Sales Force Automation Systems and Sales Force Productivity

Abstract

Salespeople are in a unique position of being in very close proximity to customers and thus have the ability to create and maintain long-term relationships with them. Sales force automation systems (SFA) have the ability to help or hinder this relationship building process. This article looks at SFA and its impact on sales force productivity. Much of the current research in the area of SFA seems to focus on efficiency issues within the firm, with particular attention being paid to technology implementation and reasons for high SFA failure rates. The authors review past literature and identify potential areas for future research by creating and presenting a research agenda. Many of the future research areas lie in the realm of effectiveness of SFA rather than the efficiency side of SFA. Although efficiency is still of great importance to SFA researchers and practitioners, the customer or relationship focus of SFA effectiveness is also needed.     

浅析男装品牌导购对消费者的识别问题

以男装品牌为出发点,探讨导购对消费者的识别在销售服务过程中的时间进程和观察点及观察点的选择,同时提出了一个服装销售管理者提升店铺导购的识别水平的方法。     

Supplier's Internal Communication Network During the Project Sales Process

The nature of internal communication networks in project sales has remained largely unexplored. This article sheds light on a supplier's internal communication network during a project sales process by using social network analysis and in‐depth qualitative data. We analyzed the project sales process and related internal communication network of a material handling equipment provider. The results illustrate the non‐centralized and complex nature of internal communication networks and highlight four barriers to and four drivers of efficient communication during project sales. Above all, using communication training seems to be the most efficient way to improve internal communication.     

Boundary Spanners' Satisfaction with Organizational Support Services

SUMMARY

Internal services (i.e., support services) are an important form of organizational support for external boundary spanners (e.g., salespeople, customer service representatives). Internal services such as information systems, market research, training, accounting, and facilities support are intended to allow boundary spanners to better serve the firm's customer. Little research, however, has addressed factors that influence a boundary spanner's satisfaction with such services. The research presented here offers insight into how internal communication by both managers and service providers impacts a boundary spanner's satisfaction with support services. Results indicate that service provider and manager communications are largely complementary and that satisfaction with service outcomes, rather than service quality, appears to have an enduring impact upon a boundary spanner's overall job satisfaction. Implications for future research are addressed.     

浅谈基金销售渠道多元化

本文分析了传统基金销售渠道的优劣后，介绍了近年来新兴的网络销售渠道、基金第三方销售渠道、基金超市三种销售渠道的特点及功能。     

联合单位法在本量利分析中的应用

通常，大多数企业在生产经营中都会同时生产和销售多种产品，因此有必要探讨多品种产品生产和销售条件下的盈亏平衡点的计算问题。目前，常用的方法主要有加权平均边际贡献率法、联合单位法、主要品种法和分类法等，根据这些方法计算将得到多个不同的保本点。在实际工作中，企业的会计人员要根据企业自身的特点和经营管理要求，选择适合的方法进行盈亏平衡分析，从而有效地为经营管理提供信息。     

Asset sales and firm strategy: an analysis of divestitures by UK companies

This paper examines the financial causes and consequences of the decision to sell-off non-financial assets as part of a new or ongoing restructuring programme by UK non-financial companies between 1993 and 2000. We report that asset sales follow a period of declining operating returns and tend to occur in diversified companies with high levels of financial leverage. Stock prices respond positively to asset sale announcements. This arises due to improvements in operating returns and a decline in financial leverage and corporate diversification subsequent to the disposal. Our findings suggest that asset sales represent an effective operational response to a firm's poor financial condition. However, we also find that a manager's decision to sell assets is strongly influenced by the explicit threats to their control from lenders and competition from product, labour and takeover markets.     

伊利常温液态奶在嵊州市的市场营销策略研究

随着国家和地方对奶业发展的鼓励和支持,以及我国居民生活水平提高,带来的奶制品消费比例的逐年提高,我国奶业呈现高速发展的局面。从2003年至今,伊利集团始终以强劲的实力领跑中国乳业,并以极其稳健的增长态势成为了持续发展的行业代表。通过对目前伊利常温液态奶在嵊州市的市场营销策略的现状以及存在的问题进行分析,并提出相应的对策,希望对伊利常温液态奶在嵊州市的持续健康发展有所帮助。     

基于网络零售的生鲜产品标准化问题探讨

论述了我国网络零售中生鲜产品的标准化现状及生鲜产品标准化对网络消费者的影响,探讨了影响生鲜产品网络零售标准化的主要因素,并指出通过改变网络销售方式,建立按质论价的以包装为单位的销售有助于实现生鲜产品销售的标准化。     

Managing specific accruals vs. structuring transactions: Evidence from banking industry

This study investigates earnings management through managing specific accruals vs. structuring transactions in the banking industry. This paper explores the circumstances under which banks manipulate loan loss provisions vs. circumstances that lead banks to structure loan sales and securitizations for the purpose of achieving earnings benchmarks. Empirical results show that banks manage earnings through loan loss provisions, before resorting to structuring transactions, to avoid small earnings decreases and or just meet or beat analysts' forecasts. The findings imply that structuring loan sales and securitizations is more likely to be used as a secondary instrument. In addition, I find that the earnings of banks with lower discretionary loan loss provisions and higher discretionary gains from loan sales and securitizations are priced more negatively, suggesting that investors impose incremental penalties on the joint use of loan loss provisions and gains from loan sales and securitization to meet or beat earnings benchmarks.