrich Robert, red. Sales and sales management. Upper Saddle River, N.J: Prentice Hall, 1996.
Znajdź pełny tekst źródłaDonaldson, Bill. Sales Management. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7.
Pełny tekst źródłaGuenzi, Paolo, i Susi Geiger, red. Sales Management. London: Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4.
Pełny tekst źródłaCuevas, Javier Marcos, Bill Donaldson i Régis Lemmens. Sales Management. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6.
Pełny tekst źródłaFord, John B. Sales Management. London: Taylor & Francis Inc, 2004.
Znajdź pełny tekst źródłaFutrell, Charles. Sales management. Wyd. 3. Chicago: Dryden Press, 1991.
Znajdź pełny tekst źródłaF, Hartley Robert. Sales management. Columbus: Merrill Pub. Co., 1989.
Znajdź pełny tekst źródła1949-, Cron William L., i DeCarlo Thomas E, red. Sales management. Wyd. 8. Hoboken, NJ: Wiley, 2004.
Znajdź pełny tekst źródła1950-, Cespedes Frank V., Deighton John, Kaplan Robert S, Rangan V. Kasturi i Shapiro Benson P, red. Sales management. Wyd. 2. Boston, MA: HBS Pub., 2002.
Znajdź pełny tekst źródłaCzęści książek na temat "Sales management"
Hase, Stefan, i Corinna Busch. "Sales Management". W Quintessence Series, 77–122. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-61174-7_6.
Pełny tekst źródłaTan, Shukui, Wenjie Cai i Ying Chen. "Sales Management". W Real Estate Management in China, 161–80. Singapore: Springer Nature Singapore, 2022. http://dx.doi.org/10.1007/978-981-19-4735-3_5.
Pełny tekst źródłaHelmold, Marc. "Sales Management". W Management for Professionals, 51–62. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-031-10097-0_5.
Pełny tekst źródłaJolibert, Alain, Hans Mühlbacher, Laurent Florès i Pierre-Louis Dubois. "Sales Management". W Marketing Management, 319–31. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_14.
Pełny tekst źródłaTintelnot, Claus. "Sales Management". W 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.
Pełny tekst źródłaDonaldson, Bill. "Territory Management". W Sales Management, 168–85. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7_9.
Pełny tekst źródłaHelmold, Marc. "Sales Channels and Sales Partners". W Management for Professionals, 147–56. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-031-10097-0_14.
Pełny tekst źródłaCuevas, Javier Marcos, Bill Donaldson i Régis Lemmens. "International Sales". W Sales Management, 177–98. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_10.
Pełny tekst źródłaFurnham, Adrian. "Sales Intelligence". W Management Intelligence, 166–67. London: Palgrave Macmillan UK, 2008. http://dx.doi.org/10.1057/9780230227439_57.
Pełny tekst źródłaJolibert, Alain, Hans Mühlbacher, Laurent Florès i Pierre-Louis Dubois. "Sales Promotion". W Marketing Management, 391–404. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_17.
Pełny tekst źródłaStreszczenia konferencji na temat "Sales management"
Райлян, Елена, i Ирина Варбан. "Psychological services sales management". W 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.
Pełny tekst źródłaGautama, Idris, Henkie Ongowarsito, Rudy Aryanto i Erwin Andrew. "Optimizing sales using mobile sales ticketing application". W 2014 International Symposium on Technology Management and Emerging Technologies (ISTMET). IEEE, 2014. http://dx.doi.org/10.1109/istmet.2014.6936468.
Pełny tekst źródłaGuirong, Zhang. "Study on Auto Sales Logistics". W 2010 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2010. http://dx.doi.org/10.1109/iciii.2010.310.
Pełny tekst źródłaXiaoyan, Zhang, Wu Qiong i Yu Xiaoran. "Recognitions on Mixed Sales Confirmation". W 2011 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2011. http://dx.doi.org/10.1109/iciii.2011.414.
Pełny tekst źródłavan Solingen, Rini, Jeff Sutherland i Denny de Waard. "Scrum in Sales: How to Improve Account Management and Sales Processes". W 2011 AGILE Conference. IEEE, 2011. http://dx.doi.org/10.1109/agile.2011.12.
Pełny tekst źródła"Computer Sales and After-sales Service System -- Front Office Management Subsystem". W 2018 5th International Conference on Electrical & Electronics Engineering and Computer Science. Francis Academic Press, 2018. http://dx.doi.org/10.25236/iceeecs.2018.026.
Pełny tekst źródłaVasciuc (Săndulescu), Cristina Gabriela, Dumitru Săndulescu i Otilia Crăciun (Radu). "Methods, Techniques and Sales Strategies". W International Conference Innovative Business Management & Global Entrepreneurship. LUMEN Publishing, 2020. http://dx.doi.org/10.18662/lumproc/ibmage2020/48.
Pełny tekst źródłaDebkowska, Katarzyna. "THE VALUE OF CUSTOMER SERVICE AS A FUNDAMENTAL DIMENSION OF THE BUSINESS MODEL OF COMPANIES IN THE TFL SECTOR, FOCUSED ON SALES REVENUE". W Business and Management 2016. VGTU Technika, 2016. http://dx.doi.org/10.3846/bm.2016.74.
Pełny tekst źródłaHaitao Liao, Peng Wang, Tongdan Jin i Sunny Repaka. "Spare parts management considering new sales". W 2008 Annual Reliability and Maintainability Symposium. IEEE, 2008. http://dx.doi.org/10.1109/rams.2008.4925847.
Pełny tekst źródłaXiao, Huabo. "Web-based Automobile Sales Management Systemn". W 2015 International Conference on Management, Education, Information and Control. Paris, France: Atlantis Press, 2015. http://dx.doi.org/10.2991/meici-15.2015.317.
Pełny tekst źródłaRaporty organizacyjne na temat "Sales management"
Parra Torrado, Mónica, i María Angélica Arbeláez. Innovation, R&D Investment and Productivity in Colombian Firms. Inter-American Development Bank, kwiecień 2011. http://dx.doi.org/10.18235/0011194.
Pełny tekst źródłaMaffioli, Alessandro, i Conner Mullally. The Impact of Agricultural Extension for Improved Management Practices: An Evaluation of the Uruguayan Livestock Program. Inter-American Development Bank, styczeń 2014. http://dx.doi.org/10.18235/0011533.
Pełny tekst źródłaTodd, Jessica E., Christine Whitt, Nigel David Key i 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, luty 2024. http://dx.doi.org/10.32747/2024.8254670.ers.
Pełny tekst źródłaGallego, Juan Miguel, i Luis H. Gutiérrez. Quality Management System and Firm Performance in an Emerging Economy: The Case of Colombian Manufacturing Industries. Inter-American Development Bank, maj 2017. http://dx.doi.org/10.18235/0011797.
Pełny tekst źródłaSalo, 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, październik 2016. http://dx.doi.org/10.18235/0006475.
Pełny tekst źródłaStopford, Nikki, i 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, marzec 2022. http://dx.doi.org/10.20919/ivrp6984.
Pełny tekst źródłaSalavisa, Isabel, Mark Soares i 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.
Pełny tekst źródłaHart, 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.
Pełny tekst źródłaAdams, Sophie, Lisa Diamond, Tara Esterl, Peter Fröhlich, Rishabh Ghotge, Regina Hemm, Ida Marie Henriksen i in. Social License to Automate: Emerging Approaches to Demand Side Management. IEA User-Centred Energy Systems Technology Collaboration Programme, październik 2021. http://dx.doi.org/10.47568/4xr122.
Pełny tekst źródłaBarndt, 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), kwiecień 2003. http://dx.doi.org/10.2172/824220.
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