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Having developed methods for measuring interactive behavior in his research fellowship, Rackham produced a series of seminal articles that focused on practices and behavior associated with successful negotiations: [5] [6] [7] Deciding to apply these same methods to the world of sales and explore effective behaviors in successful business-to ...
The journal was established in 1980. Topics covered include sales force motivation, compensation, performance and evaluation, buyer-seller-relationships, team selling, account management, effectiveness of selling approaches, and technology in selling.
Marketing strategy refers to efforts undertaken by an organization to increase its sales and achieve competitive advantage. [1] In other words, it is the method of advertising a company's products to the public through an established plan through the meticulous planning and organization of ideas, data, and information.
The purpose of sales force effectiveness is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople."
Research studies can also be carried out to determine the most effective words/phrases or the optimal sequence of words/phrases for use in effective sales scripts. A number of research studies have focused on the types of the use of verbal persuasive techniques that can be used to convince prospects such as information exchange, the use of ...
Small Business Economics is a peer-reviewed academic journal published by Springer Science+Business Media covering research into entrepreneurship from different disciplines, including economics, finance, management, psychology, and sociology. The editors-in-chief are Z.J. Acs (George Mason University) and D.B. Audretsch (Indiana University ...
In today's competitive business environment, effective marketing strategies play a pivotal role in promoting products or services to target audiences. The advent of digital platforms has further intensified competition among businesses, making it imperative for companies to employ innovative and impactful marketing techniques.
The journal was published by Wiley-Blackwell until January 2020. [2] The journal was first published in February 1963. [3] [4] It covers all aspects of small business management and entrepreneurship, and was the first journal dedicated to these topics. [5] [6] The editor-in-chief is Dr. Ayman El Tarabishy (George Washington University). [7]