The Causes And Effects Of Sales Quotas
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The Causes And Effects Of Sales Quotas
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Author : Paul Edward Oyer
language : en
Publisher:
Release Date : 1996
The Causes And Effects Of Sales Quotas written by Paul Edward Oyer and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with categories.
The Effects Of Quota Frequency
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Author : Doug J. Chung
language : en
Publisher:
Release Date : 2018
The Effects Of Quota Frequency written by Doug J. Chung and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with categories.
This study investigates the comprehensive and multidimensional effects of quota frequency on sales force performance. We develop a theory of salespeople’s behavior with regard to the effect of sales quota frequency on aggregate effort and the product type focus. The theory includes many realistic elements such as salespeople’s multi-dimensional effort, heterogeneity in ability, product focus, and forward-looking behavior. We test our theory through a field experiment in which we vary the sales force compensation scheme of a major retail chain in Sweden. We find that shifting to a temporally more frequent quota plan leads to an increase in sales performance for low-performing salespeople by preventing them from giving up in the later periods within a quota evaluation cycle. However, we find little evidence of improvement in productivity for high-performing salespeople. In addition, we find no effects in product returns with regard to a change in quota frequency. With quotas set over shorter time horizons, the high-performing salespeople focus mainly on low-ticket products, resulting in a decrease in both sales volume and the sale of high-ticket products, thus reducing the firm’s profits.
Impact Of Pressures On Sales Employees To Meet Sales Quotas
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Author : Neil Skinner
language : en
Publisher:
Release Date : 2001
Impact Of Pressures On Sales Employees To Meet Sales Quotas written by Neil Skinner and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with categories.
Sales Quotas
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Author : Percival White
language : en
Publisher:
Release Date : 1929
Sales Quotas written by Percival White and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1929 with Marketing categories.
Sales Quota Systems
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Author : Clare Elmer Griffin
language : en
Publisher:
Release Date : 1928
Sales Quota Systems written by Clare Elmer Griffin and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1928 with Marketing categories.
Quotas
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Author : Mark Donnolo
language : en
Publisher: Association for Talent Development
Release Date : 2019-10-15
Quotas written by Mark Donnolo and has been published by Association for Talent Development this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-10-15 with Business & Economics categories.
Every quota challenge has a story. Sales quotas aren’t all about the numbers. Quotas! Using Design Thinking to Solve Your Biggest Sales Challenge sheds new light on quota challenges, the story behind them, and the methods to solve them. Many organizations struggle to reach effective, market-driven sales quotas, with more than half reporting quota setting as one of their top sales dilemmas. Instead of wrestling over the number, author Mark Donnolo contends that organizations can better achieve effective sales quotas by applying a problem-solving approach. With decades of experience working with major organizations on successful sales strategies, he offers engaging stories embedded with business problems and poses challenge questions to prompt a creative, five-step design-thinking process. Chapters feature quota design frameworks and a range of applicable, scalable methods. You’ll also find rare, expert guidance through the candid perspectives and advice of CEOs and other senior leaders. This book is a must-read for those who help set quotas as well as those who fulfill them.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: Taylor & Francis
Release Date : 2024-01-22
Sales Management written by Thomas N. Ingram and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-22 with Business & Economics categories.
This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions and role plays, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
Sales Controls Quotas And Forecasting
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Author : Sales Executives Club of New York
language : en
Publisher:
Release Date : 1957
Sales Controls Quotas And Forecasting written by Sales Executives Club of New York and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1957 with Sales Management categories.
The Effect Of Sales Force Participation In Quota Setting On Job Satisfaction And Variance From Quotas
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Author : Richard S. Kramer
language : en
Publisher:
Release Date : 1977
The Effect Of Sales Force Participation In Quota Setting On Job Satisfaction And Variance From Quotas written by Richard S. Kramer and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1977 with categories.
Motivation Of Salesmen Through Compensation And Sales Quotas
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Author : Sales and Marketing Executives International
language : en
Publisher:
Release Date : 1968
Motivation Of Salesmen Through Compensation And Sales Quotas written by Sales and Marketing Executives International and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1968 with Sales management categories.
