Sales and Marketing

Bottled Drinking Water (AMDK) is processed water, without other food ingredients and food additives, packaged, and safe to drink. AMDK itself which is widely known in the community is national product AMDK. However, local products have emerged to try to compete with national product AMDK. As for local product AMDK which is produced mainly in Madura, the average product is made from Islamic boarding schools. From the level of competition, the idea is emerged for forecasting primarily in the field of sales using the fuzzy Sugeno method. The results obtained from fuzzy Sugeno are turned out to produce a MAPE that the value for local AMDK is 6.4795 and a national AMDK is 2.5353, so that the conclusion about national production is closer to the real value than local AMDK. This study contributes that the predictive value of sales competition is quite accurate based on the MAPE value is below 10. This study provides recommendations to local sellers to make improvements in factors in order ...

The Business-to-Business (B2B) sales environment is facing unprecedented changes due to an increasing trend of digitisation and of late the changed buying behaviours during COVID-19. This revolution in B2B sales has reconceptualised all aspects of sales ranging from internal control to customer engagement. In such times, LinkedIn serves as an important platform for professional usage to maintain pace with the dynamic technology, increased data reliance, and online networking. Practitioners and academics alike have emphasised on LinkedIn as a noble tool for B2B sales. Since the research in this particular area is disintegrated and lacks common constructs, this study has focused on evaluating online B2B sales through LinkedIn. The three wide concepts researched are the efficacy of LinkedIn in B2B sales, the main application of LinkedIn in the sales process, and the effective performance evaluation metrics. The study further discusses the efficacy of LinkedIn as a B2B sales tool and identifies the factors affecting its performance through a factor analysis technique. We opted for a systematic literature review followed by a questionnaire-based survey among B2B salespeople and executives. Significant theoretical and managerial contributions were made through critical analysis of the extant literature and statistics found by the survey. The findings indicate that there are four major factors that affect the efficacy of LinkedIn in B2B sales. Furthermore, the findings have advanced the current understanding of the role of LinkedIn in achieving sales objectives. This research conceptualises the use of LinkedIn in building networks and enhancing B2B sales performance. The study concludes on recommending future directions and practical implications that can be adopted by researchers and practitioners.

This paper suggests that stamp dealers can attract and retain customers by following the principles of Bernshteyn's "Value as a Service," focusing on offering distinct and measurable value rather than selling mere commoditized objects that buyers cannot differentiate from any other source.

Purpose
The purpose of this paper is to comprehensively explore marketing issues for foreign industrial companies of large, small and medium size entering emerging markets (EMs), particularly transition economies in Eastern Europe. The vast majority of current studies about emerging markets focus only on defining suitable strategies related to large consumer goods corporations.

Design/methodology/approach
The research adopted a multiple case study approach. Five Italian companies belonging to different business-to-business industries that have entered emerging countries in Eastern Europe were selected for investigation.

Findings
Empirical analysis uncovered recurring issues related to: institutional factors causing market uncertainty and instability; difficulties in building a sales network; a need for product adaptation to guarantee satisfactory performance; choices related to communication, branding and trade fairs; and considerations about competition and first mover advantage. Results can be interpreted as an extension of the analysis of institutional voids by Khanna and Palepu (1997).

Research limitations/implications
The study is based on the analysis of five case studies of companies operating in specific emerging markets, namely in Eastern Europe Countries (EEc) Further research based on different samples and different emerging countries is needed before generalizing results.

Practical implications
The study shows that the main institutional void affecting business-to-business companies entering emerging markets (EEc) is the lack of locally developed sales and after-sales networks. This institutional void slows the entry process of business-to-business companies in EMs. Given these constraints, from the perspective of business-to-business SMEs, it may be fruitful to pursue niche positioning in EMs.

Originality/value
The study analyzes emerging markets opportunities and entry strategies from the business-to-business marketing perspective, uncovering the most critical issues.

Задачи повышения эффективности работы отдела продаж актуальны для большинства российских компаний. Ключевым сотрудником отдела продаж является менеджер по продажам, от профессиональной успешности которого зачастую зависит успех всей компании. В статье анализируются критерии, которые определяют успешность менеджера по продажам, и их взаимосвязь с показателями успешности — объемом продаж и увеличением числа клиентов. Статья представляет интерес для руководителей отделов продаж и сотрудников кадровых служб, проводящих отбор персонала. В 1990-х гг. в российской экономике произошла смена принципов хозяйствования. На смену плановой социалистической экономике пришли принципы рыночной конкуренции. С предоставлением предприятиям экономической самостоятельности в 1989–1990 гг., и особенно после завершения периода приватизации и бурного роста посреднических торговых предприятий (1993–1994 гг.) возникла необходимость в налаживании собственной системы сбыта и организации отделов продаж. В рыночных условиях эффективная работа отдела продаж является одним из ключевых факторов, определяющих экономическое положение всего предприятия. В то же время успешность работы отдела продаж зависит, прежде всего, от продавцов, осуществляющих прямые продажи. В российской практике бизнеса, по традиции, сотрудник, осуществляющий прямые продажи покупателю, т. е. выполняющий обязанности продавца или агента по продажам, именуется менеджером по продажам, хотя в функции линейного сотрудника отдела продаж не входит управление (а именно управление является ключевой обязанностью менеджера, согласно классическому значению этого слова). Тем не менее в данной статье мы будем использовать выражение «менеджер по продажам», принятое в большинстве компаний для обозначения данной специальности. Несмотря на то что потребность рынка в менеджерах по продажам огромна, профессиональный отбор кандидатов на эту должность зачастую осуществляется крайне неэффективно. В связи с этим возникают сложности с созданием программ дальнейшего профессионального развития и саморазвития сотрудника, в которых учитывались бы его индивидуальные особенности. Кроме того, наибольшая «текучесть» кадров наблюдается именно среди работников этой профессии, что отнюдь не способствует повышению эффективности работы отдела продаж и предприятия в целом. С одной стороны, менеджер по продажам является ключевым сотрудником, от успешной работы которого зависит коммерческий успех предприятия. Профессия менеджера по продажам требует от человека специфических личностных черт, таких, например, как социальная ответственность, самоуважение, моральный прагматизм и т. д. Следовательно, специфические психологические свойства личности сотрудника отдела продаж должны приниматься во внимание при отборе кандидатов на эту должность. С другой стороны, в настоящее время взаимосвязь профессиональной успешности менеджера по продажам и его профессиональных и личностных характеристик исследована недостаточно. Большинство приводимых в литературе данных о личностных качествах, необходимых продавцу и определяющих его успешность, не подтверждены результатами исследований. Сотрудники кадровой службы практически не проявляют интереса к выявлению данных черт у кандидатов, поскольку опираются на привычные собеседования и известные тесты. Это объясняет существующую ситуацию, при которой значительные усилия руководителей отделов продаж и кадровой службы направляются на поиск и отбор сотрудников, а также на построение эффективных систем мотивации персонала, в то время как характеристики менеджеров по продажам остаются вне поля зрения из-за недостаточной изученности обозначенной взаимосвязи. В теории менеджмента вопросам подбора персонала уделяется особое внимание. В то же время отмечается, что собеседования до сих пор являются наиболее распространенным методом отбора кадров. Вместе с тем исследования выявили целый ряд проблем, снижающих эффективность

Industry 4.0 Era data is very important and is the starting point for managers to make decisions on the next step. Sales data generally have been presented and processed using Ms. Excel. This has limitations in visualizing, the purpose of this study is to bridge the limitations of
the author by conducting a visual study of sales data analysis using the open-source KINIME Platform template. The results show that using KNIME Data visualization can be done easily and quickly (drag and drop node) using the template provided. The empirical advantage of this study is that it makes it easier for target managers to manage data, and big data is used as a basis for companies to plan everything. Theoretically adding knowledge about big data to marketing theory. Future research in The database can be used for terms of machine learning and artificial intelligence for marketing.

Utilizzato anche da Esercito Italiano per VFP1-VFP4 (Ferma Volontaria 1 o 4 anni) 1. Mi piacciono le riviste di meccanica 2. Ho un buon appetito 3. Mi sveglio fresco e riposato quasi tutte le mattine 4. Penso che mi piacerebbe lavorare come bibliotecario 5. Vengo facilmente svegliato dai rumori 6. Mio padre è una buona persona, o (se suo padre è morto) mio padre è stato una buona persona 7. Mi piace leggere gli articoli di cronaca nera 8. Di solito ho le mani e i piedi abbastanza caldi 9. La mia vita di ogni giorno è piena di cose che mi interessano 10. Sono capace di lavorare come lo sono sempre stato 11. Molto spesso mi sembra di avere un nodo alla gola 12. Sono soddisfatto della mia vita sessuale 13. Le persone dovrebbero cercare di capire i loro sogni, esserne guidate e trarne consiglio 14. Mi piacciono i racconti di spionaggio o polizieschi 15. Lavoro sotto una forte tensione nervosa 16. A volte penso a cose così cattive da non poterne parlare 17. Sono sicuro che la vita mi tratta male 18. Soffro di attacchi di nausea e di vomito 19. Quando inizio un nuovo lavoro cerco di capire a chi è importante essere simpatici 20. Molto raramente soffro di stitichezza 21. A volte ho desiderato molto andare via da casa 22. Nessuno sembra capirmi 23. A volte scoppio a ridere o a piangere senza riuscire a controllarmi 24. A volte sono posseduto dagli spiriti maligni 25. Mi piacerebbe essere un cantante 26. Quando sono nei guai, penso che la cosa migliore sia di non parlarne a nessuno 27. Quando uno mi fa un torto, sento che dovrei fargliela pagare, se possibile, magari solo per principio 28. Ho disturbi di stomaco diverse volte alla settimana 29. A volte mi viene voglia di imprecare 30. Spesso la notte ho degli incubi 31. Mi riesce difficile concentrarmi su un compito o su un lavoro 32. Ho avuto esperienze molto strane e insolite 33. Mi preoccupo raramente della mia salute 34. Mai mi sono trovato nei guai a causa del mio comportamento sessuale 35. Qualche volta, da ragazzo, ho rubato delle cose 36. Ho quasi sempre la tosse 37. A volte mi viene voglia di fracassare qualcosa 38. Ho avuto periodo di giorni, settimane o mesi in cui mi era difficile combinare qualcosa, perché non riuscivo ad incominciare 39. Ho il sonno agitato e disturbato 40. Quasi sempre mi sembra che la testa mi faccia male dappertutto 41. Non sempre dico la verità 42. Se la gente non ce l'avesse avuta con me, avrei potuto avere molto più successo

Purpose – The purpose of this research is to know the strategy to increase brand awareness for Small Medium Enterprise (SME) through implementing Integrated Marketing Communication (IMC) so the SME can maximize offline and also online marketing. Design/methodology/approach – Business coaching methods, through a series of unstructured interview with the owner to know their business process and marketing activities. Observation also used to know the real situation between customer and the enterprise. The results from the unstructured interviews and observation were analyzed using qualitative descriptive methods to know gaps between the ideal and actual conditions of the SME or company, then the results were also used to find the IMC to be implemented in order to increase brand awareness. Findings – The findings show that offline marketing was not maximal yet. In the store, customers did not get special experience because SME did not do promotion maximally. Brand awareness for current situation was still at the level of brand recognition, which is the limit of brand awareness. Hence, it is going to be a major attention to maximizing promotion to increase brand awareness. Research limitations/implications – There are also limitation of this paper, this study was only conducted to in-store-promotion, for self-manufactured products by SME. Originality/value – The paper will add to the literature of brand awareness, and integrated marketing strategy in Small-Medium Enterprises (SMEs)'s business-to-consumer in Indonesian bakery industries.

Καμία επιχείρηση δεν μπορεί να αναπτυχθεί χωρίς τη συμβολή αποτελεσματικών πωλητών. Η κατανόηση της επαγγελματικής ικανότητας πώλησης είναι, επομένως, ένα από τα πιο αξιόλογα προσόντα όχι μόνο για πωλητές πρώτης γραμμής αλλά και για όποιο άτομο του οποίου το επάγγελμα επηρεάζει το πιο σημαντικό στοιχείο μιας εταιρίας-τους πελάτες της. Επομένως, όποια κι αν είναι η περίπτωση, φοιτητής, πελάτης σε κατάστημα ρούχων, έμπειρος αγοραστής σε πολυεθνική εταιρία, ολόκληρη διοικητική επιτροπή ή διευθυντικό στέλεχος υπεύθυνο για τον προϋπολογισμό ενός οργανισμού, πρέπει να αναπτύξετε τις απαραίτητες ικανότητες που θα συμβάλλουν στην πιο γρήγορη επίτευξη πωλήσεων. Το βιβλίο αυτό βοηθά να αξιολογήσετε τις υφιστάμενες ικανότητές σας στις πωλήσεις και ακολούθως σας καθοδηγεί σε κάθε διάσταση της διαδικασίας πώλησης, από τις πιο αποτελεσματικές μεθόδους έναρξης στους καλύτερους τρόπους ικανοποίησης των πελατών σας και στη διαχείρηση μιας ομάδας πωλήσεων. Σας οδηγεί από την πρώτη τηλεφωνική επικοινωνία με έναν καινούριο πιθανό πελάτη και το σχεδιασμό της εκστρατείας πώλησής σας στην επίτευξη μιας πώλησης και στην τήρηση των υποσχέσεών σας. Επίσης, αναφέρεται στο χειρισμό των κύριων/μεγαλυτέρων σας λογαριασμών-των πιο σημαντικών σας πελατών, που συνήθως παρέχουν μέχρι και το 80% των συνολικών εσόδων ενός οργανισμού-και περιγράφει το σχεδιασμό και την οργάνωση τέτοιων λογαριασμών ούτως ώστε να διασφαλίζεται η αφοσίωση των πελατών και η συνεχής ροή αναμενόμενων, επικερδών πωλήσεων. Η Ρία Νικολέττη Μορφίτου είναι Αναπληρώτρια Λέκτορας Μάρκετινγκ και Διοίκησης στο Πανεπιστήμιο Λευκωσίας. Έχει λάβει τα επαγγελματικά προσόντα της στο χώρο του Marketing και H.R. Είναι διαπιστευμένη Ανώτερη Σύμβουλος Επιχειρήσεων από το Ινστιτούτο Τεχνολογίας και από τον Οργανισμό Ανάπτυξης Ανθρώπινου Δυναμικού στην Κύπρο. Έχει ενεργά εργαστεί ως Σύμβουλος Επιχειρήσεων τα τελευταία 15 χρόνια με σημαντικό πελατολόγιο που περιλαμβάνει κορυφαία ιδιωτικά και ημι-κυβερνητικά ιδρύματα και οργανώσεις. Έχει, επίσης, συμμετάσχει ενεργά σε ευρωπαϊκά προγράμματα υποστήριξης της γυναικείας επιχειρηματικότητας και έχει εκδώσει μεγάλο αριθμό επιστημονικών άρθρων στο εξωτερικό.

Consumer Protection is a Socioeconomic activity that is to be carried out by government and business with a prime interest of consumer satisfaction. Consumer protection has been a part of the responsibilities of the rulers in India even before independence. But a formal consumer protection law, which purely focuses on consumer protection, was enacted in the year 1986. The consumer movement that flourished in the early and middle of the 20th century made the whole world focus on formulation of strong consumer Acts. United nation guidelines were the basis for formulation of consumer protection policies and measures in many developing countries including India. Consumer Protection Act 1986 (CPA 1986), which was passed in Parliament in 1986, is considered as one of the best Acts for consumer protection among its counterparts. This paper brings out the evolution of consumer protection in India, formulation of CPA 1986 and its implementation.

Banyaknya muslim entrepreneur mengalami kekalahan dalam menjalankan usaha ditengah persaingan bisnis dalam era globalisasi, khususnya muslim entrepreneur di Indonesia yang disebabkan banyaknya kelemahan dalam memahami suatu organisasi bisnis, menghasilkan dan mengelola revenue (pendapatan penjualan), menganalisa pesaing, memahami dan menguasai manajemen resiko, serta pole pikir dan wawasan sebagai pemilik bisnis.

E-book ini bertujuan memberikan penjelasan dan pemahaman serta bagaimana mengimplementasikan business acumen dalam suatu organisasi untuk mencapai pertumbuhan dan mengalahkan pesaing sehingga bisa menguasai pasar eksisting dan potensial pasar yang memiliki pertumbuhan serta menjadi Pemimpin Pasar pada bidang yang dijalankan.

Business acumen akan membahas pada elemen yang menjadi kekuatan dari suatu bisnis dan organisasi yang terlibat dalam menjalankan usaha tersebut, serta mengelolanya dengan menambahkan beberapa topic penting lainnya seperti; Bagaimana Kas Dihasilkan dan Mengapa Hal Tersebut Sangat Kritis, Kebutuhan Pasar dan Bagaimana Mempertahankan Konsumen, Kecepatan dan Proses dalam Pengelolaan Persediaan dan Modal, Menyelaraskan Tujuan Karyawan dengan Organsiasi, Meningkatkan Peluang dan Mobilitas Secara Signifikan, Memahami Faktor-faktor Pendukung Pertumbuhan Bisnis, Memahami Tujuan Disusunnya Laporan Keuangan, Mempelajari Penentuan dan Penggunaan Price/Earning.

Questo elaborato indaga l’utilizzo della Realtà Virtuale (VR) e della Realtà Aumentata (AR) nel Marketing e nel Retail. L’obiettivo è identificare le ragioni per le quali tali tecnologie incrementano le intenzioni d’acquisto dei consumatori in misura significativamente maggiore rispetto alle forme tradizionali di advertising e retail online, che utilizzano foto, foto a 360° e video visibili su smartphone, tablet e pc. L’elaborato presenta risultati di recenti ricerche che mettono in evidenza le principali variabili psicologiche connesse all’utilizzo dell’AR e della VR, arricchendo l’attuale conoscenza sulla psicologia del consumatore. Vengono poi offerte diverse indicazioni utili per le aziende che intendono adottare queste nuove tecnologie nelle proprie strategie di marketing.
In particolare, la Realtà Virtuale immersiva verrà indagata in riferimento alle sue applicazioni nel marketing esperenziale e nel processo di shopping online, mentre quella non immersiva in relazione al contesto del marketing informazionale. In quest’ultimo ambito verranno individuate le tipologie di prodotto che meglio si prestano ad essere rappresentate in Realtà Virtuale, al fine di incrementare le intenzioni d’acquisto nei consumatori. La Realtà Aumentata, per via delle sue particolari caratteristiche, verrà esplorata esclusivamente nel contesto dello shopping online. Con questo testo Mattia Martone, co-fondatore del centro di ricerca PXR Italy, intende fornire utili conoscenze alle imprese ed ai ricercatori che intendono approfondire le applicazioni della VR e AR in ambito Marketing e Retail.

Sales is an area where many companies find the outcomes belie investments and outcomes. Many companies attempt sales transformation in a piece-meal fashion. In this paper, we discuss the framework for sales transformation and five fundamental levers of sales transformation.

Availability of organic input and output is critical for improve of organic forming in the country. Development of efficient marketing system is the need of the hour for strengthening the organic production in India. This paper made a humble attempt to understanding the consumer perception about organic product and marketing in Chandigarh. The results concluded that most of the consumer especially in urban people prefer organic food product. Marketing of organic product is so poor in study area so the demand for organic product is increases but supply is very low. The major reasons are organic producer are low, adequate market facility is not there, few number of shops, lack of awareness, and
so on. Therefore if farmers as well as government give interest to organic farming then it would easily enhance better marketing system for organic food products in Chandigarh.

The piece of work investigates the impact of customer retention in the banking industry
within the Sunyani municipality. The main objective of this study is (1) to examine the
loyalty and the customer profitably drivers in the banking industry, (2) to increase our
understanding by investigating the relationship between the banking industry and the
customers and (3) whether customers are willing to continue business with Stanbic
Bank. As Reichheld and Kenny (1990) asserted, the cost of acquiring customers is
incurred only in the beginning stage of the beginning stages of the commercial
relationship, therefore it is more economical to keep customers than to acquire new
once. It is important for companies in the financial institutions to view relationships
from their customer’s perspectives. The customers must be seen as the most valuable
asset of the service company. Our empirical analysis is based on a sample size of 40
respondents within Stanbic Bank in the Sunyani municipality through the use of
questionnaire, and descriptive statistical tool have been used in analysing the data
collected. After the analysis, it was deduced that the majority of the respondents are
satisfied with the various services of Stanbic bank and are willing to continue to
transact with the bank. Finally, it was identified that, customer satisfaction was a
determinant to the impact of customer retention in the banking industry which in turn
increase company’s profitability.

Increasing demands for international solution selling call for a better understanding of the interpersonal communication competence required of sales professionals. Accordingly, this study investigates discipline-specific needs regarding the interpersonal communication competence required by business-to-business (B2B) sales-people. Empirical data was collected via 39 in-depth interviews from international B2B salespeople, sales managers, CEOs and sales communication educators. As a result, we have formed a new conceptualization of sales communication competence in international B2B solution selling comprising four components: (1) a be-havioral communication component, (2) an affective communication component, (3) a cognitive communication component and (4) sales acumen. Managerial implications are presented with recommendations for future research .

There is a dearth of empirical studies focusing on marketing implementation, especially regarding the interplay between different functional areas and service providers. To fill this gap, this paper explores running a communications campaign across several organizations. It takes a practitioner perspective via agency and client interviews embedded within a longitudinal case study. We find that practitioners argue that closer collaboration between sales and marketing functions is vital. However, there appears to be little awareness of some of the processes that influence successful strategy implementation, particularly the impact of inter-personal and inter-organizational relationships. KEYWORDS: Marketing strategy implementation, sales and marketing collaboration, inter-organizational relationships, communications campaign. RESUMO Existe uma escassez de estudos empíricos com foco na implementação de marketing, especialmente no que diz respeito à interação entre diferentes áreas funcionais e provedores de serviços. Para preencher essa lacuna, este artigo explora a execução de uma campanha de comunicação em várias organizações. Ele adota uma perspectiva de praticantes por meio da realização de entrevistas com agências e clientes incorporadas em um estudo de caso longitudinal. Descobrimos que os profissionais argumentam que uma colaboração mais próxima entre as funções de vendas e marketing é vital. No entanto, parece haver pouca consciência de alguns dos processos que influenciam a implementação bem-sucedida da estratégia, particularmente o impacto dos relacionamentos interpessoais e interorganizacionais. PALAVRAS-CHAVE: Implementação de estratégia em marketing, colaboração entre vendas e marketing, relações interorganizacionais, campanhas de comunicação.

Purpose: The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The Knack of Selling – which was published in 1913 and intended as an early training course for salesmanship. 

Design/methodology/approach: This research utilized a close, systematic reading of The Knack of Selling series and places it in the professional and intellectual context of the early 20th century. Books published about marketing are primary source materials for any study of the history of marketing thought. In this case, The Knack series constitutes significant primary source material for a study of early thinking about personal selling.

Findings: Echoing A.W. Shaw, Watson offers a more sophisticated interpretation of the “one best way” approach associated with Frederick Taylor. Watson’s advice did not entail the repetition of canned sales talks to each customer. His vision of practice was more complicated. Sales presentations were temporally and locationally relative. They were subject to ongoing evolution. As the marketplace changed, as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer and customer were described. While relational themes are present, so are military metaphors. 

Originality/value: This is the first systematic reading of The Knack of Selling that has been produced. It is an important contribution to the literature inasmuch as this book set is not in wide circulation. The material itself was significant as an input into scholarship subsequently hailed as seminal within sales management.

Keywords: Marketing; Marketing Theory; Sales; Salesmanship; Power.     

 

Review pricing strategies that really work, align pricing policies with business objectives and discover how to price for improved profit margins. This 104 page A4 report shows how some companies are much more effective than others at using pricing management to help achieve business objectives, such as growing market share or improving profitability. It is based on research into 73 companies’ pricing policies and practices. The companies examined range in size from under £10m turnover to more than £1bn.

The report examines who should be involved in pricing decisions, 15 issues effecting price sensitivity, 10 price-oriented factors and nine cost-oriented factors which can drive pricing decisions, 13 pricing tactics which companies use, 9 ways of improving the profitability of individual customers, 14 tactics for defending your prices against competitive attack, 13 different sources of information and nine tools and techniques you could use to help take more successful pricing decisions.

The report also includes a self-assessment questionnaire you can use to compare your own company’s performance both against the average of other companies and those leaders who achieve more business success with pricing.

Table of Contents:

Executive summary
Winning benefits from pricing
The players in pricing
The price sensitivity factor
Drivers of pricing decisions
Pricing and the Euro zone
The tactics of pricing
Making customers more profitable
Defending prices against competitors
Information for price planning
Techniques for competitive pricing
Pricing for profit
Appendix 1: Self-assessment questionnaire
Appendix 2: Survey questionnaire statistics (averages)
Appendix 3: Survey questionnaire statistics (leader companies)

An Advertising Agency Promotion Proposal to create DeKuyper® and Jim Beam® Liquor Ice Cream for the purpose of BRAND PROMOTION; to attract Female Consumers and Millennials to DeKuyper and Jim Beam Liquor Brands using the very favorable mix medium of Ice Cream for this target demographic.
OVERVIEW:
A Proposal for a DeKuyper and Jim Beam Liquor Ice Cream Promotion
Promotion to create DeKuyper® and Jim Beam® Liquor Ice Cream for the purpose of attracting younger Female Consumers and Millennials to DeKuyper and Jim Beam Liquor Brands using the very favorable mix medium of
Ice Cream to introduce this target demographic to the brands.

Marketing in the 21st century involves the need for clear strategies to reach and engage target markets in an ever-evolving landscape.  In this paper, personalized marketing, technological shifts, new consumer trends, globalization, and pricing strategies are analyzed in order to shed more light on the challenges companies face in establishing and sustaining strong brands.

To consider the catastrophic situation of our environment, this environment sends lot of alarming events for us, not limited to the following: global warming, climate change, and pollution. Green purchasing behavior is one of the behaviors recommended to help sustain the environment. Three factors (social influence, environmental attitude, and environmental concern) are tested to see how they affect green purchasing behavior. A significant result was indicated between Social influence, Environmental concern and green purchasing behavior. The results provided empirical support to previous studies. Future research and limitation were discussed as well.

The research aims to study the effect of sales promotion on the purchase quantity and recommend sales promotional means and methods that could improve sales for retail sector in Malaysia. The impact of coupons, bonus packages, premiums, free samples and price discount is measured on purchase quantity of Malaysian retail consumers. Empirical data is gathered from 150 respondents using self-administered questionnaire and analyzed using correlation and regression analysis to examine the relationship between variables. The findings of the study reveal that all independent variables influences purchase quantity positively and significantly while free samples and price discounts are most influential factors for Malaysian market.

There are many mistakes in interpreting the functions of marketing and sales so that the target of creating sales revenue has failed, and has occurred in many companies from the SME/UMKM level to large companies including conglomerates.

Marketing (English: marketing) is an activity, a series of institutions, and the process of creating, communicating, delivering and exchanging offers that are of value to customers, clients, partners and the general public.

Sales are activities or businesses selling products or services. In the sales process, the seller or provider of goods and services gives ownership of a commodity to the buyer for a certain price. Sales can be made through a variety of methods, such as direct selling, and through sales agents.

The Four Step Sales Cycle Found in Every Successful Business Transaction.

“Selling with EASE Will Help You Close More Deals, Advance Your Career and Build Your Income.” JEB BLOUNT - Bestselling Author of Fanatical Prospecting and People Buy You

This research aims to describe a digital marketing strategy elaborated to be deployed in the Marcheluzzo Srl Company located in Italy. In addition, it intends to give a wide range of information to the company about its customers, target, competitors, market, digital marketing strategy, and potential recommendations. It is also important to highlight that this strategy is focused on the Brazilian market. Most of the information collected for the situational analysis and many other components for this research were gathered through the author`s perception during his internship in the company. The methodology includes secondary data collected through field observation in the company, documents provided by the organization and internet sources. Finally, the proposal digital marketing strategy was validated through a prediction model using machine-learning system via Python and its tools. The result of the prediction model was addressed and analyzed based on linear regression and correlation matrix methods confirming the efficacy of the proposal strategy, consequently the reliability of the prediction model. Note: Journal of Marketing Management, June 2020, Vol. 8, No. 1, pp. 55-72, ISSN: 2333-6099(Online), Copyright © The Author(s), All Rights Reserved, Published by American Research Institute for Policy Development.

This paper examines the use of social media by business-to-business (B2B) salespeople to assist in their job functions. The authors propose that a salesperson's attitude toward social media usefulness, as well as a salesperson's learning orientation, will influence how much a salesperson uses social media to assist in day-to-day job tasks. Additionally, the impact that the use of social media has on collecting knowledge about competitors, adapting to customers, and sales performance is considered. Accordingly, a broad literature review is provided to introduce extant theory contributing to the proposed model. The practical uses of social media by salespeople will be described, and then the theoretical foundation is built, encompassing social media use, goal orientations, and adaptive selling theory. Results of an empirical model are provided, followed by a discussion of theoretical and managerial implications.


Highlights

Findings of the study suggest that social media is one way to enhance sales performance, but its use alone does not guarantee such enhancement.

Social media use will affect performance of salespeople through affecting their competitive intelligence collection and adaptive selling.

Perceived usefulness of social media was not significantly related to salesperson social media use.

Results support linking collection of competitive intelligence to a salesperson’s adaptive selling behavior.

This paper reviews the literature on green marketing intervention strategies and sustainable development with an emphasis on green marketing intervention strategies to environmental problems facing the world today. The review indicates that individuals and organizations can benefit from green marketing strategies and at the same time protect the environment to achieve sustainable development. The weaknesses and the future of green marketing as a discipline and future directions for researchers are also reviewed.

Purpose – The purpose of this paper is to explore the implications for the sales function of the infusion of services by formerly product-based firms. In particular, it aims at identifying the changes that need to be made at the sales-function level if the services are to be successfully sold. Design/methodology/approach – This research is an exploratory qualitative case study. Data were collected by focus group discussions and in-depth interviews with relevant managers in three large multinational companies based in Northern Europe, which were pursuing service-led growth. Findings – The effects of service infusion processes on the sales function could be seen with respect to the three parts of the analytical framework: organization, roles, and competences. The results illustrate the need for a changed perspective with respect to all three parts, if a product-based firm is to be successful in the infusing of associated services into its portfolio of offerings. Analysis of the result...

Despite its importance in sales, listening is an overlooked concept in research with limited empirical studies examining the construct since the work conducted by Castleberry and Shepherd (1993) and Ramsey and Sohi (1997). Knowledge of the role listening plays in sales and the processes involved in explaining listening in relationship performance is limited with many discrepancies identified between studies. Using meta-analytical techniques, this study summarizes approximately 20 years of research on salesperson listening. The study developed a meta-analytical model based on the marketing and psychology literature to build an underlying framework for listening theory, advance research in listening, and provide theoretical and managerial implications. The obtained results show that customer-oriented salespeople express their care toward customers through listening, which helps them adapt their selling behaviors to fit customers’ demands. Salesperson relational and sales outcomes are driven by listening through direct and mediated mechanisms.