THE EFFECTS OF SALESPERSON TRAINING PROGRAM QUALITY ON SALESPERSON COMPETENCY AND MANAGEMENT OF THE DISTRIBUTION AREA TO INCREASE SALESPERSON PERFORMANCE (Differences Study on Distribution Pharmacy Company in Central Java, Indonesia)

A quality training program for sales persons will optimize sales persons’ performance through several variables, which are the competence of sales persons and the quality of distribution territory management. The problem of this research is how does the improvement of sales persons’ competence affecting the improvement of seller territory management quality is able to fill the gap between sales persons’ training program and sales persons’ performance. The samples were 166 respondents who are sales persons and have followed training program from various pharmaceutical distributor companies in Central Java. In addition, data was analyzed using the Structural Equation Modeling (SEM) of AMOS 23 program. To improving the performance of sales persons, their competence is significantly affected by sales persons training program, and the quality of distribution territory management is also significantly affected by sales persons' competence, while the performance of sales persons is significantly affected by the quality of distribution territory management. Meanwhile, the competence of sales persons provides neither major nor significant effect on the performance of sales persons

Administration of Sales Force Tasks under Field Conditions

There are two perspectives on controlling the performance of salespeople - an outcome based perspective and behavior based perspective. The former process focuses on the objective measures of results while the latter perspective on performance control of salespeople incorporates complex and often subjective assessments of the attributes of sales people. A balance of these implications provides strong support for laying controls and evaluating the performance of sales people in varied socio-cultural selling situations. This study has been conducted in Mexico with which discusses the impact of sales territory design and compensation to salespeople as predictors of performance of sales unit effectiveness.Sales force organization, selling behavior, task administration, sales performance evaluation, territory management, outcome performance, sales territory, compensation, sales unit effectiveness, organizational efficiency

Building Performance and Work Motivation

Every company has a purpose,  the establishment of a company has a clear purpose. There are several things that suggest about the purpose of establishing a company. The company's first goal is to achieve maximum profit or profit as much as possible. The second goal of the company is to prosper the company owner or shareholders. The purpose of this research are: 1). to test and analyze the effect of training on employee performance at Sales Department PT. X. 2). to test and analyze the effect of incentives on employee performance at Sales Department PT. X. 3). to test and analyze the effect of supervision on employee performance at Sales Department PT. X. 4). to test and analyze the effect of training on motivation at Sales Department PT. X. 5). to test and analyze the influence of incentives on motivation at the Sales Department of PT. X. 6). to test and analyze the influence of supervision on motivation at the Sales Department of PT. X. 7). to test and analyze the effect of employee performance on motivation at Sales Department PT. X. The results of this study are: 1). there is influence of training  on employee performance , with path coefficient 0,167 and tcount 2,015 with probability equal to 0,046 (0,046 <0.05). 2). there is influence of incentive  on employee performance , with path  coefficient 0,187 and tcount 2,293 with probability equal to 024 (0.024 <0.05). 3). there is an influence of supervision  on employee performance , with path coefficient of 0403 and tcount of 5.004 with probability of 0.000 (0.000 <0.05). 4). there is influence of training  on motivation , with path coefficient of 0.156 and tcount of 2,185 with probability of 0.031 (0.031 <0.05). 5). There is influence of incentive  to motivation , with path coefficient 0,161 and tcount 2,260 with probability equal to 0.026 (0.026 <0.05). 6). there is influence of supervision  to motivation , with path coefficient 0,350 and tcount 4,636 with probability equal to 0.000 (0.000 <0.05). 7). there is influence of employee performance  to motivation , with path coefficient 0,314 and tcount 3,978 with probability 0,000 (0.000 <0.05

Investor Behavior in the Mutual Fund Industry: Evidence from Gross Flows

Using a large sample of monthly gross flows from 1997 to 2003, we uncover several previously undocumented regularities in investor behavior. First, investor purchases and sales produce fund-level gross flows that are highly persistent. Persistence in fund flows dominates performance as a predictor of future fund flows. More importantly, failing to account for flow persistence leads to incorrect inferences with respect to the relation between performance and flows. Second, we document that investors react differently to performance depending on the type of fund, and that investor trading activity produces meaningful differences in the persistence of fund flows across mutual fund types. Third, at least some investors appear to evaluate and respond to mutual fund performance over much shorter time spans than previously assessed. Additionally, we document differences in the speed and magnitude of investors’ purchase and sales responses to performance

Time Sharing at Leisure Facility Centres: Analysis of Sales Performance Indicators

The changing cultural paradigms in Latin America have influenced variety of leisure activities and significant implications for development of leisure services. Leisure spending behaviour prompts sequential relationship among customers intending to perform family celebrations in a different environment and gaining higher satisfaction through the customized services, recreational attractions and brand value. This study focuses qualitative dimensions associated with the sales people and managerial efforts made to augment the outcome performance in sales in reference to the time sharing proposals at leisure facility centres in Mexico. The leisure facility centres are used by individual and institutional customers for organizing leisure events, parties and family gatherings. The study reveals that the leisure facility centre developer firms function with team sales strategy and the performance of sale teams is linked with their contributions to the profit of the firm.Team sales, customer satisfaction, sales performance, leisure property, brand image, returns on assets

Perspectives of Small Retailers in the Organic Market: Customer Satisfaction and Customer Enthusiasm

Abstract. In this paper we discuss the impact of customer satisfaction and enthusiasm on the performance of small retailers in the organic food market. The analysis of customer satisfaction and shop data confirm essential economic effects. The study is based on 948 customer interviews and an analysis of management ratios of 12 organic food shops in Germany. The results show that customer satisfaction is a relevant key to sales performance. Regression analysis reveals that overall customer satisfaction accounts for 32 % of sales per square meter sales area. An additional factor analysis identifies service and product quality as main determinants of customer satisfaction. Consumers consider the freshness of fruit and vegetables as representative for the quality of the whole assortment. A correlation analysis demonstrates that customer enthusiasm is a more accurate factor in the recommendation of shops than customer satisfaction. The paper ends with managerial and scientific implications

THE IMPACT OF LOGISTICS PERFORMANCE ON THE SALES LEVEL An Empirical Study in Retail Sector

The aim of this research is to assess the impact of logistics performance on retail sector. This research was conducted in Palu in Central Sulawesi Province. There are several indicators involve in this study, such as, customer service, operation metric, and logistics cost. This research is categorized as explanatory research and multiple regression method was used to analyze the hypotheses. Simultaneously, this research found that logistics performance has significant contribution to sales level. However, customer service has not had positive contribution to sales level compare to operation metric and logistics cost. In addition, logistics cost has big impact on the sales level of retail groceries. The result of this research can be used by academicians and professionals who intent to deal with logistics in retail sector. This research also identifies that logistics performance need further study in different region and sector with the aim to improve the understanding of dimension

The impact of sales promotions on store performance: a structural vector autoregressive (SVAR) approach.

The paper analyses the impact of sales promotions on store performance, in the short and long term, from the retailer’s point of view. Relationships among promoted and regular sales in the hypermarkets of a large-scale retail chain of national importance, are investigated by means of a structural vector autoregressive model (SVAR). Statistically significant effects of sales promotions in the heavy household section on store sales are found in the short-run; these promotions produce additional sales and thus act as an attractive factor. Promotions in textile category, on the contrary, produce an immediate negative effect on net sales. In the long-run, negative statistically significant effects on regular sales are detected when continuative promotions are implemented within perishables’ category.promotional effectiveness, retail promotions, structural VAR, short and long-term effects.

Flexible Labor and Innovation Performance: Evidence from Longitudinal Firm-Level Data

Firms with high shares of workers on fixed-term contracts have significantly higher sales of imitative new products but perform significantly worse on sales of inno¬va¬tive new products (“first on the marketâ€). High functional flexibility in “insider-outsider†la¬bor markets enhances a firm’s new product sales, as do training efforts and highly edu¬ca¬¬ted personnel. We find weak evidence that larger and older firms have higher new pro¬duct sales than do younger and smaller firms. Our findings should be food for thought to eco-nomists making unqualified pleas for the deregulation of labor markets.J5;M5;O15;O31;OSA longitudinal dataset;SMEs;innovation performance;new product sales;numerical flexibility

Optimizing Incentive Plan Design: A Case Study

We study effects of a firm's attempt to optimize an existing incentive scheme to increase sales growth for direct store delivery workers. Before optimization workers reported Ratchet Effects that lowered productivity. The altered incentive plan offered higher compensation for increased sales relative to a sales growth target, and lower compensation for failing to meet the target. We gathered data on performance and attitudes at pilot and control sites before and after the change. Relative to control sites, sales growth increased in the pilot sites by two percent, a meaningful contribution to firm profits. We find no change in distortion of effort or manipulation of the performance measure. Workers did not substantially change number of hours worked, though allocation of time across tasks changed slightly. Despite increased productivity, workers continued to report Ratchet Effects after the change. We also find that an unplanned price increase midway through a fiscal year affected the extent of Ratchet Effects that year.incentives, ratchet effect