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"Selling Data processing."
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SAP Sales Cloud : sales force automation with SAP C/4HANA
\"Looking for the tools to boost your sales sky high? With this comprehensive guide, you'll learn to implement, configure, and use SAP Sales Cloud. Create leads, process opportunities, and explore partner channel management. Then integrate the solution with your ERP system to handle quotations and orders. Finally, migrate and replicate your existing sales data and personalize and extend SAP Sales Cloud\"-- Provided by publisher.
Book
Machine Learning and Artificial Intelligence in Marketing and Sales
Machine Learning and Artificial Intelligence in Marketing and Sales explores the ideas, and the statistical and mathematical concepts, behind Artificial Intelligence (AI) and machine learning models, as applied to marketing and sales, without getting lost in the details of mathematical derivations and computer programming.
eBook
Machine learning and artificial intelligence in marketing and sales
Machine Learning and Artificial Intelligence in Marketing and Sales explores the ideas, and the statistical and mathematical concepts, behind Artificial Intelligence (AI) and machine learning models, as applied to marketing and sales, without getting lost in the details of mathematical derivations and computer programming.
Book
Data driven
Data Driven is a uniquely practical guide to increasing sales success, using the power of data analytics. Written by one of the world's leading authorities on the topic, this book shows you how to transform the corporate sales function by leveraging big data into better decision-making, more informed strategy, and increased effectiveness throughout the organization. Engaging and informative, this book tells the story of a newly hired sales chief under intense pressure to deliver higher performance from her team, and how data analytics becomes the ultimate driver behind the sales function turnaround. Each chapter features insightful commentary and practical notes on the points the story raises, and one entire chapter is devoted solely to laying out the Prescriptive Action Model step-by-step giving you the actionable guidance you need to put it into action in your own organization.
eBook
Improving realty management ability based on big data and artificial intelligence decision-making
Realty management relies on data from previous successful and failed purchase and utilization outcomes. The cumulative data at different stages are used to improve utilization efficacy. The vital problem is selecting data for analyzing the value incremental sequence and profitable utilization. This article proposes a knowledge-dependent data processing scheme (KDPS) to augment precise data analysis. This scheme operates on two levels. Data selection based on previous stagnant outcomes is performed in the first level. Different data processing is performed in the second level to mend the first level’s flaws. Data processing uses knowledge acquired from the sales process, amenities, and market value. Based on the knowledge determined from successful realty sales and incremental features, further processing for new improvements and existing stagnancy mitigation is recommended. The stagnancy and realty values are used as knowledge for training the data processing system. This ensures definite profitable features meeting the amenity requirements under reduced stagnancy time. The proposed scheme improves the processing rate, stagnancy detection, success rate, and training ratio by 8.2%, 10.25%, 10.28%, and 7%, respectively. It reduces the processing time by 8.56% compared to the existing methods.
Journal Article
Customer data platforms
Master the hottest technology around to drive marketing success Marketers are faced with a stark and challenging dilemma: customers demand deep personalization, but they are increasingly leery of offering the type of personal data required to make it happen.
eBook
Legal Protection of Personal Data Transfer Across Platforms in the Implementation of Electronic Commerce (e-Commerce) in the Perspective of the Principle of Good Faith
The transfer of personal data (data transfer) refers to the processing of data by e-Commerce platforms, which must be protected against threats such as the illegal sale of data or unauthorized profiling. Legal protection for the transfer of personal data across e-Commerce platforms, in accordance with the law, requires adherence to the principle of good faith through consent and independent institutions that ensure the supervision of personal data protection. In Indonesia, the transfer of personal data can only occur based on the provisions set forth in Articles 20 paragraph (2), 21 and 22 of Law No. 22 of 2022 concerning Personal Data Protection (the PDP Law). The legal basis for processing data must involve consent. This must align with the principles of personal data processing, as stipulated in Article 16 paragraph (2) of the PDP Law. If data transfers are not based on the legal grounds set forth in Articles 20 paragraph (2), 21, 22 and 56 of the PDP Law, they are considered unlawful, and the supervisory authority is obligated to take action against the platform as the data controller. Remedies for violations of consumers’ rights, including compensation, must be ensured.
Journal Article
Group Buying: A New Mechanism for Selling Through Social Interactions
This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social interaction, i.e., using a group discount to motivate informed customers to work as \"sales agents\" to acquire less-informed customers through interpersonal information/knowledge sharing. We formally model such an information-sharing effect and examine if and when Group Buying is more profitable than (1) traditional individual-selling strategies, and (2) another popular social interaction scheme, Referral Rewards programs. We show that Group Buying dominates traditional individual-selling strategies when the information/knowledge gap between expert and novice consumers is neither too high nor too low (e.g., for products in the midstage of their life cycle) and when interpersonal information sharing is very efficient (e.g., in cultures that emphasize trust and group conformity, or when implemented through existing online social networks). We also show that, unlike Referral Rewards programs, Group Buying requires information sharing before any transaction takes place, thereby increasing the scale of social interaction but also incurring a higher cost. As a result, Group Buying is optimal when interpersonal communication is very efficient or when the product valuation of the less-informed consumer segment is high.
This paper was accepted by Preyas Desai, marketing.
Journal Article
Linking improvisational behavior, adaptive selling behavior and sales performance
Purpose>This research examined the relationships between improvisational behavior, adaptive selling behavior and sales performance of direct sellers in Thailand. This research also investigated whether these relationships are moderated by the degree of challenge orientation and sellers' knowledge about the products.Design/methodology/approach>The data were collected through a survey with sellers from a subsidiary of a multinational corporation located in Bangkok, Thailand (n = 172). Partial least squares–structural equation modeling was used to analyze the data.Findings>Results from data analysis revealed positive relationships between improvisational behavior, adaptive selling behavior and sales performance. The relationship between improvisational behavior and adaptive selling behavior, as well as the relationship between adaptive selling behavior and sales performance, significantly depended on the degree of challenge orientation and the sellers' knowledge about the products.Research limitations/implications>The data were collected using self-report measures; the sample was sellers from a single sales organization, and cross-sectional data were used for the analysis. Overall, this study is the exploratory research that does not intend to prove the causal effect of improvisational behavior, but rather to provide new insight on some conditional factors that influence its effectiveness.Practical implications>It is essential for sales organizations to ensure that their sales force has adequate improvisational skills to handle sales adaptations effectively during unexpected sales situations. Some training may be offered to the sales force to develop these imperative improvisational skills.Originality/value>The results regarding the moderating effect of challenge orientation and product knowledge provided additional insight to prior research about the potential conditions that influence the effectiveness of improvisational behavior and adaptive selling behaviors.
Journal Article
Observability of retailer demand information acquisition in a dual-channel supply chain
This study considers a retailer’s optimal endogenous demand information acquisition format decision in a dual-channel supply chain setting. Two information acquisition formats are examined, depending on whether the outcome of information acquisition is observable to the manufacturer. We explicitly characterize the manufacturer’s optimal contract provision under each acquisition format, and derive the retailer’s optimal endogenous information acquisition format choice. Two underlying driving forces for the retailer’s preference for the observable acquisition are derived. On one hand, observable acquisition makes the retailer lose some informational advantage, which is detrimental to the retailer. On the other hand, observable acquisition may alleviate the ordering quantity distortions, which is beneficial to the retailer. In equilibrium, we show that the retailer with an inferior acquisition capability might be pleased to choose observable acquisition when the market dispersion is in the middle range. Although the manufacturer consistently obtains more profit under observable acquisition, the supply chain may still prefer unobservable acquisition because the observability of information acquisition may aggravate double marginalization under certain conditions. Moreover, the introduction of the direct sales channel may dampen the retailer’s incentive to choose the observable acquisition format.
Journal Article