This study investigates when forced sales turn into fire sales by using a natural experiment which allows us to separate supply and demand effects: Forced sales result from sudden death of house owners and are thus unrelated to current market conditions. We find that forced sales result in fire sale discounts. Discounts increase when the sale is urgent, market conditions are poor, the seller is...

INTRODUCTION The pharmaceutical industry in the United States spends about $15 billion per year advertising its products to the medical profession [1]. Pharmaceutical detailing, which is using sales representatives to call on physicians to promote products, accounts for about 45 percent of this spending [2]. In order to help sales representatives track sales leads, sales, service requests, and ...

A vexing problem in managing sales forces occurs when the sales manager does not know the characteristics of a sales territory. In this paper we show how sales quota-bonus plans can be optimally used to learn about unknown territory characteristics over a multiperiod horizon. We demonstrate this process in two scenarios—one in which the sales manager and the rep are symmetrically informed about...

This white paper describes how the sales environment has changed in response to short-term economic trends and long-term business trends. It then explains why sales organizations are failing to adapt to this changing environment and why the traditional remedies of sales technology and sales training frequently backfire. Finally, this paper describes how scientific measurement can provide a fram...

Objective: This paper aimed at studying the impact of customer orientation and sales orientation on personal sales performance in international market of Bilehsavar County. Research methodology: Statistical population of this survey included all sellers of Bilehsavar market. Sample volume was equal to two-hundred persons through census and correlation method and SPSS software were used to estim...

Finally, in addition to medical training and drug sales promotion, there are many other factors which influence the general practitioner in his attitudes towards drug therapy. Amongst these are the processes of socialization and professionalization which the young general practitioner undergoes as he moves through his medical training and out into general practice. These are the various agencie...

OBJECTIVE To determine whether sales of electrolyte products contain a signal of outbreaks of respiratory and diarrheal disease in children and, if so, how much earlier a signal relative to hospital diagnoses. DESIGN Retrospective analysis was conducted of sales of electrolyte products and hospital diagnoses for six urban regions in three states for the period 1998 through 2001. MEASUREMENT...

OBJECTIVE To evaluate the retail sales of pressurised metered-dose inhalers (pMDIs), dry-powder inhalers (DPIs) and liquids for nebulisation in 16 European countries. METHODS Retail sales data relating to pMDIs, DPIs and liquids for nebulisation delivering short- and long-acting bronchodilators, corticosteroids and combinations between 2002 and 2008 were obtained from the IMS sales database. ...

This study sets out to assess the effects of sales-related capabilities personal selling organizations on individual sales capabilities, behaviors, and performance in cosmetics channels. Data are collected from 151 salespeople, their organizations, visiting customers (151) South Korea. The proposed hypotheses tested through structural equation modelling technique. finds that both types (salesfo...