Women count: Perceptions of forecasting in sales

This study identifies sales managers’ perceptions of sales forecasting. We surveyed close to 400 business-to-business sales managers, split about equally by gender, and concluded forecasting-related preferences, beliefs, and desires. Herein, we evaluate gender differences and identify some critical perceptions of women that differ from the perceptions of their male counterparts. We also compare attitudes, behaviors, and demographics of women and men. We conclude with organizational recommendations and implications for firms concerning hiring practices, forecasting tool selection, training and development, and the use of an employee resource group.     

耐贮大路货性果蔬品销售策略的探讨——以湖南石门柑桔销售为例讨论

对耐贮大路货性的果蔬品的销售策略有五条：树立果蔬的地方品牌和加强其食补价值的宣传;发展鲜品加工工业：扩大国际市场销售：政府适当的指导价及公示鲜果的平均种植成本：果蔬的物流增值——近／远距销售．应／延时销售。建立了销售价格g,销售成本c与物流距离x,销售延时t之间利润计算公式,并用示意图表明x和t与利润厂之间的关系,对销售经纪人有指导意义。     

基于“AIDA”模式的超市自有品牌商品店堂销售策略

超市开发自有品牌只是完成了营销策略的第一步。基于"AIDA"模式的店堂销售策略的设计与实施会成为自有品牌在终端销售中取得成功的有利保障。本文基于此制定了有针对性的销售策略。     

基于轴—辐理论的奇瑞整车销售物流网络构建

轴-辐网络是降低整车销售物流成本的有效网络结构。以奇瑞整车销售物流为研究对象,基于轴-辐理论构建整车销售物流网络。首先运用主成分分析法结合三个定性原则从全国337个地市级以上行政区域中甄选出24个整车销售物流枢纽节点,其次借鉴Dijkstra算法将枢纽节点分为中心枢纽节点、混合枢纽节点、区域枢纽节点三个空间层次,最后引用轴-辐网络原理构建了奇瑞整车销售物流网络,其中干线网络分为主干线、干线、一般干线三个空间层次。分析表明,水运、铁运比重将分别提高34．19％、10．39％,而公路运输比重则下降62．47％,水铁联运的比重占到17．89％,干线物流成本较原先下降16．53％。     

新型城镇化、主销区粮食自给底线与能力安全

在新型城镇化和工业化的背景下，大量农村劳动力持续外流而放弃粮食生产转向收益较高的非粮产业。近年来，由于高度重视粮食生产和加大强农惠农支持力度，全国粮食产量实现“十二连增”，库存也随之攀升。但主销区粮食产需缺口逐年扩大，进口粮增加并创历史新高。本文认为粮食主销区需明确自给底线、增强调入能力，调整产出结构，保护粮食生产能力，实现粮食能力安全。     

Short sales,destruction of resources,welfare

A reduction in the output of productive assets (trees) in some contingencies may expand the range of risks spanned by the payoffs of assets and allow for better risk sharing; which may compensate for the loss of output and support a Pareto superior allocation. Surprisingly, if short sales of assets are not allowed, improved risk sharing that results from the destruction of output does not suffice to support a Pareto superior allocation.     

基于超Y理论的激励机制探析——以天津市ZX集团为例

本文以国有企业——天津市ZX集团下属的销售公司为例,总结国有销售企业人力资源管理方面存在的制度僵化、冗员严重等问题。员工的职业生涯管理与业绩关联不紧密,绩效管理缺位等都与此有关。它导致"干好干坏一个样",大锅饭现象不同程度地存在,人们工作积极性、主动性差,产生严重的人力资源浪费。本研究基于John.J.Morse和Jay.W.Lorsch提出的权宜制变的经营管理理论——超Y理论,在国企引入"末位淘汰机制"、"全员营销机制"、"销售资源整合机制"等制度,盘活其人力资源,以期实现人力资源优化配置、销售资源最大化利用等目标,为国有销售企业提升经营业绩提供解决方案。     

论中国元素在商业广告中的应用

随着中国的崛起和全球地位的提升,世界经济离不开持续增长的中国经济,世界文明也离不开中国文化。在广告全球化的浪潮下,品牌如何更好地在中国市场发展,中国品牌如何更好地立足世界,广告如何更好地与消费者进行沟通并产生共鸣,孕育中国传统文化精神的"中国元素"成为广告公司和广告人在商业广告运用中不竭源泉。     

Modelling and Investigating the relationship of after sales service quality with customer satisfaction,retention and loyalty – A case study of home appliances business

After sales services (ASS) are activities that take place after the purchase of the product by customers and are devoted to supporting customers in the use and disposal of goods. ASS can create sustainable relationships with customers and contribute significantly to customer satisfaction. The purpose of this study is to evaluate the ASS quality by measuring the level of customer satisfaction (CS), customer retention (CR) and customer loyalty (CL) through the SERVQUAL dimensions comprising of ASS attributes and also to check which such ASS-based dimensions of SERVQUAL needs to be focused more on improving the quality of ASS with the consideration of firms involved in manufacturing the home appliances. For this purpose research models were proposed to examine the influence of ASS attributes on CS, CR and CL for three different products such as Gas Stove, Water Purifier and Mixer Grinder from the home appliances sector and tested by multiple regression analyses on data collected through the structured survey questionnaire, with a five-point Likert scale. The study has demonstrated the application of multiple regression analysis in studying the influence of ASS attributes on CS, CR and CL, and the results of the study have helped in analysing the performance of the case companies so as to devise suitable strategies in improving CS, CR and CL.     

基于运销营关系的物流企业市场营销体系创新

首先分析了运销营关系下的物流企业市场营销体系，对运销营一体型和分离型运作模式的优缺点进行了归纳，在此基础上提出了运销营分离模式下的营销体系在组织体系、流程体系和营销管理方式上的创新模式。