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Journal of Personal Selling & Sales Management最新文献

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When do forecasts fail and when not? Contingencies affecting the accuracy of sales managers’ forecast regarding the future business situation 什么时候预测会失败，什么时候不会?影响销售经理对未来业务状况预测准确性的突发事件
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-19 DOI: 10.1080/08853134.2020.1859941
Janina-Vanessa Schneider, S. Alavi, J. H. Guba, J. Wieseke, Christian Schmitz
{"title":"When do forecasts fail and when not? Contingencies affecting the accuracy of sales managers’ forecast regarding the future business situation","authors":"Janina-Vanessa Schneider, S. Alavi, J. H. Guba, J. Wieseke, Christian Schmitz","doi":"10.1080/08853134.2020.1859941","DOIUrl":"https://doi.org/10.1080/08853134.2020.1859941","url":null,"abstract":"Abstract Improving business forecasts is a major goal of many companies because of its strong positive impact on future performance and potential competitive advantages. Even though sales managers have been called to serve as a profound base for business forecasts from a theoretical perspective, this premise has not been subject to empirical testing to date. Addressing this research void, the authors analyze under which conditions sales managers’ business forecasts are reliable and when not. The authors conducted a cross-industry field study including two measurement points with 180 high-ranking senior sales managers. Results show that managers’ forecast accuracy fundamentally depends on contextual moderators. Sales managers predict future business situations 2.5 times more accurate when they exhibit a long firm-specific experience and high confidence-levels in their own forecast. Furthermore, a comparably long sales cycle improves forecast accuracy. Conversely, sales managers may make considerable misjudgments if the before mentioned conditions are not met.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"41 1","pages":"218 - 232"},"PeriodicalIF":4.4,"publicationDate":"2021-01-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/08853134.2020.1859941","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47499484","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
Матрица преимуществ как ключ к созданию уникальной ценности предложения для клиентов 优势矩阵是为客户创造独特价值的关键。
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-3-3-222-233
Антон Кожемяко
{"title":"Матрица преимуществ как ключ к созданию уникальной ценности предложения для клиентов","authors":"Антон Кожемяко","doi":"10.36627/2618-883x-2021-3-3-222-233","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-3-3-222-233","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"24 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89082850","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
В-2-b-продажи: работа с клиентом как инвестиционный проект 第二-b销售:与客户合作作为投资项目
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-2-2-108-113
Лидия Журина, Татьяна Гелиевна Галактионова
{"title":"В-2-b-продажи: работа с клиентом как инвестиционный проект","authors":"Лидия Журина, Татьяна Гелиевна Галактионова","doi":"10.36627/2618-883x-2021-2-2-108-113","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-2-2-108-113","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"7 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76276305","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Как за полгода навести порядок в коммерческом отделе и увеличить продажи 如何在6个月内清理商业部，增加销售额
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-1-1-56-63
Брежнев Вадим Владимирович
{"title":"Как за полгода навести порядок в коммерческом отделе и увеличить продажи","authors":"Брежнев Вадим Владимирович","doi":"10.36627/2618-883x-2021-1-1-56-63","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-1-1-56-63","url":null,"abstract":"Увеличить продажи в несколько раз — вполне достижимая задача для любой компании. Для этого совершенно не обязательно обладать особыми знаниями или тратить огромные деньги на «звездных» продавцов. Автор разбирает на примерах, как можно добиться такого результата с помощью простых действий: детального планирования, четкого распределения функций и правильно выстроенного контроля.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"53 60 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86457672","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
К вопросу создания новой концепции туристического продукта для клиентинга в условиях пандемии 关于在流行病中为客户提供旅游产品的新概念，
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-1-1-70-78
Толкачев Андрей Николаевич
{"title":"К вопросу создания новой концепции туристического продукта для клиентинга в условиях пандемии","authors":"Толкачев Андрей Николаевич","doi":"10.36627/2618-883x-2021-1-1-70-78","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-1-1-70-78","url":null,"abstract":"Статья посвящена проблеме резкого снижения спроса на туристические услуги в условиях пандемии. В работе рассматривается вопрос, как применять кастомизированный и рекомендательный маркетинг для создания турпродукта, каков новый алгоритм продвижения и продаж туристических услуг.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"52 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75821293","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Планирование продаж в малом бизнесе: какой метод выбрать 计划小企业销售:选择哪种方法
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-4-4-242-249
Валерий Шеркунов
{"title":"Планирование продаж в малом бизнесе: какой метод выбрать","authors":"Валерий Шеркунов","doi":"10.36627/2618-883x-2021-4-4-242-249","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-4-4-242-249","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"12 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"84674445","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Как работать с b-2-b-клиентами, которые покупают крупные партии товаров 如何与购买大量商品的b-2-b客户合作
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-3-3-182-187
Кирилл Кириллов
{"title":"Как работать с b-2-b-клиентами, которые покупают крупные партии товаров","authors":"Кирилл Кириллов","doi":"10.36627/2618-883x-2021-3-3-182-187","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-3-3-182-187","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"86 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"90172848","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Стратегия и тактика обработки возражений клиентов 客户反对策略和策略
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-2-2-136-142
Михаил Люфанов
{"title":"Стратегия и тактика обработки возражений клиентов","authors":"Михаил Люфанов","doi":"10.36627/2618-883x-2021-2-2-136-142","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-2-2-136-142","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"54 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86596748","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Выявление потребностей и управление ожиданиями заинтересованных сторон 确定和管理有关各方的需求和期望
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-1-1-64-68
Е.А. Скриптунова
{"title":"Выявление потребностей и управление ожиданиями заинтересованных сторон","authors":"Е.А. Скриптунова","doi":"10.36627/2618-883x-2021-1-1-64-68","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-1-1-64-68","url":null,"abstract":"В статье рассмотрено, как применение концепции заинтересованных сторон оказывает влияние на формирование подходов к взаимоотношениям с клиентами. Автор делает акцент на необходимости сбалансированного подхода к выявлению потребностей таких заинтересованных сторон, как клиенты, сотрудники, поставщики, партнеры, государство, конкуренты, местное сообщество, анализирует различия потребностей и ожиданий, а также предлагает один из способов управления ожиданиями.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"27 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"82705811","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Стратегия продаж товаров и услуг с помощью прямых эфиров 通过现场直播销售商品和服务的策略
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-01-01 DOI: 10.36627/2618-883x-2021-1-1-36-42
Пронин Виталий Анатольевич
{"title":"Стратегия продаж товаров и услуг с помощью прямых эфиров","authors":"Пронин Виталий Анатольевич","doi":"10.36627/2618-883x-2021-1-1-36-42","DOIUrl":"https://doi.org/10.36627/2618-883x-2021-1-1-36-42","url":null,"abstract":"Новая политика конфиденциальности Apple и браузеров в отношении сбора информации о посетителях сайтов, а также экономический кризис 2020 г., связанный с пандемией коронавируса, вынуждают малый и средний бизнес искать новые эффективные способы привлечения клиентов с помощью соцсетей. Один из таких способов — внедрение в стратегию продаж прямых эфиров в Facebook. Этому вопросу посвящена статья.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"2 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85393504","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
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