Selling and Sales Management

Czinkota, Michael R.; Kotabe, Masaaki; Vrontis, Demetris; Shams, S. M. Riad

doi:10.1007/978-3-030-66916-4_14

Cited by 4 publications

(3 citation statements)

References 12 publications

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“…Sales management, e-commerce, neural network Sales and system relationship [40] Sales management Relationship between sales and [41] Sales management and social networks Relationship between sales and innovation [42] Sales management Relationship between sales and innovation [3] Sales management Relationship between sales and innovation [4] Sales management Relationship between sales and innovation [43] Sales management Relationship between sales and innovation [44] Sales management and ERP Relationship between sales and innovation [45] Sales management Relationship between sales and innovation [46] Digital transformation, sal Sales and system relationship [47] Sales management Relationship between sales and innovation [48] Sales management Relationship between sales and innovation [49] Sales management Relationship between sales and innovation [50] Sales management Relationship between sales and innovation [51] Sales management and innovation Relationship between sales and innovation [9] Sales management Relationship between sales and innovation [52] Sales management Relationship between sales and innovation [53]]…”

Section: Relationship Between Sales and Innovation [1]mentioning

confidence: 99%

“…The sales process is constituted by two terms: sales and management, the former being considered as the art of planning while the latter is understood as a process in which sales are planned, directed, and controlled in each entity [3]. Consequently, success or failure depends on the sales force, so that decision making primarily affects the quality and ability to strengthen sales; however, most companies spend money on personal sales instead of investing in advertising and promotions, which is why it is necessary to raise awareness and priorit ize economic investment in factors that allow every business entity to grow [4].…”

Section: Introductionmentioning

confidence: 99%

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Implementation of a Web System with Chatbot Service for Sales Management - A Review

Barrantes-Saucedo,

García-Leandro,

Iparraguirre-Villanueva

et al. 2023

IJACSA

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The objective of the research was to analyze various researches about web systems with chatbot service in the sales management process between the years 2018-2022, employing four databases, such as: S cience Direct, Taylor & Francis, IEEE Xplore and S pringer. The PRIS MA methodology was applied, selecting 60 manuscripts where the year of highest publication was 2021 (35%), leading the US A as the country with the highest scientific production equivalent to 23.33%; in addition, the type of research that predominated were scientific articles with the percentage value of 70% and being entirely in the English language. Finally, it was found that there are two relevant components regarding the implementation of a web system with chatbot service for S ales Management, the first are the evaluated aspects, explained as those that focus on the analysis of the intelligent system, chatbot, website, Google API, ecommerce, machine learning, IBM service, mobile application, web, relationship with customer service, sales management, digital transformation, information system, algorithm and innovation and as the second component, according to the conditional factors refers to the context in which the use of chatbot in sales management occurs, being such technical features as algorithm, type of system, chatbot-customer relationship, sales and innovation and sales-system relationship.

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Section: Relationship Between Sales and Innovation [1]mentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Implementation of a Web System with Chatbot Service for Sales Management - A Review

Barrantes-Saucedo,

García-Leandro,

Iparraguirre-Villanueva

et al. 2023

IJACSA

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“…Developing an effective sales process requires a sales force strategy for cautious recruiting and comprehensive training (Czinkota et al , 2021; Vasciuc et al , 2020). Sales training programs must be customized to teach skills that fit with digital or physical work technologies (Feigon, 2021).…”

Section: Literature Reviewmentioning

confidence: 99%

Brushing up on time-honored sales skills to excel in tomorrow’s environment

Razmak

Pitzel

Bélanger

et al. 2022

JBIM

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Purpose Determining the skills required for salespersons to maximize their effectiveness was the main driver for conducting the present study. In order to identify those necessary skills, this study aims to review various research techniques drawn from multiple disciplines and applied that knowledge to salespersons. Design/methodology/approach This study used a mixed-method methodology. This study began by conducting a literature review and then interviewed experienced salespersons with varied backgrounds to develop a comprehensive list of sales skills and themes and categorize them into competency categories. This study then conducted a quantitative analysis to determine the respective importance of the skills and themes by surveying a sample of internal stakeholders of a multinational company. Finally, this study calculated the reliability and validity of the themes. Findings A total of 206 relevant skills (later reduced to 110) and 28 themes were identified and grouped into three competency categories: conceptual, human/interpersonal and technical. Survey respondents rated the skills and themes higher than the “somewhat important” score of 3 out of 5, with the overall mean importance for skills being in the “important” range (score of 4.27 out of 5). All identified skills were believed to be important to a salesperson’s success. Originality/value This study’s expanded list of sales skills will improve employability, reduce turnover among employees and build better groundwork for fostering learning through work, resulting in better performance. These skills represent a 2020 updated list that could be used for future academic research and training and research in the business world.

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