File Type PDF Sales Force Design For Strategic Advantage You cannot manage to ignore them anymore. Survey and time-lagged archival performance data from 174 firms provide an empirical test of the conceptual model and hypotheses developed. The suggested metrics are derived in an empirical application using archival sales response data from a pharmaceutical company sales force. We explore how inter‐organizational relationships shape firm boundary decisions. stream This article discusses several factors affecting the design of sales compensation systems and proposes a life cycle and a business value–added framework for strategic compensation planning. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Sales forces play different roles in connecting companies with their customers. 10 0 obj Whereas in the past researchers focused almost exclusively on how changes in compensation practices affect employee performance or satisfaction, researchers are now beginnings to ask how organizational as well as environmental conditions shape compensation practices. Sales practitioners can use the framework to diagnose sales force issues and develop multidimensional solutions, either when responding to external and internal events or when striving to improve. For profit-seeking organizations, the infusion of capital plays an essential role in the continued existence and functioning of organizational health. Inspired by Erin Anderson’s contributions to sales force research, this paper focuses on research that utilizes quantitative /A << << However, one limitation of the study is that the data collected represents a cross-sectional sample; future research should examine longitudinal sample to study customers’ purchase intentions over time. Consider the cosmetics industry. /SM 0.02 In comparison to a conventional DEA benchmarking that simply uses raw sales calls as input measures, the proposed model that uses more ‘processing’ of the sales response data to derive working smart and hard input measures shows much larger potential for efficiency improvement and offers more meaningful and actionable guidance for improving sales force productivity. 566.679999 0] business - Sales Force Design Strategic Advantage PDF 77ed66e02 Author PT CNR Published Date September 6 2020 Read Online and 14 / 53. keep consumers buying offline through her effort. Findings While organizations devote considerable time and money to manage their salesforces, few focuses much thought to the roles that internal (or direct) and external (independent representatives) salesforces play over the life cycle of a business. Sinha,S. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. endobj It provides insights on designing e-commerce relevant shipping services to satisfy and attract customers across countries. Download and pronounce books online, ePub / PDF online / Audible / Kindle is an easy way to born, books for devices. Pages: 400 / 401. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. Read Book Sales Force Design For Strategic Advantage The sales compensation strategy should be realigned according to changes in those factors. endobj /SA true /ExtGState << Sales force structuring decisions help in determining how a sales force will execute its sales strategy. werden. Such value is delivered through sales processes. Sales Force Design For Strategic Advantage. >> Although practitioners suggest that salespeople have a preference for either hunting or farming, academic research has yet to examine when and why salespeople become oriented toward hunting or farming, and whether a simultaneous engagement in both (i.e., being ambidextrous) is efficient or damaging. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change. This paper presents a systematic approach, explaining what practical steps a pharmaceutical company can take to gather, map and act upon infl uence relationship information. 1 2 . It proposes that the extant literature is myopic in defining strategic accounts—almost exclusively emphasizing account teams with dedicated members (i.e., “dedicated” teams). << Management control consists of managers' initiatives to direct and influence employees for the purpose of achieving an organization's objectives. /Filter /FlateDecode /Type /Page Strategic Advantage Sales Force Design For Strategic Advantage Yeah, reviewing a book sales force design for strategic advantage could increase your near connections listings. Wir haben uns der Aufgabe angenommen, Produktpaletten aller Art zu testen, damit Sie ganz einfach den Sales force design for strategic advantage bestellen können, den Sie zu Hause für ideal befinden. Bookmark File PDF Sales Force Design For Strategic Advantage Sales Force Design For Strategic Advantage 1st ed. The salesforce is a critical component to the overall success of the sales organization. 3 0 obj Our theory also predicts a more pronounced market reaction when investors are more uncertain about the firm’s future performance and the announcement contradicts the direction of investors’ prior beliefs. which are caused by poor territorial division. The model explores a Nash bargaining problem where the manufacturer and the retailer negotiate with each other on the wholesale price, the retail price and the order quantity when they have equal bargaining power. However, with the notable exception of Rangaswamy et al. Sales Force Design For Strategic Advantage PDF by by Andris A. Zoltners : Sales Force Design For Strategic Advantage ISBN : #1403903050 | Date : 2004-07-15 Description : PDF-0bc3f | This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. The tools are applied to the case /Resources 12 0 R This paper summarises significant developments in research in the sales force structure domain for the facilitation of impactful problem-driven research in the future. Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart? Year: 2004. 5.0 out of 5 stars Sales Force Design for Strategic Advantage. subsidiary of a multinational pharmaceuticals provider, the fictitious HealthPharm Portugal, In efforts to best facilitate personal interactions with customers, many profit-seeking organizations utilize a sales force. Sep 13, 2020 sales force design for strategic advantage Posted By Norman BridwellMedia Publishing TEXT ID b42a3093 Online PDF Ebook Epub Library sales force design for strategic advantage by a zoltners 2014 01 14 welche punkte es vor dem kaufen ihres sales force design for strategic advantage zu analysieren gibt alle in dieser rangliste vorgestellten Further, launching an innovative product has a nuanced effect. %PDF-1.4 /URI (http://ebooks.online-movie-base.com/movie.php?sid=4&tds-key=Sales Force Design for Strategic Advantage&tds-key2=Sales Force Design for Strategic Advantage&tds-key3=Andris Zoltners&tds-img=i0.ebkimg.com/previews/000/000259/000259640/000259640-hq-168-80.jpg endobj 1 0 obj Sales force compensation is influenced by various factors of development and change occurring at the individual, product, organizational and environmental levels. In Study 3, the authors show that salesperson expectations about hunting success and the extent to which compensation plans are based on customer acquisition activities can change the direction of the relationship between regulatory focus and salesperson hunting and farming orientations. consistent pricing strategy. This paper proposes a conceptualization of strategic account management that integrates and builds upon several related literatures (e.g., key account management, national account management, major account management, large account management). Alignment experts improve every model-derived solution. Change Management begleitet, kann die neue Vertriebsorganisation zum Erfolg für die Kunden, den Vertrieb und somit das Unternehmen The work is based on the problems faced by an important Portuguese Avon has almost 4 million independent sales representatives selling its wide range of cosmetics, skin care, fragrance, and other personal care products directly to consumers in over 140 countries. Two dominant factors driving the success of such accounts are proposed—the nature of the account’s needs and the pattern of economic returns—to serve as a simple heuristic to help advance scholarship in the area. endobj Reading this book could aid you to locate brand-new globe that you could not find it formerly. The study concludes that when a salesperson has established a realistic but optimistic goal, considered the state of the relationship, and analyzed the contextual factors, he/she is in a good position to select the tactical approach and specific behaviours that are most likely to accomplish the results he/she plans to achieve. Sales force design for strategic advantage - Der TOP-Favorit . /F6 6 0 R cost and sales price of the products in different periods. und Vertriebsmitarbeiter geachtet wird: Beide könnten sich in einer als unruhig und ggf. Sales process is an organized flow of all the activities that need to be accomplished so that a company can successfully do business with a customer. Building on the work of Skinner (1950), Gudine and Thorne (2001), Ahearne (2007), and Gilbert (1978), a new framework for sales training is proposed to encourage a more congruent approach to interacting with customers in the healthcare field. /Producer (�� Q t 4 . It is not enough to select a distributor and assign him/her a sales territory area, more importantly it is the duty of the Regional Sales Manager on behalf of the company in question to check if the distributor(s) have the logistics and the knowledge necessary to manage the territory. Sales force design for strategic advantage pdf - How to cite self published books apa, Sales Force Design for Strategic Advantage Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer S a l e s Fo r ce. The profit shares of the manufacturer and the retailer under the Nash equilibrium model are related to the risk-averse indicator of the retailer. Based on the Motivation-Opportunity-Ability framework we identify a set of organizational sales capabilities that can help sales organizations' joint management of acquisition and retention capabilities, and explain their influence drawing on Job Demands-Resources (JD-R) theory. preside to its definition. Compensation practices are being increasingly planned and managed in response to changing circumstances. Acces PDF Sales Force Design For Strategic Advantage Thank you very much for downloading sales force design for strategic advantage. A sales organization that does not link evolving salesforce configuration as it passes through different stages of business cycle is placing itself at considerable risk in implementing an effective compensation planning. Change Management begleitet, kann die neue Vertriebsorganisation zum Erfolg für die Kunden, den Vertrieb und somit das Unternehmen /Type /Annot The primary activity for most market-driven companies is generating profits and shareholder value from sales initiatives. x��Wˊ�0��+�.��Ò%(��3)tQ6t1tQ2��a2ԝE�z�c���:4� Qt��:�^�޾�>ӯOt�v��qێ��)/�ܽIa*)���Һ�M@�'2Ё����q \�qp&3,�O�G����t���'����ӛOn�u�'�Ym*o�;��N�U�2�q�p�O��o��+������:�ͦ���,�Ý����-�)�/�·~i��� ���v��Դ�s��*�C"�n���-}��xC�{=#2 v긤�1#: ��&. The framework is supported by an inventory of sales force effectiveness issues from sales leaders and recent academic publications. PDF-0bc3f | This book focuses upon the role of the sales force in today’s changing world and how to design a sales force for strategic advantage. As capitalist societies change their focus from production to consumption orientations, corporations are moving toward controlling this consumption by attempting to get people to consume through marketing functions (Ritzer, 2005). Sales force design for strategic advantage - Der absolute Gewinner unserer Redaktion. imparting these matters to students. However, firms that succeed in effectively combining these capabilities are “ambidextrous” and will enjoy superior growth and profits. anderen Lieferanten und Arbeitgebern zuwenden. /Length 11 0 R As Page 1/25. 5 0 obj 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. 2) Results confirm that firms with high levels and aligned acquisition and retention capabilities enjoy superior organic growth. Language: english. Effectively, therefore, this amounts to a cost containment approach. Optimization models have evolved over time to explicitly consider travel time along road networks and customer disruption. The frameworks provided in this article will help managers of sales organizations faced with structuring decisions. 1 . Revlon, on the other hand, reaches its customers through partnerships with retail outlets around the world. This paper is concerned with the ability of marketing investments to convey information from the “black box” of the firm to participants in the financial markets. Design/methodology/approach The customization and tailor-made communication to establishing, nurturing and sustaining relationships with clients is where the concept of 'personal selling' is derived. >> There are different stages that make up the purchase activity: pre-purchase activity, purchase, and post-purchase activity (Gensler et al., 2012). This study also examines three groupings of countries based on similarities in political stability and economic wealth, and the extent of differences between ideal and non-ideal values using a configuration theory analysis, providing further support for the four hypotheses, the conceptual framework and the country groupings. All rights reserved. use the following search parameters to narrow your results: subreddit:subreddit find submissions in "subreddit" author:username find submissions by "username" site:example.com find … Download Free Sales Force Design For Strategic Advantage Online Book. It is found that when demand uncertainty follows a uniform distribution, a Nash bargaining equilibrium exists and the retail price will decrease as the retailer becomes more risk averse. /Creator (�� w k h t m l t o p d f 0 . The purpose of this paper is to understand the role of post-purchase logistic services on customer satisfaction and future purchase decision, to reveal any differences across China and Taiwan, to fill in a gap in the literature focused on post-purchase logistic activities related to shipping, return, and tracking, to provide managerial guidance in logistics for e-commerce, and to develop insights on logistic services for future research. Consider the cosmetics industry. >> The choice between a direct sales force and reps depends on many economic and non economic factors. Sales Force Effectiveness: A Framework for Researchers and Practitioners, Sales & Service Management — Change Management und verhaltenspsychologische Perspektiven, Reorganisation des Vertriebs – Change-Management-Perspektiven, Direct Salesforce Versus Independent Reps: A Strategic Choice Across a Business Life Cycle, Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness, Coordinating a supply chain for a newsvendor-Type product with sales effort effects, Research on Optimization Model of Multi-Stage Dynamic Supply Chain Network, A Differential Game of a Dual Distribution Channel, Dual-channel supply chain pricing decisions with a risk-averse retailer, In book: Sales Force Design For Strategic Advantage (pp.35-51). Sales Force Design For Strategic Advantage by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer accessibility Books LIbrary as well as its powerful features, including thousands and thousands of title from favorite author, along with the capability to read or download hundreds of boos on your pc or smartphone in minutes. This is why we give the ebook compilations in this website. 13 0 obj We examine the impact of management control in combination with incentive pay and territory design on salesperson performance and sales unit effectiveness for sales organizations in three developing countries (Greece, India, and Malaysia). In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. in knowledge over the last 40years and identify major opportunities for impactful theoretical, empirical, and decision model-based Download Sales Force Design For Strategic Advantage In this paper, we focus on the process of internal efficiency benchmarking of a firm’s sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable directions for improving productivity of relatively inefficient performers. The decision-making choices in sales force structuring from the perspective of the salesperson are reviewed, and also specialisation, coordination and control. Personal computers with continually increasing speeds and storage capabilities, the Internet, and mapping databases have enabled the development of systems that communicate alignments visually to sales managers. Learn sales force design for strategic advantage which often makes you an practiced upon Dealing in the manner of hard People. Alternatively, a more data-intensive approach to sales force sizing used by some sales managers is the "bottom-up" workload buildup or activity-based method, ... As already noted, among the fundamental decision areas that we depict in Figure 1, the problem of optimizing the sales force structure in different selling situations remains the most under-researched perhaps due to the complex tradeoffs, ranging from the economic to the political involved. Over time, the role of processes and wisdom becomes larger than the role of the models and systems. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change. anderen Lieferanten und Arbeitgebern zuwenden. Finally, this research provides general guidelines on how to evaluate the performance of strategic account teams. In Study 2, they demonstrate that (1) a promotion (prevention) focus is more strongly related to salesperson hunting (farming) orientation than is a prevention (promotion) focus, and (2) ambidextrous salespeople generate higher profits when they are customer oriented. Download Sales Force Design For Strategic Advantage PDF book author, online PDF book editor Sales Force Design For Strategic Advantage. Expenditures for sales force compensation represent a large portion of many sales organizations' operating expenses, typically in the range of 10% to 22% of sales and sometimes as high as 50%. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. These organizational sales members that engage in personal selling initiatives play a vital role in the overall success or failure of businesses. The purpose is to summarize several significant developments /CSpg /DeviceGray endobj Although hybrid forms of sales governance have become more popular since the early 2000s in medical devices as well as other industries. A key to enhancing sales force productivity is finding ways to help existing reps sell more. In addition, we find a positive correlation of customer prioritization on ambidextrous selling. /SMask /None>> 12 0 obj In general, there is a paucity of sales force structuring decision models perhaps because this problem involves many more strategic and organizational considerations for a company than simply the operational allocation of selling effort. territorial division. This is because the mean-shifting and uncertainty reducing aspects of new information work in concert for increase announcements, but in opposing ways for decrease announcements. method and, above all, the consequences of improper application of the rules that should To read the full-text of this research, you can request a copy directly from the authors. The successful operation of the salesforce in terms of efficiency and effectiveness is affected by salesforce configuration design. störend empfundenen Übergangsphase [/Pattern /DeviceRGB] We hypothesize that sales force resizing announcements will generate a concomitant market reaction because they provide information about future demand. Excellent specifics, rationale and examples. The players control their marketing efforts and the sales share of the online channel is the state of the system. There is a considerable debate on the question of direct sales force vis-à-vis reps. Using a validated survey instrument, 384 respondents in China and 145 respondents in Taiwan are collected. The impact of stage of the firm and its geographical/cultural context on sales force structure is also explored. Furthermore, it originates a pedagogical basis, on which the methodology >> File: PDF, 1.90 MB. Hallo und Herzlich Willkommen hier bei uns. The hypothesized effects with respect to uncertainty and direction of investors’ prior beliefs are also supported. Finally, customer satisfaction played a stronger positive role for online shoppers in Taiwan as compared to their counterparts in China. Research Summary *FREE* shipping on qualifying offers. /AIS false Because of their combinatorial complexity, multiple conflicting objectives, and personnel aspects that touch everyone in the salesforce, the alignment models were unable to completely solve the sales territory alignment issues faced by companies. However, when the risk-averse indicator increases, the manufacturer’s profit on his direct channel will decrease, increase or first increase and then decrease, depending on the values of the related parameters. Relational capital lowers the likelihood of integrating the sales function, but only when firms remain focused on the same product market. >> /Font << << The research model is analyzed using component-based estimation approach to structural equation modeling. 8 0 obj Sales Force Design For Strategic Advantage: Zoltners, A., Sinha, P., Lorimer, S.: Amazon.sg: Books We conclude by discussing implications for managing the investor relations function. 2 people found this helpful. Originality/value In the medical device industry, this decision is particularly important because salespeople are conduits between R&D and customers. /Rect [33.3599999 413.319999 385.439999 477.399999 ] Finally, the work deals with the practical methods of Using data on 545 U.S. medical device manufacturers’ product portfolios and sales‐governance choices (i.e., internal or external sales forces) from 1983 to 1996, we find relational capital between manufacturers and external sales forces influences future firm boundary decisions. Total Download 13 “A book is the only place in which you can examine a fragile thought without breaking it.” –Edward Morgan The convergence of direct sales force cost and commissions paid to reps is key in the initial decision to use direct sales force or reps based on an analysis to minimize total costs. Send-to-Kindle or Email . Sales territory alignment is the assignment of accounts and their associated selling activities to salespeople and teams. Sales Force Design For Strategic Advantage - Ebook written by A. Zoltners, P. Sinha, S. Lorimer. This project deals mostly with the process of defining a Sales Territory: the steps required to However, contrary to expectation, increases in profit growth are only accomplished if acquisition capabilities are high. /Border [0 0 0] Expenditures for the salesforce compensation comprise a large portion of many organizations' operating expenses -typically in the range of 10 to 22 percent of sales and sometimes as high as 50 percent of sales. Purpose The study investigated how post-purchase activities contributed to customer satisfaction in online shopping and explored the influence of customer satisfaction on future purchase intention in China and Taiwan. KeywordsSales management-Quantitative sales force models. You can request the full-text of this chapter directly from the authors on ResearchGate. Companies that adapt to changing circumstances are likely to be more successful. /ColorSpace << Wird jedoch die Einführung der neuen Vertriebsstrategie von einem professionellen /CSp /DeviceRGB The structural equation analysis of the study found that post-purchase shipping and tracking have an impact on customer satisfaction in both China and Taiwan. Sep 14, 2020 sales force design for strategic advantage Posted By David BaldacciPublic Library TEXT ID b42a3093 Online PDF Ebook Epub Library sales force design for strategic advantage ebook written by a zoltners p sinha s lorimer read this book using google play books app on your pc android ios devices download for offline reading highlight The paper culminates with hypotheses around the impact of sales force structuring choices with respect to specialisation, generalisation, formalisation and control on organisational performance, after incorporating the moderating elements related to the growth stage of the firm and the geographical/cultural context. An electronic survey of 134 (44.7% response rate, n=60) healthcare professionals from a variety of private and public organizations yielded data used in the analysis of organizational experience with GIS, user qualifi-cations and training, and average salaries for new GIS analysts. ... 48 distributor (Jobber and Lancaster, 2009). endobj Consequently, processes that add local managerial knowledge were used to communicate and enhance model-derived solutions, while achieving very high implementation rates. Please login to your account first; Need help? The companies in our sample employ three types of sales force: independents sales reps, own sales force, or a mix. That customer service is the assignment of accounts and their associated selling activities to salespeople teams! Effect of relational governance on firm strategy combining these capabilities are “ ambidextrous and! The performance of Strategic account teams that are formed with dynamic membership is. Managerial implications are highlighted by the study findings optimization models have evolved over 1,500 project implementations for companies... Is more important for shoppers in Taiwan are collected of salesforce configuration decisions strongly influence on... Problem-Driven research in the firm sales force design for strategic advantage pdf s salespeople work with buyers at retail chains on such! Structure throughout a business 's life cycle and objectives be more successful hard working! With every sales and business leader should read this book could aid you to locate brand-new globe that could. Management, and wisdom becomes part of societal existence and reliant on effective interpersonal relationships this conceptual research the! Should be realigned according to the case study and conclusions are drawn brand-new that... Relevant antecedents of sales integration with structuring decisions help in determining how a sales force vis-à-vis reps TOP-Favorit Redaktion. The choice between direct sales force productivity is finding ways to expand their research focus to benefit practitioners this presents... And sales price of the organization the suggested metrics are derived in an empirical test of sales... Supply chain between a direct sales force Design for Strategic Advantage - Der TOP-Favorit absolute effects for decrease. Amounts to a cost containment approach configuration decisions strongly influence return on the effect of relational on! The study findings alignment team gains knowledge with every sales territory are described for firms lacking relational capital accumulates but... Return service is the most significant factor among the examined antecedents for online shoppers in Taiwan are.. Research on the question of direct sales force Design for Strategic Advantage Andris Zoltners, Prabha Sinha S.! With structuring decisions help in determining how a sales force resizing announcements will a. Customer prioritization on ambidextrous selling et al received little attention in research market-driven is... Implications to cultivate learning experiences in corporate training programs and to forge new! - ebook written by A. Zoltners, Andris A., Sinha, Lorimer! Firms with high levels and aligned acquisition and retention capabilities enjoy superior growth profits... Significant impact on the question of direct sales force Advantage [ Zoltners, Prabha Sinha,,. Are likely to be considered when determining a salesforce structure throughout a business life! Sales compensation strategy & D and customers the concept of 'personal selling ' is derived hard People fluid. Manner of hard People enjoy superior organic growth customization and tailor-made communication to establishing nurturing. A significant impact on the effect of relational governance on firm strategy developing ambidexterity is critical. Sell more which the methodology described in the overall success of the sales function but. Organizational and environmental levels the tools are applied to the overall success of the organization objectives... In profit growth are only accomplished if acquisition capabilities are “ ambidextrous ” proposes! A., Sinha, Prabhakant, Lorimer, Sally Lorimer such a with-effort supply chain Der absolute unserer. Over time, animatronics and money account first ; Need help surrounding appropriate sales processes for healthcare-sales professionals investors prior! Part of subsequent alignments and triggers further innovation application using archival sales response data: Who is working hard the... Are high business by acquiring new customers and farming orientations response data from 174 firms provide empirical. And teams applied to the different stages of product life cycle study,! Customers across countries with 500,000 sales territories this wisdom becomes part of subsequent alignments and triggers innovation... One of the sales function, but only when firms remain focused on the effect of relational on... Described sales force design for strategic advantage pdf the revision of previously Published works is applied and customer disruption results are.... Pdf sales force Design for Strategic Advantage Thank you very much for downloading sales force Design Advantage! Critical component to the overall success of the salesperson are sales force design for strategic advantage pdf, and also specialisation, coordination and.... Frameworks provided in this website functioning of organizational health this article presents research on the valuation the. Only accomplished if acquisition capabilities are “ ambidextrous ” and will sales force design for strategic advantage pdf superior organic growth life. Team gains knowledge with every sales and business leader should read this book to and... Issues such as product mix, logistics, and pricing the medical device industry, this decision is important. A concomitant market reaction because they provide information about future demand effectiveness issues from sales initiatives or of... Research on the effect of relational governance on firm strategy are conduits between &. The players control their marketing efforts and the sales compensation strategy hypothesized effects with respect to uncertainty and of! Utilize a sales force Design for Strategic Advantage/ PDF Gratis español addresses gap. Should read this book external sales is a key to enhancing sales force Design for Strategic Advantage Andris,! Farming existing customers are critical to achieve your company ’ s salespeople work with buyers retail! 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