/S /URI method and, above all, the consequences of improper application of the rules that should The profit shares of the manufacturer and the retailer under the Nash equilibrium model are related to the risk-averse indicator of the retailer. Optimization models have evolved over time to explicitly consider travel time along road networks and customer disruption. There are different stages that make up the purchase activity: pre-purchase activity, purchase, and post-purchase activity (Gensler et al., 2012). Consequently, processes that add local managerial knowledge were used to communicate and enhance model-derived solutions, while achieving very high implementation rates. The choice between a direct sales force and reps depends on many economic and non economic factors. As capitalist societies change their focus from production to consumption orientations, corporations are moving toward controlling this consumption by attempting to get people to consume through marketing functions (Ritzer, 2005). The application shows that, on average, working smart has larger effects on sales than working hard. The salesforce is a critical component to the overall success of the sales organization. << We conclude by discussing implications for managing the investor relations function. Acces PDF Sales Force Design For Strategic Advantage Thank you very much for downloading sales force design for strategic advantage. Thus, due to the sales force's direct link to sales via customer interaction and the high expense involved in training and maintaining the sales force, company profitability is greatly influenced by sales force effectiveness, ... Rackham and DeVencentis (1999) point out customers are attaching increased importance to a seller's interaction approach which can include transactional (e.g., a more simplistic sales situation such as a non-complex product or a re-buy situation), consultative (e.g., complex products), and enterprise/partnering, whereby the latter two are typically more ideal for appropriately utilizing the sales representative's ability to tailor communication versus other types of sales channels that are more suited for transactional selling. Effective deployment of different receptive and expressive influence behaviours by the salespersons can result into increased flexibility in dealing with clients with diverse backgrounds and requirements, improved conflict resolving skills and more positive and productive personal and professional relationships with the clients. /Filter /FlateDecode Although customer acquisition and retention are complementary processes, they involve different sales process capabilities that often compete for investments. This project deals mostly with the process of defining a Sales Territory: the steps required to Pharmaceutical companies are still focusing most of their resources on a single SH group, prescribers. Whereas in the past researchers focused almost exclusively on how changes in compensation practices affect employee performance or satisfaction, researchers are now beginnings to ask how organizational as well as environmental conditions shape compensation practices. In comparison to a conventional DEA benchmarking that simply uses raw sales calls as input measures, the proposed model that uses more ‘processing’ of the sales response data to derive working smart and hard input measures shows much larger potential for efficiency improvement and offers more meaningful and actionable guidance for improving sales force productivity. It also found that customer service is the most significant factor among the examined antecedents for online shoppers in China. and steps to define an effective sales territory are described. The work is based on the problems faced by an important Portuguese PDF-0bc3f | This book focuses upon the role of the sales force in today’s changing world and how to design a sales force for strategic advantage. only can perfectly coordinate this with-effort channel, but also enables the dominant manufacturer to arbitrarily allocate the channel profit and leave only a subsistence profit for the retailer. Finally, the work deals with the practical methods of >> /CSpg /DeviceGray [0 /XYZ 32.6400000 *FREE* shipping on qualifying offers. This paper presents a Sales Force Effectiveness Framework that organizes the complexities of sales organizations, providing a holistic approach to defining and assessing sales force effectiveness. keep consumers buying offline through her effort. In Study 2, they demonstrate that (1) a promotion (prevention) focus is more strongly related to salesperson hunting (farming) orientation than is a prevention (promotion) focus, and (2) ambidextrous salespeople generate higher profits when they are customer oriented. In addition, we find a positive correlation of customer prioritization on ambidextrous selling. The model explores a Nash bargaining problem where the manufacturer and the retailer negotiate with each other on the wholesale price, the retail price and the order quantity when they have equal bargaining power. A feedback Nash equilibrium is identified and results are discussed. This book focuses upon the role of the sales force in today's This study can help both scholars and practitioners understand the importance of tracking, return, shipping, and customer service in an online shopping environment and across countries. The results point to territory design as a strong predictor of performance and effectiveness. ISBN 13: 9780230514928. Choosing between in‐house or external sales is a key strategic decision. /Producer (�� Q t 4 . Most related studies have shown that many of the well-known “channel coordination” contracts will fail in such a with-effort supply chain. /Length 11 0 R For example, Zoltners and Sinha built upon their academic work in sales-force management, ... As shown in Figure 2, the nature of the account's demands and the pattern of economic returns it yields are primary drivers throughout the design framework (goals, processes, structure, resources, and evaluation metrics). 566.679999 0] ... Standard segmentation models have usually focused on the analysis of externally bought prescription data amended by practice data (eg number of patients) gathered through the sales force. In the medical device industry, this decision is particularly important because salespeople are conduits between R&D and customers. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change. störend empfundenen Übergangsphase Independent sales reps refer to self-employed individuals working on behalf of the manufacturer (Anderson, 2008;Rapp, 2009; ResearchGate has not been able to resolve any references for this publication. Two dominant factors driving the success of such accounts are proposed—the nature of the account’s needs and the pattern of economic returns—to serve as a simple heuristic to help advance scholarship in the area. In modern times, organizations have been identified as an important part of societal existence and reliant on effective interpersonal relationships. The suggested metrics are derived in an empirical application using archival sales response data from a pharmaceutical company sales force. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It is not enough to select a distributor and assign him/her a sales territory area, more importantly it is the duty of the Regional Sales Manager on behalf of the company in question to check if the distributor(s) have the logistics and the knowledge necessary to manage the territory. /URI (http://ebooks.online-movie-base.com/movie.php?sid=4&tds-key=Sales Force Design for Strategic Advantage&tds-key2=Sales Force Design for Strategic Advantage&tds-key3=Andris Zoltners&tds-img=i0.ebkimg.com/previews/000/000259/000259640/000259640-hq-168-80.jpg A key to enhancing sales force productivity is finding ways to help existing reps sell more. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change. This article presents research on the economic and non-economic factors to be considered when determining a salesforce structure throughout a business's life cycle. The framework is supported by an inventory of sales force effectiveness issues from sales leaders and recent academic publications. Sales force compensation is influenced by various factors of development and change occurring at the individual, product, organizational and environmental levels. /Contents 10 0 R To this purpose, the tools 10 0 obj Our theory also predicts a more pronounced market reaction when investors are more uncertain about the firm’s future performance and the announcement contradicts the direction of investors’ prior beliefs. Send-to-Kindle or Email . The structuring also includes reporting, coordination and control mechanisms which eventually help in influencing the flow of information within the organisation. /ExtGState << For firms lacking relational capital, innovation increases the likelihood of sales integration. We choose Conditional Value-at-Risk criterion to measure the retailer’s risk-averse level, and assume that the manufacturer’s direct sales channel and the retailer’s traditional channel adopt a, Access scientific knowledge from anywhere. Total Download 13 “A book is the only place in which you can examine a fragile thought without breaking it.” –Edward Morgan The lack of a systematic understanding of the infl uence of relationships between all SH groups has resulted in sales and marketing activities, which fail to address the issues pharmaceutical companies are faced with, such as low levels of public trust and decline in physician access. Sales Force Design For Strategic Advantage This article discusses several factors affecting the design of sales compensation systems and proposes a life cycle and a business value–added framework for strategic compensation planning. Sales forces play different roles in connecting companies with their customers. 6) This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Download Free Sales Force Design For Strategic Advantage Online Book. Learn sales force design for strategic advantage which often makes you an practiced upon Dealing in the manner of hard People. Companies that adapt to changing circumstances are likely to be more successful. >> in knowledge over the last 40years and identify major opportunities for impactful theoretical, empirical, and decision model-based The purpose of this paper is to understand the role of post-purchase logistic services on customer satisfaction and future purchase decision, to reveal any differences across China and Taiwan, to fill in a gap in the literature focused on post-purchase logistic activities related to shipping, return, and tracking, to provide managerial guidance in logistics for e-commerce, and to develop insights on logistic services for future research. 9 0 obj The tools are applied to the case Converting to a direct salesforce from reps is a slow, expensive process that incurs high initial costs; require a considerable commitment of overhead and takes time to generate returns. While organizations devote considerable time and money to manage their salesforces, few focuses much thought to the roles that internal (or direct) and external (independent representatives) salesforces play over the life cycle of a business. /ColorSpace << Format: Hardcover Verified Purchase. (1990), there is very little research that provides directions for when and how to specialize sales forces. Sales Force Design For Strategic Advantage PDF by by Andris A. Zoltners : Sales Force Design For Strategic Advantage ISBN : #1403903050 | Date : 2004-07-15 Description : PDF-0bc3f | This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Descargar Sales Force Design For Strategic Advantage/ PDF Gratis español. In Study 1, the authors identify the link between regulatory focus and salesperson hunting and farming orientations. Survey and time-lagged archival performance data from 174 firms provide an empirical test of the conceptual model and hypotheses developed. Request PDF | A Process for Designing the Sales Force for Strategic Advantage | Sales forces play different roles in connecting companies with their customers. The frameworks provided in this article will help managers of sales organizations faced with structuring decisions. Title: Sales Force Design For Strategic Advantage A Zoltners Author: wiki.ctsnet.org-Erik Ostermann-2020-09-28-16-21-41 Subject: Sales Force Design For Strategic Advantage A Zoltners An interdisciplinary research team conducted a study to inform the development of a GIS course focused on healthcare admin-istration, management, and policy. Although practitioners suggest that salespeople have a preference for either hunting or farming, academic research has yet to examine when and why salespeople become oriented toward hunting or farming, and whether a simultaneous engagement in both (i.e., being ambidextrous) is efficient or damaging. /SA true 2) Organizations must review and update sales management practices and their compensation strategies according to the different stages of product life cycle (PLC). Selbst die besten Vertriebsstrategien scheitern, wenn nicht während der Implementierung sorgfältig auf die Belange der Kunden Over time, the role of processes and wisdom becomes larger than the role of the models and systems. Effectively, therefore, this amounts to a cost containment approach. use the following search parameters to narrow your results: subreddit:subreddit find submissions in "subreddit" author:username find submissions by "username" site:example.com find … Sales territory alignment is the assignment of accounts and their associated selling activities to salespeople and teams. Sales Force Design For Strategic Advantage PDF by Andris A. Zoltners : Sales Force Design For Strategic Advantage ISBN : #1403903050 | Date : 2004-07-15 Description : PDF-0bc3f | This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. However, in practice, there are several examples of strategic account teams that are formed with dynamic membership. Practical implications We propose to do this by utilizing measures of two fundamental attributes of a salesperson’s controllable work activity as inputs in a DEA (data envelopment analysis) – based procedure: how hard and how smart s/he works. Because of their combinatorial complexity, multiple conflicting objectives, and personnel aspects that touch everyone in the salesforce, the alignment models were unable to completely solve the sales territory alignment issues faced by companies. endobj Sales researchers can use the framework to discover ways to expand their research focus to benefit practitioners. 2 people found this helpful. Please login to your account first; Need help? This paper is concerned with the ability of marketing investments to convey information from the “black box” of the firm to participants in the financial markets. Consider the cosmetics industry. Although developing ambidexterity is a fundamental sales management task, it has received little attention in research. Hallo und Herzlich Willkommen auf unserer Webseite. This serves as a road map to achieve your company’s sales goals. Excellent specifics, rationale and examples. >> For profit-seeking organizations, the infusion of capital plays an essential role in the continued existence and functioning of organizational health. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Salesforce configuration decisions strongly influence return on the salesforce investment and are directly linked to the profitability of the organization. Change Management begleitet, kann die neue Vertriebsorganisation zum Erfolg für die Kunden, den Vertrieb und somit das Unternehmen Results confirm that incentive management, cross functional cooperation, and the interaction of cross functional cooperation and sales training capabilities are positively correlated with sales organization ambidexterity. The successful operation of the salesforce in terms of efficiency and effectiveness is affected by salesforce configuration design. Expenditures for the salesforce compensation comprise a large portion of many organizations' operating expenses -typically in the range of 10 to 22 percent of sales and sometimes as high as 50 percent of sales. /Rect [33.3599999 413.319999 385.439999 477.399999 ] Selbst die besten Vertriebsstrategien scheitern, wenn nicht während der Implementierung sorgfältig auf die Belange der Kunden Oct 12, 2020 sales force design for strategic advantage Posted By James PattersonLtd TEXT ID b42a3093 Online PDF Ebook Epub Library ausfuhrlichsten sales force design for strategic advantage tests in die endnote zahlt viele eigenarten damit ein moglichst gutes testergebniss zu erhalten besonders unser gewinner ragt Alignment experts improve every model-derived solution. Avon has almost 4 million independent sales representatives selling its wide range of cosmetics, skin care, fragrance, and other personal care products directly to consumers in over 140 countries. An electronic survey of 134 (44.7% response rate, n=60) healthcare professionals from a variety of private and public organizations yielded data used in the analysis of organizational experience with GIS, user qualifi-cations and training, and average salaries for new GIS analysts. Our findings suggest important limits on the effect of relational governance on firm strategy. /Parent 2 0 R 5 0 obj This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Although hybrid forms of sales governance have become more popular since the early 2000s in medical devices as well as other industries. /Subtype /Link It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change. To read the full-text of this research, you can request a copy directly from the authors. Sales Territory Management and Distributor Performance in the Telecommunications Industry in Ghana, AN EXAMINATION OF INDIVIDUAL DIFFERENCES IN COMMUNICATION-RELATED SOCIAL COGNITIVE STRUCTURES IN ASSOCIATION WITH SELLING EFFECTIVENESS, The Impact of Sales Force Automation System on Quality Service Delivery and Sales Reporting among Micro and Small-Sized Enterprises in Kumasi Metropolis, Ghana, COMMENTARY ON ROLE OF RECEPTIVE AND EXPRESSIVE INFLUENCE TACTICS AND BEHAVIOURS IN PERSONAL SELLING PROCESS, Sales force modeling: State of the field and research agenda, Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach, Managing Sales Force Compensation: The Strategic Choice Between Direct Sales Force and Independent Reps, Networked Healthcare: A Practical Guide to Understanding Influence Networks in the Health-Care Industry, Managing Sales Force Compensation: A Life Cycle Perspective, Geographic Information Systems (GIS) In Health Organizations: Emerging Trends for Professional Education, Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts, Post-purchase shipping and customer service experiences in online shopping and their impact on customer satisfaction: An empirical study with comparison, Salesforce Configuration: A Key Driver for Effective Compensation Planning, Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework, The limits of relational governance: Sales force strategies in the U.S. medical device industry, Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations, HEALTHPHARM – CASO PEDAGÓGICO DE UMA REESTRUTURAÇÃO TERRITORIAL, Examining the effectiveness of sales management control practices in developing countries, The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation, The Information Content of Marketing Investments: The Case of Sales Force Resizing Announcements, Toward a Theory of Patient-Focused Selling, Autorizada la entrega del proyecto al alumno. /AIS false Sales Force Design For Strategic Advantage is additionally among the windows to get to as well as open the globe. The companies in our sample employ three types of sales force: independents sales reps, own sales force, or a mix. >> Sales force design for strategic advantage - Der TOP-Favorit unserer Redaktion. Maybe you have knowledge that, people have search hundreds times for their chosen readings like this sales force design for strategic advantage, but end up in infectious downloads. endobj The structural equation analysis of the study found that post-purchase shipping and tracking have an impact on customer satisfaction in both China and Taiwan. This pattern reverses as relational capital accumulates, but only when innovations are in the firm’s existing focal product market. Conceptually, as. The manufacturer seeks to maximize her profit made on both the indirect and direct channels and faces, aside from her marketing effort, a logistics cost of selling online. Sales Force Design For Strategic Advantage by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer accessibility Books LIbrary as well as its powerful features, including thousands and thousands of title from favorite author, along with the capability to read or download hundreds of boos on your pc or smartphone in minutes. Wir haben uns der Aufgabe angenommen, Produktpaletten aller Art zu testen, damit Sie ganz einfach den Sales force design for strategic advantage bestellen können, den Sie zu Hause für ideal befinden. KeywordsSales management-Quantitative sales force models. Thus, sales managers are urged to ensure their sales force develop their skills of receptive and expressive influence behaviours in a balanced way as critical means to improve their sales performance and to nurturing mutually beneficial relationships with valued clients. We focus on the context of sales force resizing announcements in the pharmaceutical industry because the sales force comprises the main marketing instrument for firms in this industry. It is found that when demand uncertainty follows a uniform distribution, a Nash bargaining equilibrium exists and the retail price will decrease as the retailer becomes more risk averse. << Alignment insights get codified. Download Sales Force Design For Strategic Advantage PDF book author, online PDF book editor Sales Force Design For Strategic Advantage. The players control their marketing efforts and the sales share of the online channel is the state of the system. Sales Force Design For Strategic Advantage - Ebook written by A. Zoltners, P. Sinha, S. Lorimer. Hallo und Herzlich Willkommen hier bei uns. 8 0 obj The primary objective of this article is to propose a framework for selecting an appropriate sales force compensation plan according to the various stages of the PLC. Wird jedoch die Einführung der neuen Vertriebsstrategie von einem professionellen /Border [0 0 0] ... 48 distributor (Jobber and Lancaster, 2009). Employing an event-study analysis, we find an unusually strong two-day market reaction of 3.2% for increase announcements and no significant market reaction for decrease announcements. Download for offline reading, highlight, bookmark or take notes while you read Sales Force Design For Strategic Advantage. 5.0 out of 5 stars Sales Force Design for Strategic Advantage. Download Sales Force Design For Strategic Advantage Expenditures for sales force compensation represent a large portion of many sales organizations' operating expenses, typically in the range of 10% to 22% of sales and sometimes as high as 50%. >> While, return service is more important for shoppers in Taiwan. In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. ) We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in seven countries. Design/methodology/approach /F6 6 0 R © 2008-2020 ResearchGate GmbH. Pages: 400 / 401. A sales organization that does not link evolving salesforce configuration as it passes through different stages of business cycle is placing itself at considerable risk in implementing an effective compensation planning. In this paper, we focus on the process of internal efficiency benchmarking of a firm’s sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable directions for improving productivity of relatively inefficient performers. 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