Zobrazeno 1 - 10
of 50
pro vyhledávání: '"Prabhakant Sinha"'
Publikováno v:
Journal of Personal Selling & Sales Management. 41:87-102
Sales organizations are actively pursuing digitalization because they see value through greater efficiency and effectiveness. In this paper, we examine the challenges in implementing sales force di...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::165fc78908046ab4dd0e48a24436902d
https://doi.org/10.1080/08853134.2021.1908144
https://doi.org/10.1080/08853134.2021.1908144
Sales leadership essentials for an era of rapidly advancing digital technology.Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you're a sales manager or leading a large s
The future of AI is here.The world is transfixed by the marvel (and possible menace) of ChatGPT and other generative AI tools. It's clear Gen AI will transform the business landscape, but when and how much remain to be seen. Meanwhile, your smartest
Publikováno v:
Journal of Personal Selling & Sales Management. 32:171-186
Dating back more than a century, companies have used incentives such as commissions and bonuses to motivate and direct the activities of salespeople. Today, sales force incentives comprise a large portion of sales force pay (approximately 40 percent
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4a93603e696ba4ec3276e4c2265528b3
https://doi.org/10.2753/pss0885-3134320201
https://doi.org/10.2753/pss0885-3134320201
Publikováno v:
Kellogg on Marketing, Second Edition
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::2f221d6791bcf30a00a1418a62501418
https://doi.org/10.1002/9781119199892.ch19
https://doi.org/10.1002/9781119199892.ch19
Publikováno v:
Journal of Personal Selling & Sales Management. 28:115-131
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. Sales practitioners can use the framework to diagnose
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::8d01d1c8694000e9422fb28e5703eff4
https://doi.org/10.2753/pss0885-3134280201
https://doi.org/10.2753/pss0885-3134280201
Autor:
Prabhakant Sinha, Andris A. Zoltners
Publikováno v:
Journal of Medical Marketing. 5:19-26
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::de5c2d2fefbf0430420f4351206da80b
https://doi.org/10.1057/palgrave.jmm.5040197
https://doi.org/10.1057/palgrave.jmm.5040197
Autor:
Prabhakant Sinha, Andris A. Zoltners
Publikováno v:
Marketing Science. 24(3):313-331
Sales territory alignment is the assignment of accounts and their associated selling activities to salespeople and teams. Models, systems, processes, and wisdom have evolved over 1,500 project implementations for 500 companies with 500,000 sales terr
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::2853469aaeb5ea423b48996c359b2415
Autor:
Andris A. Zoltners, Prabhakant Sinha
Publikováno v:
Interfaces. 31:S8-S44
Over 25 years, we have developed many sales-force and modeling insights through over 2,000 projects with several hundred selling organizations in over 50 countries. Content insights are useful in making sales-force decisions. Examples are that profit
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::20d7a7c6437ab177b2f2594b67296794
https://doi.org/10.1287/inte.31.3s.8.9675
https://doi.org/10.1287/inte.31.3s.8.9675
First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often