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Article
Publication date: 1 February 1994

A.J. Faria and John R. Dickinson

Compared with other methods of instruction, whether in managementtraining programmes or in university courses, simulation gaming isrelatively new. Readings, lectures, cases, role…

3502

Abstract

Compared with other methods of instruction, whether in management training programmes or in university courses, simulation gaming is relatively new. Readings, lectures, cases, role playing and other instructional techniques were in use long before the appearance of business games. Though recent in comparative terms, however, simulation games have been in existence for nearly 40 years. Examines the use of simulation games for sales management training, describes a newly developed sales management simulation and illustrates its use in a sales‐training programme.

Details

Journal of Management Development, vol. 13 no. 1
Type: Research Article
ISSN: 0262-1711

Keywords

Open Access
Article
Publication date: 27 September 2022

Harri Terho, Anna Salonen and Meri Yrjänen

The purpose of this study is to provide a contextualized understanding of how business-to-business (B2B) firms use the sales development function for efficient and effective lead…

5250

Abstract

Purpose

The purpose of this study is to provide a contextualized understanding of how business-to-business (B2B) firms use the sales development function for efficient and effective lead funnel management.

Design/methodology/approach

The authors adopted a qualitative field-study approach and interviewed 13 people from eight firms. While software as a service (SaaS) firms are the most prevalent application context for the sales development function, the authors also included respondents from non-SaaS firms to develop an in-depth understanding of the contextualized nature of the sales development process.

Findings

Sales development processes can be applied in outbound prospect-focused, outbound account-based, inbound prospect-focused and inbound account-based lead management contexts. The sales development processes of lead research, engagement and handover vary depending on the nature of the lead management context. These processes are supported by the appropriate design of organizational, technological and people platforms.

Practical implications

The authors explain how sales development as a form of inside sales can support effective lead funnel management in B2B firms through technology-enabled lead research and nurture processes designed to prepare customers for meaningful conversations with field sales.

Originality/value

To the best of the authors’ knowledge, this study is the first to focus purely on the sales development function as a form of inside sales. They explain how the sales development processes relating to lead research, engagement and handover are conducted in four distinct application contexts to qualify leads for the outside salesforce.

Article
Publication date: 1 March 1984

Alan J. Dubinsky and Thomas N. Ingram

Despite the importance of developing sales personnel to become sales managers, virtually no attention has been given to this topic in the sales management literature. This paper…

Abstract

Despite the importance of developing sales personnel to become sales managers, virtually no attention has been given to this topic in the sales management literature. This paper presents a model that sales executives can use in developing potential sales managers. Valuable sales management skills are identified and methods for providing skill development are offered.

Details

Journal of Consumer Marketing, vol. 1 no. 3
Type: Research Article
ISSN: 0736-3761

Article
Publication date: 2 March 2015

Pekka Töytäri

The purpose of this paper is to investigate the managerial practices to assess value creation and value capture potential in longitudinal buyer-seller relationships, and proposes…

1775

Abstract

Purpose

The purpose of this paper is to investigate the managerial practices to assess value creation and value capture potential in longitudinal buyer-seller relationships, and proposes a framework for evaluating such potential for maximizing sales function efficiency.

Design/methodology/approach

The research is based on an exploratory multi-case study with seven internationally operating companies from a variety of industries, with the aim of building the framework for sales opportunity management. The framework is then refined in eight workshops with 21 companies.

Findings

The findings suggest that industrial companies need to develop new capabilities to efficiently manage value selling opportunities at different stages of the opportunity lifecycle.

Research limitations/implications

The underlying sales approach of the research is proactive value selling in a service business context. The findings may not be generalizable into other sales contexts.

Practical implications

The paper provides practicing managers with an actionable sales opportunity management framework for an effective management of sales quality.

Originality/value

The research contributes to a previously unexplored area of sales management, and suggests a managerial practice linking strategy to implementation at the customer interface.

Details

Benchmarking: An International Journal, vol. 22 no. 2
Type: Research Article
ISSN: 1463-5771

Keywords

Article
Publication date: 1 April 1987

Kamran Kashani

The transition from marketing strategy to selling is seldom smooth. Too often it is left to chance but successful business results depend on effective management of this…

Abstract

The transition from marketing strategy to selling is seldom smooth. Too often it is left to chance but successful business results depend on effective management of this transition: coherent and consistent policies, and good communications all along the line from marketing executives to field salesmen.

Details

Management Decision, vol. 25 no. 4
Type: Research Article
ISSN: 0025-1747

Article
Publication date: 1 February 1983

Eugene M. Johnson

The development of a bank sales management system is described. Using a modified management‐by‐objectives planning procedure, sales goals and strategies were formulated. Then the…

Abstract

The development of a bank sales management system is described. Using a modified management‐by‐objectives planning procedure, sales goals and strategies were formulated. Then the tasks of the line sales organisation, the branch banking system and the staff sales department were identified. As a result the bank now has a framework for its selling efforts.

Details

International Journal of Bank Marketing, vol. 1 no. 2
Type: Research Article
ISSN: 0265-2323

Keywords

Article
Publication date: 26 July 2013

Petri Parvinen, Jaakko Aspara, Sami Kajalo and Joel Hietanen

The purpose of this paper is to study the impact that systematization of sales activities through sales process management has, at the firm level, on profitable sales growth in…

2088

Abstract

Purpose

The purpose of this paper is to study the impact that systematization of sales activities through sales process management has, at the firm level, on profitable sales growth in business‐to‐business (B2B) companies. The research aims to compare companies focusing on service offerings to those focusing on product offerings.

Design/methodology/approach

The study is based on survey data.

Findings

Despite the emergence of service‐dominant logic, B2B service and product companies still differ in how sales process management contributes to firm performance.

Research limitations/implications

The findings suggest that differences between service and product firms in their sales process management stem from the different underlying modes of interaction. The findings are generalizable to B2B companies.

Practical implications

The findings help businesses differentiate between productive sales process management practices in product and service firms.

Originality/value

The study contributes to the wider need of operationalizing ideas about sales process management at the level of organizations and business units.

Details

Journal of Business & Industrial Marketing, vol. 28 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 5 March 2018

Petri Parvinen and Essi Pöyry

In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business…

Abstract

Purpose

In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business performance. However, existing sales channel management literature lacks focus on contractual governance and reseller management success. The purpose of the study is to systematically review different governance theories in relation to sales channel management and to show which factors are the most influential in making or keeping external sales channels effective.

Design/methodology/approach

A case study on a large B2B information and communication technology (ICT) company is used to reflect on the way the different theoretical governance perspectives explain sales channel management success. Interviews and mini-questionnaires were used to collect data.

Findings

Expressions of interdependence and equality alongside persevered personal relationships are important in managing daily business activities and in avoiding bad will at the reseller’s grass-root level. Future-oriented planning, long-term-oriented support and jointly set incentive systems are important for reseller management. Degree of professional management sets resellers apart through shifts in power balance.

Research limitations/implications

A multi-theory governance perspective offers a holistic view over reseller management and provides a comprehensive view over different sales channel management issues and their relative importance.

Practical implications

The findings highlight the importance of long-term orientation and cooperation in setting up a reseller management system to gain and nurture distributors’ trust and commitment towards the manufacturer.

Originality/value

The study is the first to comprehensively use governance perspective in studying reseller management.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 February 1998

Nigel F. Piercy, David W. Cravens and Neil A. Morgan

Reports a study of sales management in UK companies, which explores the relationship between behaviour‐based control systems and outcome‐based control systems. Although…

16249

Abstract

Reports a study of sales management in UK companies, which explores the relationship between behaviour‐based control systems and outcome‐based control systems. Although conventional theory has suggested that behaviour performance and outcome performance result from different stimuli, we find that behaviour‐based control is positively associated with both behaviour performance and outcome performance. We find also that organizational commitment and sales territory design are significantly related to salesforce performance. This suggests a number of important avenues for improving salesforce performance. These findings and the growing emphasis on building long‐term, collaborative buyer‐seller relationships favour the use of behaviour‐based control systems in many sales management situations, and suggest a new agenda for management attention in improving salesforce effectiveness.

Details

European Journal of Marketing, vol. 32 no. 1/2
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 24 July 2009

Belinda Dewsnap and David Jobber

The study explores structural devices designed to enhance collaboration between sales and marketing groups. The paper aims to develop a conceptual framework of how such…

3480

Abstract

Purpose

The study explores structural devices designed to enhance collaboration between sales and marketing groups. The paper aims to develop a conceptual framework of how such integrative devices link to higher levels of sales‐marketing collaboration and also to higher levels of business performance.

Design/methodology/approach

A total of 20 in‐depth interviews and a review of the literature are used to examine the nature and effects of sales‐marketing integrative devices in UK consumer packaged goods firms.

Findings

The study identifies two main types of integrative device in operation: trade marketing and category management. The exploratory interviews highlight how these two types of integrative device operate, respectively, at operational and strategic levels. All of the organisations were found to operate some kind of integrative device. However, the organisations studied manifest different levels of collaboration between sales and marketing groups. The conclusion drawn from this and subsequently included in the conceptual framework is that it is the effectiveness of integrative devices, rather than their mere existence, that differentiates between higher and lower levels of sales‐marketing collaboration.

Practical implications

The effectiveness of sales‐marketing integrative devices appears to have positive effects for collaborative sales‐marketing intergroup relations. The results therefore support the development and effective use of such devices to enhance collaborative relations between sales and marketing.

Originality/value

This study reveals the importance and dimensions of effective sales‐marketing integrative devices and uses in‐depth interviews to support the development of a conceptual framework for future empirical testing. Specific hypotheses to test are developed, together with suggestions regarding the measurement of constructs.

Details

European Journal of Marketing, vol. 43 no. 7/8
Type: Research Article
ISSN: 0309-0566

Keywords

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