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Uniform across-the-board promotions
Uniform Across-the-Board Promotions (UABPs) are characterized by retailers offering a uniform discount on the entire assortment (e.g. 20% on every article) to their customers. This latest form of promotion has gained massive popularity among retailers and consumers in recent times. This book analyses their impact on short- and long-term retailer performance and consumer shopping behaviour by applying state-of-the art marketing research methods. Furthermore this book provides guidance for retail and marketing managers on how to best profit from UABPs, to increase sales and profits while balancing the risks associated with this type of promotion.
Book
Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation
Purpose
Previous sales research remains limited to analyzing the influence of sales activities with sales agent tenure. To date, research on this subject has focused on the downstream direct or indirect impact of sales activities to sales performance, failing to consider whether sales activities impact a sales agent’s tenure. This paper aims to assess the effect of sales activities on sales performance and sales agent engagement on sales agent tenure through the lens of autonomous motivation to better understand sales activities as an overall sales process antecedent
Design/methodology/approach
Through the utilization of secondary sales operational data, this research demonstrates the influence of sales activities on multiple sales agent outcomes, while depicting the importance of sales managers creating an autonomous motivational climate.
Findings
This research demonstrates the direct relationship between sales activities to job engagement and sales performance. However, sales activities have a negative relationship to sales agent tenure, which require a sales manager to create an autonomous motivation to mediate the relationship between sales activities and sales agent tenure.
Practical implications
Organizations are provided with sample methodology and analysis to better determine how a culture grounded in autonomous motivation mediates sales activities and can be a catalyst for improving sales agent tenure. Then, provide a better understanding of the effect of actual sales activities on important sales department work outcomes.
Originality/value
The model is the first to test holistically the influence of sales activities on sales performance, sales agent engagement and tenure jointly by using actual secondary operational data. This study provides a glimpse of the real world balance a sales manager must consider between climate and activities. Plus, this study takes initial steps to study sales agent engagement, an under-researched construct in sales research.
Journal Article
The cultural sales leader : sustaining people, attaining results
\"The Cultural Sales Leader is about sales leadership, creating a performance culture, and followership. It is about creating a vision and then building an organization and approach which will make that vision a reality. It's about building a people first culture that is bound to the mission you have set out and it is about thinking beyond the present to where you want to be as an organization in 3 to 5 years' time. This book is for anyone interested in business, in sales, sales leadership, or organizational culture building-no matter what level of experience or seniority. It contains the templates and approaches to help you to shape the way you identify, create, analyze, and execute on your people first strategy, whilst bringing the entire organization along with you to attain sustainable, transformational results. The author outlines a layering process to becoming an expert in your business and identifying the key growth areas to allow you to get beyond the pure focus of your current financial year. It is about how you build a growth engine. The pathway to achieving this most effectively is through your people and culture. Get the people element right and the results will come.\" -- Publisher's description.
BOOK
Consumer's Behaviour while Purchasing Apparels in Sale Period
Consumer behaviour study is an effort to comprehend the buying pattern of the final consumer. Consumer's frequency of purchase and buying habits depict how sellers and marketers are promoting their product and luring customers time and again through their attractive sales promotion deals. Brain finds pleasure in the pursuit of inexpensive, and by tapping on the same idea, sellers are introducing repeat sales and low price deals along with added benefits to make their customers loyal towards them, thereby making the competition between physical and online retail store fierce day by day. This study examines the impact of influential determinants of consumer's buying decision for clothes during sales with respect to various demographic variables. The comprehensive study analyzed factors that affect the purchase of apparels from physical and/or online retail store. The result also provides deeper insight into different forms of sales customers prefer while searching for the best deal. It helps in understanding consumer's buying habits and making consumer's experience economical and memorable. It is ideal for marketers and sellers to take into consideration the fact that demographic variables are the underlying determinants to cater to customers' needs and wants, and in order to meticulously understand the habits of customers, it should be carefully administered to be able to let customers' repeat their purchase of apparels from physical and/or online retail store.
Journal Article
Sales force management : leadership, innovation, technology
In this edition of 'Sales Force Management', Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. Including the Churchill, Ford, and Walker approach, this new edition also features a strong focus on leadership, technology, innovation, ethics, and global business.
Book
The early impacts of the COVID-19 pandemic on business sales
COVID-19 led to a massive shutdown of businesses in the second quarter of 2020. Estimates from the Current Population Survey, for example, indicate that the number of active business owners dropped by 22% from February to April 2020. We provide the first analysis of losses in sales among the universe of businesses in California using administrative data from the California Department of Tax and Fee Administration. Losses in taxable sales average 17% in the second quarter of 2020 relative to the second quarter of 2019 even though year-over-year sales typically grow by 3-4%. We find that sales losses were largest in businesses affected by mandatory lockdowns such as accommodations, which lost 91%, whereas online sales grew by 180%. Placing business types into different categories based on whether they were considered essential or nonessential (and thus subject to early lockdowns) and whether they have a moderate or high level of person-to-person contact, we find interesting correlations between sales losses and COVID-19 cases per capita across counties in California. The results suggest that local implementation and enforcement of lockdown restrictions as safety measures for public health and voluntary behavioral responses as reactions to the perceived local COVID-19 spread both played a role.Plain English SummaryBusiness sales dropped by 17% on average due to the pandemic during the second quarter of 2020 in California. Accommodations lost 91% of sales, whereas online sales grew by 180%. Sales fell more steeply in counties with more COVID-19 cases. We examine how much businesses lost in sales using administrative sales tax data. The average losses of 17% in the second quarter of 2020 relative to the second quarter of 2019 occurred even though year-over-year sales typically grow by 3-4%. We find that sales losses were largest in businesses affected by mandatory lockdowns such as accommodations, drinking places, and arts, entertainment, and recreation. Distinguishing between essential and nonessential businesses, which were subject to early lockdowns, and by the level of person-to-person contact, we find that local implementation and enforcement of lockdown restrictions for public health safety and voluntary responses to the perceived local COVID-19 spread both played a role. The results suggest that small businesses may need more support from governments and consumers to mitigate the strong shift to online vendors, and that the pandemic must be brought under control as a prerequisite to a full recovery.
Journal Article
The secrets of selling : how to win in any sales situation
Does your job involve selling services? Would you like to increase your numbers so that you regularly meet, and indeed beat, your sales targets? This book will help you make that happen, providing you with all the skills needed to excel in selling your company's services.
Book
When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters
In today's age of relational selling, a key challenge for salespeople is to determine the degree to which their customer-oriented behaviors drive sales performance. Therefore, this study analyzes whether a salesperson's customer orientation in sales encounters has an optimum level with regard to sales performance and customer attitudes. Using triadic data from a cross-industry survey of 56 sales managers, 195 sales representatives, and 538 customers, the authors provide strong empirical support for a curvilinear, inverted U-shaped effect of a salesperson's customer orientation on sales performance, whereas the effect of customer orientation on customer attitudes is continuously positive. Moreover, the findings reveal that the optimum level of customer orientation with regard to sales performance is higher for salespeople selling individualized products, in firms pursuing a premium price strategy, and in markets with a high degree of competitive intensity.
Journal Article