نتایج جستجو برای: support after sales
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“One-deal-fits-all?” On Category Sales Promotion Effectiveness in Smaller versus Larger Supermarkets
Even within a store chain and format, supermarket outlets often exhibit substantial differences in selling surface. For chain managers, this raises the issue of correctly anticipating the promotion lift, and of profitably managing promotion activities, across these outlets. In this paper, we conceptualize why and how store size influences the category sales effectiveness of four promotional ind...
Differences in the characteristics of behavior-based versus outcome-based salesforces are explored The most important differences between the two groups are intrinsic motivation and recognition motivation. The results indicate that professional competence, team orientation, risk aversion, sales support orientation, customer orientation and planning orientation are not significant, Behavior-base...
A common event in the consumer packaged goods industry is the negotiation between a manufacturer and a retailer of the sales promotion calendar. Determining the promotion calendar involves a large number of decisions regarding levels of temporary price reductions, feature ads, and in-store displays, each executed at the level of individual retail accounts and brand SKUs over several months or a...
Marriott International’s Group Pricing Optimizer (GPO), a decision support system, provides guidance to Marriott personnel on pricing hotel rooms for group customers. GPO uses demand segmentation, price-elasticity modeling, and optimization techniques to recommend an optimal rate. In operation since late 2006, the system has improved Marriott’s hotel profitability and enhanced the sales process...
In this paper, we present a method to use advance demand information (ADI), taking the form of request for quotation (RFQ) data, in B2B sales forecasting. We apply supervised machine learning and Natural Language Processing techniques analyze learn from RFQs. test our approach case study at large after-sales service maintenance provider. After evaluation found that identifies ∼ 70% actual (reca...
The after–sales activities are nowadays acknowledged as a relevant source of revenue, profit and competitive advantage in most manufacturing industries. Top and middle management, therefore, should focus on the definition of a structured business performance measurement system for the after-sales business. The paper aims at filling this gap, and presents an integrated methodology for the after-...
As the increasingly fierce competition, more and more manufacturers have started to sell products through online channels apart from traditional retail channel. Meanwhile, increased competition has significantly shortened the product life cycle, which makes sales forecast meaningful. Taking lack of historical record into account, the sales forecast model based on historical sales data based on ...
Without sales and marketing working to produce revenue, the firm ceases to exist. Yet, given the magnitude of what’s at stake, these two functions are often at odds with one another to the detriment of performance. This article reviews previous studies that investigate conflict, collaboration, and integration between the sales and marketing functions. Next, hypotheses are developed relating ali...
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