Research Proposal On Sales Management

The Internet over the past few years has seen a huge increase in online businesses and consumers. Electronic-commerce is expected to generate $36 billion in revenue during 1999, up 140% from last year alone.[1] With such a huge amount of money to be made on the Internet it is becoming very appealing for small businesses and start-up companies to try and make their niche in e-commerce. The Internet is drastically affecting the way companies and people conduct business now. E-commerce encourages growth in existing as well as new businesses because of lower overhead costs, the huge consumer base and the freedom of information flow. However the online revolution has created a large

In order to gather knowledge about the topic and create a basis for the forthcoming empirical research and analysis, a critical literature review has been conducted. The literature focuses on the theory of a sales plan, the B2B selling process and the diffusion of innovation. The results of the literature analysis will provide the answer to sub-question 1: "Which characteristics does the literature reveal on the development of a B2B sales plan?".

The sales department is the heart of every company. A company depends on the sales of their products. The success of the sales department is imperative to the continued growth of a company. In order for a sales department to experience success, the company must find new ways to motivate the employees on a continuous basis. An excellent way to motivate the employees is to provide incentive programs or total rewards programs. These incentive programs

I would like to start off my paper by briefly describing the criteria identified for assessing salespersons effectiveness, and how the sales managers ally these criteria to the sales performance evaluations. The three criteria that are used include; outcome based measures, professional development measures and behavior based measures.

* Un-established environment where the two companies could remain apart, but at the same time work together.

The internet has impacted the economy in many ways, one specifically would be by making it possible to buy and sell products without any face to face contact. Products that were not available in the store are now available online and ready to order to one’s

Recently, Walmart bought Jet, the year-old online bulk retailer, for $3.3 billion dollars, and it was the largest deal ever for an e-commerce company (Abrams & Picker, 2016). Jet.com was known as bulking buying online store, and it was an area where Walmart.com was falling behind. However, Walmart’s e-commerce sales have stalled, and the online business grew 7 percent last quarter, but it was too slow, and the company is focusing more on its online business strategy on expanding its grocery pickup business (Abrams & Picker, 2016). Now, Walmart must manage several risks that connected the nature of e-commerce, and the risk involves security, availability, processing integrity, and confidentiality. Walmart management and executives must develop an effective plan to identify risks before it occur. Accordning to Turner and Weickgenannt (2013), the

The organization goals are mostly to gain sale profits, customer relations and to improve other employee’s responsibilities. In order to reach these goals, it was the leaders (management team) responsibilities to motivate and influence their sales associate to provide these goals and objectives. In order to motivate and influence the sales associate to increase sales, the managers motivate their employees by initiating tasks, sales strategies,

ScanSource is a worldwide leader offering the industry 's best in automatic identification and data capture (AIDC), point-of-sale, communications and physical security solutions. By providing the value-added services and support that enable resellers to be successful, ScanSource is a trusted partner to their customers, vendors, employees, communities, and shareholders (http://www.scansource.com).

Continual training may be more important in foreign markets than in domestic ones because of the lack of routine contact with the parent company and its marketing personnel.

Inexperienced sellers generally don’t ask enough. 3. Implication Questions. ~ Take a problem question and explore it’s effects or consequences. Very important. 4. Need-payoff Questions. ~ Get the customer to tell you the benefits that your solution could offer.

Abstract The relevance of sales personnel in any organization has forever been unquestioned as they deliver the ultimate quality of buying experience to the end consumer. Unfortunately though, their position is still devoid of respect that it on an average deserves. The low vocational esteem fructifies the need for developing the need for enhancing their self-concept. Salespeople who lack motivation deliver only sub-optimal performance. The objective of this paper is to address

This term paper exercise is designed to have you study the specific sales practices of a company

Sales is a hard profession for many reasons. However, one big reason why it feels like an uphill battle is due to the general perception of all salespeople. We have the past techniques and tactics of previous sellers. These tactics have left a sour taste in consumers mouths and forced us, as salespeople, to change the way we do business. We've all heard the negative adjectives use to describe sellers. Buyers walk into a purchasing situation with

Our sales process must be followed closely and all progress will be monitored, tracked, and evaluated on a regular basis by the sales manager. The key to our sales process will begin with our sales people becoming experts on all the products and services that we offer. Once that has been accomplished, our sales people will concentrate on prospecting and developing leads which will eventually lead to the selling of goods. Once a salesperson has become familiar with a client’s needs, they must best match them with the appropriate products. To do that, our marketing department has developed a plethora of material in which to engage the client and help make their purchasing decisions easier. Once a salesperson has obtained interest from a prospect, they will begin the next phase of the selling process.