We present methods to characterize market conditions from historical data, and we describe how this knowledge can be used to make strategic and tactical sales decisions. The methods are based on learning dominant market conditions, such as over-supply or scarcity, from historical data using computational methods to represent the price density function. We show how to use this knowledge, togethe...

Customer Relationship Management (CRM), social selling, and other sales technology innovations have the potential to generate an overwhelming amount of data that may prove useful to those who understand how to analyze it. The next generation of sales professionals will need to have a well-developed analytical skill set in order to analyze available data and identify areas needing improvement, t...

E$cient long-term capacity management is vital to any manufacturing "rm. It has implications on competitive performance in terms of cost, delivery speed, dependability and #exibility. In a manufacturing strategy, capacity is a structural decision category, dealing with dynamic capacity expansion and reduction relative to the long-term changes in demand levels. Sales and operations planning (S&O...

Empirical research suggests that most corporate consumer affairs departments are not a part of the decision-making structure of their respective firms. The typical consumer affairs department appears to have little influence in management decisions that affect consumer satisfaction and welfare. As a result, it is of limited value for the consumer. A reason for the isolation of consumer affairs ...

W study a manufacturer’s problem of managing his direct online sales channel together with an independently owned bricks-and-mortar retail channel, when the channels compete in service. We incorporate a detailed consumer channel choice model in which the demand faced in each channel depends on the service levels of both channels as well as the consumers’ valuation of the product and shopping ex...

The authors have a wide-spectrum of experience in territory alignment arising from research as well as direct interaction with over 300 sales forces. Based on their experience, they believe sales territory alignment is one of the most frequently overlooked sales force productivity areas. Many sales forces are losing millions of dollars each year because of territory imbalances. Wellmanaged comp...

This paper addresses the two opposing extremes of standardisation in franchising and the dynamics of sales in search of a juncture point in order to reduce franchisees’ uncertainties in sales and improve sales performance. A conceptual framework is developed based on both theory and practice in order to investigate the sales process of a specific franchise network. The research is conducted ove...

In this paper, the author applied the concept of the Markov chain and divided sales procedures into several indexes and states; use the state index for connecting success in sales and customer relations into Pfeifer’s method, establish a mathematical model, and demonstrate its result. In order to increase profits and decrease the cost of sales for the company, we further classify customers and ...