Organisational capabilities for enhancing the sales quotas development process outcomes for pharmaceutical sales forces

The improvement of the sales quotas development process in Spanish pharmaceutical organisations is challenging as the market environment becomes dramatically complex. Setting sales quotas has always been difficult, exemplified by the difficulties in quantifying future sales by sales territory. Extensive research has been conducted and several conceptual models created to facilitate the process of developing sales quotas. Effective management of this process has proved problematic mainly due to difficulties in estimating future sales by territory, the complexity of the systems utilised in the process, the granularity of the data required and the lack of attention to implementation issues. Therefore, determining organisational capabilities that facilitate developing an effective sales quotas process is paramount. This study uses goal setting theory to understand organisational capabilities for the sales quota development process. A sales quota development process for a mid-sized pharmaceutical organisation was examined in terms of activities, which satisfied stakeholders’ expectations. Based on empirical data organisational capabilities were identified and prioritised. Goal setting theory is advanced through the development of the SQD Model that includes a set of sixteen organisational capabilities that are critical for developing an effective sales quotas process for pharmaceutical organisations. This study created the SQP Maturity Framework, a diagnostic tool that allows organisations to assess their sales quota development process and understand which capabilities to acquire or further develop to improve the process. Differences by organisational contexts are highlighted. The focus of this research is the pharmaceutical sector in Spain. The organisational capabilities uncovered and assessed will be relevant to these and other sectors that rely on sales forces. Areas for future research include the replication of this study in different geographies and sectors focusing on identifying more organisational capabilities and routines that facilitate moving organisations towards an optimised level of maturity.EThOS - Electronic Theses Online ServiceGBUnited Kingdo

Micro wholesaling businesses involved in the sector of confectionary products - strategies of survival and growth

It can be argued that the problematic situation where micro Greek wholesaling businesses find themselves has been a result of the strong presence of supermarkets and superstores in the last years. The researcher attempts to picture the current market reality that constitutes the background of the Thesis by posing the main research question: "How can micro Greek wholesaling businesses involved in the confectionary products' sector identify and implement suitable survival and growth strategies in order to cope with increasing competition in a market characterized by a large expansion of supermarkets and chain stores?". The factors that triggered research are related to the researcher's avocation with the sector of confectionary products; having worked in a micro family wholesaling enterprise in the past (and still involved in it occasionally when demand for confectionary products is increased), the survival and growth prospects of this firm constitutes an issue of high importance for the researcher and his family. The researcher believes that the study of similar wholesaling firms-case studies would highlight potential survival and growth strategies, useful for the family business; in this way, he holds the view that he contributes to the solution of an intense family problem. Apart from the personal interest for the survival and growth of micro wholesaling firms, it can be argued that the confectionary products' sector is a dynamic field that provides the opportunities to a researcher to evolve to a consultant or a specialist practitioner

Social Media in Rural China

China’s distinctive social media platforms have gained notable popularity among the nation’s vast number of internet users, but has China’s countryside been ‘left behind’ in this communication revolution? Tom McDonald spent 15 months living in a small rural Chinese community researching how the residents use social media in their daily lives. His ethnographic findings suggest that, far from being left behind, social media is already deeply integrated into the everyday experience of many rural Chinese people

Certified public accountant, 1932 Vol. 12 January-June

https://egrove.olemiss.edu/aicpa_news/1060/thumbnail.jp

Social Media in Rural China

China’s distinctive social media platforms have gained notable popularity among the nation’s vast number of internet users, but has China’s countryside been ‘left behind’ in this communication revolution? Tom McDonald spent 15 months living in a small rural Chinese community researching how the residents use social media in their daily lives. His ethnographic findings suggest that, far from being left behind, social media is already deeply integrated into the everyday experience of many rural Chinese people

Education and Living

In Education and Living, a two-volume work, Borsodi elaborated the model of the School of Living. Most of volume one consists of a critique of “mis-education.” Most of that critique focuses on the problems of centralization; centralization of industry, the economy, politics and education. The second volume of Education and Living explains Borsodi’s vision of achieving decentralization in detail. The second volume is in two parts: Right-Education and Re-Education. It explains how to educate for the “Normal” human being and for achieving the “Normal” way of living. This is not the “normal” of the bell curve, the average of a population. This is normal in terms of what a human being is innately capable of. It is not the “normal” of “the noble savage” but the norm of a person whose capacity for life, whose capacity for action, has been nurtured by education and training for life; who is the product of a School of Living. Volume 2 provides an insightful description of what and how a person of high individual and social potential can be developed. -- William Sharphttps://research.library.kutztown.edu/solbooks/1001/thumbnail.jp