a r t i c l e i n f o Keywords: Organizational sales force Market orientation Sales force structure eLearning This paper presents a study designed to examine outcomes of different workplace structures. Specifically, using a sample of 156 sales organizations, we review how sales force structure, eLearning, and technological tools can influence coordination and the level of customer orientation w...

a r t i c l e i n f o Keywords: Sales forecasting Computer wholesaler Multivariate adaptive regression splines Artificial neural networks IT industry Artificial neural networks (ANNs) have been found to be useful for sales/demand forecasting. However, one of the main shortcomings of ANNs is their inability to identify important forecasting variables. This study uses multivariate adaptive regres...

has presented an intriguing study of psychotropic drug sales in Warrangal during 1993-94; I wish to suggest that his findings and conclusion may need to be reconsidered from at least three viewpoints. First, higher utilization of a drug is a measure of its popularity. Dr. Sarma has commented upon the popularity of different drugs based upon their sales, with sale units expressed in kilogrammes ...

Online product buzz refers to an online expression of interest in a product, such as online product reviews, blog posts and search trends. We study how well online buzz predicts actual sales across different phases in the product lifecycle. Using data from smartphone sales of a Dutch online retailer, we demonstrate a 28% overall increase in forecasting accuracy when measures of online product b...

In this paper, we propose a multivariate time series model for sales count data. Based on the fact that setting an independent Poisson distribution to each brand’s sales produces the Poisson distribution for their total number, characterized as market sales, and then, conditional on market sales, the brand sales follow a multinomial distribution, we first extend this Poisson-multinomial modelin...

Predicting future sales is intended to control the number of existing stock, so the lack or excess stock can be minimized. When the number of sales can be accurately predicted, then the fulfillment of consumer demand can be prepared in a timely and cooperation with the supplier company can be maintained properly so that the company can avoid losing sales and customers. This study aims to propos...

Real-time remote sales assistance is an underdeveloped component of online sales services. Solutions involving web page text chat, telephony and video support prove problematic when seeking to remotely guide customers in their sales processes, especially with configurations of physically complex artefacts. Recently, there has been great interest in the application of virtual worlds and augmente...

Forecasting future retail sales is one of the most important activities that form the basis for all strategic and planning decisions in effective operations of retail businesses as well as retail supply chains. This chapter illustrates how to best model and forecast retail sales time series that contain both trend and seasonal variations. The effectiveness of data preprocessing such as detrendi...

A national random sample of industrial salespeople was surveyed to assess the effects of collaborating negotiation on sales performance. The responses from 241 salespeople were analyzed using ordinary least squares regression. The results indicated that, in general, collaborative negotiation improved sales performance. However, the effects of collaborative negotiation was a function of perceive...

The impact of pollen exposure on population allergic illness is poorly characterized. We explore the association of tree pollen and over-the-counter daily allergy medication sales in the New York City metropolitan area. Dates of peak tree pollen (maple, oak, and birch) concentrations were identified from 2003 to 2008. Daily allergy medication sales reported to the city health department were an...