The selling of sophisticated equipment is very different from the sale of simple products and requires a considerable amount of strategizing to achieve success. In clear recognition of this fact, Canon has a sales strategy training program that uses SPIN@ selling methodology to train major account sales representatives. However, this training gets quickly lost in the multitude of daily tasks th...

C negative information about a product increase sales, and if so, when? Although popular wisdom suggests that “any publicity is good publicity,” prior research has demonstrated only downsides to negative press. Negative reviews or word of mouth, for example, have been found to hurt product evaluation and sales. Using a combination of econometric analysis and experimental methods, we unify these...

Due to the strong competition that exists today, most manufacturing organizations are in a continuous effort for increasing their profits and reducing their costs. Accurate sales forecasting is certainly an inexpensive way to meet the aforementioned goals, since this leads to improved customer service, reduced lost sales and product returns and more efficient production planning. Especially for...

The continued expansion of the casino industry has caused increasing concern regarding the cannibalization of other industries, and in particular, state lotteries. For example, Maryland Lottery sales flattened shortly after casinos began opening in the state. Although previous papers have found that casinos and lotteries have a negative relationship with each other, no previous research has ana...

This paper studies two stochastic Models (A) and (B) with bulk production and bulk sales of products with catastrophe. The system has infinite storing capacity and the production and sales sizes are finite valued random variables with finite maximum production and sales sizes. When a catastrophe occurs the entire stocks are sold. Matrix partitioning method is used to study the models. In Model ...

Personalization mechanisms such as recommender systems play an important role in online retail, and recent empirical contributions nd that they reduce the concentration of sales and increase sales volume within product assortments. But the underlying drivers of these e ects are not yet well understood. I present a model to explain the role of product recommendations on consumers' product discov...

The National Retail Data Monitor receives data daily from 10,000 stores, including pharmacies, that sell health care products. These stores belong to national chains that process sales data centrally and utilize Universal Product Codes and scanners to collect sales information at the cash register. The high degree of retail sales data automation enables the monitor to collect information from t...

This study seeks to demonstrate the impact of sales promotion and advertising simultaneously on consumer’s purchasing behavior. It requires several months to accumulate data and information through questionnaire, surveys, site visits and walk-thorough investigations which are the primary basis of this study work. This study found out that sales promotion is most effective on the consumers who t...

OBJECTIVE To assess the pharmacy profession's perceptions of tobacco sales in US pharmacies and explore whether a policy prohibiting sales of tobacco in pharmacies would alter adult consumer shopping behaviour. SUBJECTS AND DESIGN In California, surveys were administered to 1168 licensed pharmacists and 1518 pharmacy students, and telephone interviews were conducted with 988 adult consumers. ...

The evolutionary neural network (ENN), which is the hybrid combination of evolutionary computation and neural network, is a suitable candidate for topology design, and is widely adopted. An ENN approach with a direct binary representation to every single neural network connection is proposed in this chapter for sales forecasting of fashionable products. In this chapter, the authors will first e...