A Taxonomy for Industrial Salesforce Job Activities.

A taxonomy developed of specific selling activities of industrial salespeople was developed to differentiate types of salespeople. The taxonomy was developed based on the responses of 1393 salespeople from 51 companies to a survey of the frequency with which they performed activities, and the time spent to perform each activity. The first stage of the research was the compilation of an exhaustive list of sales activities. These activities were collected from a series of focus groups and personal interviews. The questionnaire was formulated based on the 121 sales activities collected from the focus groups. Two scales were designed and implemented to determine the frequency of each activity and the average amount of time the activity took to perform. The sample was designed following the categories of industries found in the Standard Industrial Classification, which is a government publication that classifies all companies according to type of product. Eight hundred letters of cooperation were mailed in a systematic stratified sample. Initial response was received from 85 companies of which 51 agreed to all the requirements of the study. The analysis consisted primarily of a factor analaysis of sales activities, followed by a clustering of salespeople based on their answers to the 121 activities. Analysis of variance merged the clustered groups with the factored activities, such that each cluster could be identified in terms of the activities that they performed. Lastly, each cluster group was identified in terms of their demographic profile, company and SIC representation. The results of the frequency scale produced 10 categories of salespeople based on their job activites. Of the ten categories, three were technical in nature. The description of the ten categories indicated some similarity to previous theories, while uncovering new, previously undiscussed categories. The time scale produced nine clusters of salespeople based on the amount of time salespeople spend in performing activites. These clusters or categories were similar in part to the frequency scale, though some differences were noted

Social media and related technology:drivers of change in managing the contemporary sales force

The selling environment has undergone tremendous transformation over the past 2 decades. Perhaps the greatest change has centered on changes and advancements in technology. The latest dramatic change has been the rapidly increasing use of social media and other related technologies in the business-to-business realm. The sales world began the use of technology through the use of Web 1.0, which was primarily webpage oriented; now we see the world of social media as the paradigm of how firms should implement technology. Although there has been some recent emphasis on how marketing might implement social media into their strategies and how the individual salesperson might implement social media into his or her daily selling routine, no substantive discussion on how social media is affecting the role of the sales manager has appeared in the literature. This article systematically examines how social media is impacting the sales management function and, in fact, may be dramatically revolutionizing the position. To help the marketing and sales organization better understand the changing sales world, we present eight lessons that every sales manager needs to embrace

The imposition of Cauchy data to the Teukolsky equation II: Numerical comparison with the Zerilli-Moncrief approach to black hole perturbations

We revisit the question of the imposition of initial data representing astrophysical gravitational perturbations of black holes. We study their dynamics for the case of nonrotating black holes by numerically evolving the Teukolsky equation in the time domain. In order to express the Teukolsky function Psi explicitly in terms of hypersurface quantities, we relate it to the Moncrief waveform phi_M through a Chandrasekhar transformation in the case of a nonrotating black hole. This relation between Psi and phi_M holds for any constant time hypersurface and allows us to compare the computation of the evolution of Schwarzschild perturbations by the Teukolsky and by the Zerilli and Regge-Wheeler equations. We explicitly perform this comparison for the Misner initial data in the close limit approach. We evolve numerically both, the Teukolsky (with the recent code of Ref. [1]) and the Zerilli equations, finding complete agreement in resulting waveforms within numerical error. The consistency of these results further supports the correctness of the numerical code for evolving the Teukolsky equation as well as the analytic expressions for Psi in terms only of the three-metric and the extrinsic curvature.Comment: 14 pages, 7 Postscript figures, to appear in Phys. Rev.

Notes on a paper of Mess

These notes are a companion to the article "Lorentz spacetimes of constant curvature" by Geoffrey Mess, which was first written in 1990 but never published. Mess' paper will appear together with these notes in a forthcoming issue of Geometriae Dedicata.Comment: 26 page

Caspase Inhibition with XIAP as an Adjunct to AAV Vector Gene-Replacement Therapy: Improving Efficacy and Prolonging the Treatment Window

AAV-mediated gene therapy in the rd10 mouse, with retinal degeneration caused by mutation in the rod cyclic guanosine monophosphate phosphodiesterase β-subunit (PDEβ) gene, produces significant, but transient, rescue of photoreceptor structure and function. This study evaluates the ability of AAV-mediated delivery of X-linked inhibitor of apoptosis (XIAP) to enhance and prolong the efficacy of PDEβ gene-replacement therapy.Rd10 mice were bred and housed in darkness. Two groups of animals were generated: Group 1 received sub-retinal AAV5-XIAP or AAV5-GFP at postnatal age (P) 4 or 21 days; Group 2 received sub-retinal AAV5-XIAP plus AAV5- PDEβ, AAV5-GFP plus AAV5- PDEβ, or AAV- PDEβ alone at age P4 or P21. Animals were maintained for an additional 4 weeks in darkness before being moved to a cyclic-light environment. A subset of animals from Group 1 received a second sub-retinal injection of AAV8-733-PDEβ two weeks after being moved to the light. Histology, immunohistochemistry, Western blots, and electroretinograms were performed at different times after moving to the light.Injection of AAV5-XIAP alone at P4 and 21 resulted in significant slowing of light-induced retinal degeneration, as measured by outer nuclear thickness and cell counts, but did not result in improved outer segment structure and rhodopsin localization. In contrast, co-injection of AAV5-XIAP and AAV5-PDEβ resulted in increased levels of rescue and decreased rates of retinal degeneration compared to treatment with AAV5-PDEβ alone. Mice treated with AAV5-XIAP at P4, but not P21, remained responsive to subsequent rescue by AAV8-733-PDEβ when injected two weeks after moving to a light-cycling environment.Adjunctive treatment with the anti-apoptotic gene XIAP confers additive protective effect to gene-replacement therapy with AAV5-PDEβ in the rd10 mouse. In addition, AAV5-XIAP, when given early, can increase the age at which gene-replacement therapy remains effective, thus effectively prolonging the window of opportunity for therapeutic intervention

(Re) defining salesperson motivation: current status, main challenges, and research directions

The construct of motivation is one of the central themes in selling and sales management research. Yet, to-date no review article exists that surveys the construct (both from an extrinsic and intrinsic motivation context), critically evaluates its current status, examines various key challenges apparent from the extant research, and suggests new research opportunities based on a thorough review of past work. The authors explore how motivation is defined, major theories underpinning motivation, how motivation has historically been measured, and key methodologies used over time. In addition, attention is given to principal drivers and outcomes of salesperson motivation. A summarizing appendix of key articles in salesperson motivation is provided

Sales management : strategy, technology, skills/ Moncrief

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