基于B/S结构的销售管理系统

销售是供应链管理的重要环节,也是企业生产、管理、运作的关键。随着Internet的迅猛发展,新经济时代的销售是一个动态、渐进的过程,基于B/S结构的销售管理系统接受并应用流行于国际企业的现代营销管理的新方法,即"客户关系管理(CRM)",使销售从无序的管理走向更科学的管理,使管理者更能把握业务的中心。本文对基于B/S结构的销售管理系统的组成、功能、特点等进行了进一步的探讨。     

Expectational data and Japanese stock prices

This paper examines the impact of a change in analysts' forecasts of earnings and sales per share on the subsequent price performance of a large sample of Japanese stocks. Changes in earnings and sales estimates affect price and the impact is incorporated slowly over time. This lag can be utilized to construct a portfolio of securities which while acting like an index fund earns an excess (extra) return.     

Housing Quality in the Forward Contracts Market

Developers often conduct forward sales (or presales) before building completion to relieve financial risk and burden. However, there are worries that housing units sold in this way will turn out to be substandard because developers, who have been paid for the unfinished units, may have incentives to cut costs by lowering the quality. This is a typical moral hazard problem. Nonetheless, forward sales have been very popular in some Asian cities such as Hong Kong, Singapore, and Taiwan. A plausible explanation is that the market has efficiently adjusted the forward price for this potential quality problem according to developers’ reputations. This paper aims to theoretically explain and empirically test (1) whether reputation is reflected in forward prices and (2) whether the expected quality level matches with the actual quality level. Using the forward and spot sales data of the Hong Kong real estate market, we found that even though housing quality was not observable during presales, the market was able to capitalize developers’ reputations into forward prices accurately. This suggests that the optimal strategy for developers is to stick to the quality level implied by their reputations. A paper submitted to Journal of Real Estate Finance and Economics. A Special Issue for the 2005 NUS-HKU Symposium on Real Estate Research.     

Measuring and forecasting retail trade in real time using card transactional data

We build big data retail trade indicators for Spain using high-dimensional card transaction data from one of the country’s biggest banks. The resulting indicators replicate the dynamics of the Spanish retail trade indices (RTI), regional RTIs (Spain’s autonomous regions), and RTI by retailer type (distribution classes) released by the Spanish National Statistics Institute. The new indicators not only have a higher frequency (daily data) and higher geographical and sectorial breakdown but are also shown to improve nowcasting and forecasting power for the official RTI, making them key variables to monitor consumption.     

房地产企业适应市场竞争的核心能力探析

形成现代房地产企业核心竞争力的因素有人才、品牌、土地等，但其制胜点是适应市场竞争的核心能力。文章从科学的资本运作能力、消费群体个性化需求的准确把握能力、快速适应市场变化的能力、策划与现代营销的运用能力等几个方面对这一问题进行了探索。     

市场经济条件下博物馆商店经营模式的构建

博物馆旅游业的兴起，博物馆商店的建设逐渐成为文博旅游业的重要组成部分。博物馆商店应突出自己的文化性，市场经营应针对消费心理需求进行分析，运用科学、合理销售策略，构建有自己特色的经营模式，形成有一定规模的商业活动。     

Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation

The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. Andrea L. Dixon (Andrea. Dixon@uc.edu) (Ph.D., Indiana University) is an assistant professor of marketing at the University of Cincinnati. Her research focuses on selling behaviors, team selling, integrating technology and personal selling, and the role of developmental relationships in enhancing creativity and productivity in the sales division. The primary focus of her research is improving the performance of sales representatives and the sales organization or unit. She has published in theJournal of the Academy of Marketing Science, theJournal of Marketing, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of the Academy of Marketing Science and theJournal of Personal Selling and Sales Management. Dixon is the vice chair for conference programming of the Selling and Sales Management Special Interest Group of the American Marketing Association. Rosann L. Spiro (spiro@ indiana.edu), Ph. D., is a professor of marketing and chairperson of the Marketing Department at Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, International Marketing, Business-to-Business Marketing Strategy, and Managerial Research in Marketing. Her research interests focus on sales strategy, sales management, and personal selling. Her work has appeared in numerous publications, including theJournal of Marketing Research, theJournal of Marketing, theJournal of Consumer Research, theJournal of Business, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of Personal Selling and Sales Management andMarketing Management. She is also a coauthor of a leading sales management text,Management of a Sales Force (11 th ed.). She formerly served as the chairperson of the Board of the American Marketing Association. Curtently she serves on an Advisory Board for the Univted States Bureau of Census and is the chair of the Selling and Sales Management Special Interest Group of the American Marketing Association. Lukas P. Forbes (Lukas.Forbes@wku.edu) is an assistant professor of marketing in the Gordon Ford College of Business at Western Kentucky University. He received his B.S. from the United States Military Academy at West Point, his M.B.A. from worcester Polytechnic Institute, and is completing his Ph.D. at the University of Kentucky. His research interests include personal selling, services, and product development. He has previously published in the American Marketing Association Educators and Frontiers in Services conference proceedings.     

企业营销员定位模式选择

目前中国企业界主要存在员工型、代销型和返利型三种营销员定位模式,它们在提高企业销售业绩、降低企业营销成本、保护营销员基本权利及自身合法性等方面均有不同的作用和表现。在对上述三种模式进行分析、比较的基础上,本文提出代销型营销员定位模式应该是我国现阶段销售企业的最佳选择。     

盈亏临界点分析在企业多产品经营战略中的运用

利用本量利分析法可以判断盈亏临界点,使生产经营决策科学合理。当企业管理者面对多品种产品的决策时,在考虑企业综合固定成本和产品个别固定成本的前提下,按边际贡献率的大小来安排生产和销售的先后顺序,能够确定出更加精确的盈亏临界点。     

基于批零系数的城市化阶段探讨

批零系数是指同一时期批发销售额与零售销售额的比值,其变化反映了生产企业产品流通渠道长短的变化。在城市发展的初期,随着城市化率的不断提高,批零系数也不断提高;当城市化率达到一定的高度,批零系数会呈下降趋势;而到城市发展到成熟阶段,社会经济基本达到稳定的状态,批零系数也逐渐达到一个相对稳定的状态。由于城市功能、区位条件等的不同,不同的城市批零系数与城市化率的具体对应关系也有所区别。