(Luận văn) poor sales management at r star company

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(Luận văn) poor sales management at r star company

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t to UNIVERSITY OF ECONOMIC HO CHI MINH CITY ng hi International School of Business ep - w n lo ad ju y th yi pl n ua al Vy Lang Truong n va ll fu m oi POOR SALES MANAGEMENT AT R nh at STAR COMPANY z z k jm ht vb gm MASTER OF BUSINESS ADMINISTRATION om l.c n a Lu n va y te re Ho Chi Minh City - 2018 th t to ng hi UNIVERSITY OF ECONOMIC HO CHI MINH CITY ep International School of Business w - n lo ad ju y th yi pl n ua al Vy Lang Truong n va ll fu oi m at nh POOR SALES MANAGEMENT AT R z z STAR COMPANY k jm ht vb gm om l.c MASTER OF BUSINESS ADMINISTRATION n a Lu SUPERVISOR: Dr PHAM PHU QUOC n va y te re th Ho Chi Minh City - 2018 t to ng hi SUPERVISOR’S REPORT ON THE THESIS PROPOSAL SUBMITTED ep FOR DEGREE OF MASTER of BUSINESS ADMINISTRATION w n lo The thesis proposal title POOR SALES MANAGEMENT AT R STAR ad ju y th COMPANY yi pl Student Name: Vy Lang Truong al General comments: n ua Supervisor: Dr Pham Phu Quoc va n  Remarks on the student’s attitude: fu ll …………………………………………………………………………… m oi …………………………………………………………………………… nh at  Remarks on the assignment’s academic quality: z …………………………………………………………………………… z vb jm ht …………………………………………………………………………… Overall assessment: k om l.c  Not meet requirement for submitting gm  Meet requirement for submitting Other remarks: n a Lu  Did the student follow the report schedule?  No n y te re  The Turnitin plagiarism percentage:  Other………………………… va  Yes th Supervisor’s signature t to TABLE OF CONTENT ng hi ep EXECUTIVE SUMMARY w n PART I – INTRODUCTION lo ad Company background ju y th Company symptoms yi pl PART II – PROBLEM IDENTIFICATION n Theoretical basic ua al Content of in-depth interviews n ll fu Cause validation va Verify the potential problem oi m z z om l.c gm APPENDIX k PART V – CONCLUSION jm ht vb Action plan at Solution nh PART III – SOLUTION AND ACTION PLAN n a Lu REFERENCE n va y te re th t to Executive summary ng hi ep In any organization, the sales department plays a pivotal role in the success of the business At R Star company sales has decreased for consecutive years that lead to w n profit of company also decreased Compared to other companies in the same industry like lo ad Phuong Nga, Dinh Diem that their sales increased sharply So sales decrease is y th considered as a symptom that need to investigate to find out what are the main problems ju After conducting an in-depth-interviewed from some staffs at sales department, yi pl chief executive officer and base on literature review, the central problem is found that is ua al poor sales management To find out what are the main causes of central problem, some n interviews were conducted and the main cause of poor sales management are poor va n recruitment, poor training and poor coaching fu ll To solve that poor recruitment and poor training problems, company a properly m oi recruitment procedure to hire right salespersons after that company well training to at nh make sure salesperson have enough skills to job well For poor coaching, we will work with sellers one-on-one or in small groups to guide sellers' actions, keep them on z z track, develop skills, and help sellers achieve top performance Coaches meet regularly vb jm ht with team to help them create goal and action plans, build winning strategies, hone skills, and stay on task and on target The most difficult thing company need to solve that is k gm sales force management because salespeople bridge the gap between customer needs and l.c the product or service that fulfills that need So, to improve sales management company om make a compensation procedure to compete with other companies and keep training and a Lu coaching sales force to help them improve their ability so that they can improve sales n performance and could boost sales so that company can maintain business and expand n va company in the future y te re th t to PART I – INTRODUCTION ng Company background hi ep R Star Co., Ltd., formerly known as Ruby Star Co., Ltd, was established on September 27, 2011, which operates on the business of trading, importing, exporting and w n distributing baby toys, maternity & baby wear lo ad On November 11, 2016, the company was renamed to R Star Co., Ltd along with the y th continuous development not only in sales, but also in facilities, personnel ju Our company now supplies 100% made products in: Thailand, Malaysia, Korea, Turkey yi pl In addition to the KIDART brand of clay, Smile Kids made in Thailand, we are the ua al exclusive distributor of famous toy brands in Turkey such as Let's Powder, Furkan and n Ucar Toys And exclusive distributor of Malaysian Sunta Baby Foam EVA Foam n va Product fu ll All products are intellectual and highly educated for children: awakening creative m oi thinking, logical thinking, stimulating imagination; improve teamwork skills, develop z Internal structure at nh teamwork skills and community integration skills in the future z The internal structure of the company is a functional structure, is showed in the graphic k jm ht vb as follow: om l.c gm n a Lu n va y te re th t to Company symptoms ng R Star company has been operating for more than years, so it is still very young hi ep company compare to other companies in this industry So It has to face so many difficult to survive and compete to the same companies to gain high market share At the moment, w n R Star has a problem that sales has decreased for consecutive years lo ad From the balance sheet of R Star company from 2015 to 2017, Sales has decreased y th slightly Specially in 2016 sales was 18.01 billion, down 7.4 % from 19.45 billion in ju 2015, and in 2017 sales was 16.8 billion, down 6.72% from 18.01 in 2016 yi pl n ua al n va ll fu oi m at nh z z k jm ht vb Unit: Billion l.c Source: Sales department of R Star company gm Chart 1: Sales of R Star company om There are so many reasons lead to sales decrease Beside some internal factors, external a Lu factors like recession economy, political or some policies of the government also effect to n sales decrease In the case of R Star, we are also consider sales of some companies in the n va same industry to find out if external factors also effect these company or not y te re th t to Chart below show sales of some companies ng hi ep w n lo ad ju y th yi pl n ua al va n Source: http://nhantokhai.tct.vn/ihtkk_cbt/tcuuTkhai.do?pagenumber=3 ll fu m oi Compared to another companies in the same industry, like Thanh Nga sales at nh increased sharply, in 2016 increased 124.5 % from 51.5 billion to 115.5 billion and in 2017 increased 8.7% from 115.5 billion to 125.6 billion And Dinh Diem sales increased z z quite sharply, in 2016 increased 37.7 % from 20.4 billion to 28.1 billion and in 2017 jm ht vb increased 16.7% from 28.1 billion to 32.8 billion From some figures show above, Sales of Phuong Nga and Dinh Diem are also k gm increased sharply while sales of R star decreased slightly So some external factors like om Toys industry l.c politic, government policy and recession economy did not affect those company in the n data of profit from 2015 to 2017 of R Star company a Lu The results of sales decrease that made the profit also decreased, the chart below show n va y te re th t to ng hi ep w n lo ad ju y th yi pl ua al n From 2015 to 2017, the profit decreased sharply, in 2016 the profit decreased 8% va n compared to 2015 and 2017 the profit decreased 21% compared to 2016.So sales fu ll decrease of R Star is consider a problem and need to investigate furthermore to find out oi m why sales decrease at nh I choose only this symptom to investigate futhermore because sales is extremely important for every company, it brings money in to help its maintain business of z z company If sales decrease, it leads to operating profit decrease or even loss With vb jm ht situation of R Star at the moment, sales decrease need to be solved to continue operating business In the next part, I will conduct some in-depth interviews and use some theories k om a Lu Content of in-depth interviews l.c PART II – PROBLEM IDENTIFICATION gm to find out the central problem of sales decreased n From the symptoms which mentioned above that are sales decreased for consecutive problems and collect some data to verify the central problems th what central problems are, after that I find some literature review to find some potential y These interviews help me to find down what are going wrong in the R Star company and te re sales manager, Chief executive officer, marketing manager, marketing staff, salespersons n va years, to find out what is the main problems so that I conduct the in-depth interviews with t to In the first interviews, the problems were found out that made sales decrease: Firstly, ng many competitors in the same industry that why company lose the market share, lose the hi ep current customers and it is very hard to find deal with customers because other companies are having a strong sales team than R Star and they have been doing this business for a w n long time such as Phuong Nga, Dinh Diem company lo ad Secondly, some salesperson said that the company has poor sales strategy because it is y th not clearly defined, not documented in writing Thirdly, R Star has a weak sales force as ju sales manager said that the number of salespeople decrease 25% compare to the period yi pl year so that the workload is very heavy Fourthly, company has a poor coaching because n properly ua al sales manager is so busy with his job and could not have time to coach salespeople va n Base on the data collected and interviews with members of R Star company, the fu ll initial cause and effect tree has been developed oi m at nh z z k jm ht vb om l.c gm n a Lu n va y te re th 2016 2017 Number of recruitment Salesperson turnover t to 2015 ng hi ep w n lo ad Interview guide y th 1.Personal information: name and position within the company ju 2.As you know that sales decreased for years from 2015 to 2017, what are the reasons yi pl for sales decrease? Prompt ua al Do you face any difficult things in your job? n What you think about your company sales strategy? va n 5.Does your company often organize training skills course for salesperson? ll fu What you think about your company sales coaching? m oi What you think about your company sales recruitment? z 9.What you think about sales leadership? at nh 8.What you think about marketing strategy? z om l.c Interviewer: gm Transcript k Time: 0600pm, 16 August 2017 jm Location of interview: R Star Office, HCM city, Vietnam ht vb TRANSCRIP OF IN-DEPTH INTERVIEW Hello, I’m Truong Thank you for taking your time I am doing a a Lu research about problem solving in R Star company Would you n mind if I asked you some questions to assist me in my research I’m n va sure that it will not take too much your time Could you please te re introduce about yourself? y Ok My name is Xuyen, I’m 40 years old, I am a director and th Interviewee: founder of R Star company 37 t to Interviewer: Thank you, as you know that sales decreased for years from 2015 ng to 2017 As a director, what are the reasons for sales decrease? hi ep Interviewee: From 2015 to 2017 sales has decreased quite sharply, there are some reasons that lead to sales decrease include internal factors and w n external factors For external factors, what is the main reason is lo ad competitors like Phuong Nga, Dinh Diem who those are top y th companies in kid toys industry They have been in the market for ju more than 20 years, for our company, we just started for years yi pl and we are a very small company, so it is very difficult for us to ua al compete to them For internal reasons, sales manager did not n manage sales force well enough, for example they did not have a va n proper sales strategy, as a monthly report , the number of new fu ll customers was very low, and sales rep turnover is exceptionally m oi high, some of salespeople could not meet sales target Could you please give me more details about that? Interviewee: Yes, of course, for example when we recruited new salesperson, at nh Interviewer: z z vb after working for month or month, and they thought it was a jm ht hard job and stress full or they could not meet sales target so that k they quit job It takes time and money to employ new salesperson gm How does company hire salespeople? Interviewee: Normally, sales manager will be responsible to employ salespeople, om l.c Interviewer: a Lu it is so simple to recruited the new one but it is hard to keep them n and the most important things to train and motivate them to work n te re Interviewer: va well Ok, I see, Did you know why salesperson quit job? how you y Interviewee: th employ new salesperson? When they applied for leaving job, I did talk to them why they 38 t to wanted to stop working because they cannot meet sales target and ng work under pressure, some of them find a new job that suit their hi ep major, low salary Normally sales manager recruit salespersons for their team by w n testing and interviewing, but we need new sales person have at least lo ad year experience because so we don’t have to train them and they y th can start working straight away At the moment it is very hard to ju employ new one so if we can deal salary and commission we will yi pl sign contract with them What you think about sales coaching at R Star? Interviewee: I think sales manager need to have a clearer coaching program, and n ua al Interviewer: va n should give feedback to salespeople more and should motivate and fu ll follow tightly to understand salesperson and help them to improve m oi their skills and their potential Ok, Thank you very much, I hope you have a good day at work Interviewee: Thank you, have a nice day at nh Interviewer: z z jm ht vb Hello, I’m Truong Thank you for taking your time I am doing a gm Interviewer: k Transcript l.c research about problem solving in R Star company Would you mind om if I asked you some questions to assist me in my research I’m sure a Lu that it will not take too much your time Could you please introduce n My name is Hoa, I’m a sales manager of R Star company, I have va Interviewee: n about yourself? te re been working here for years y Thank you, as you know that sales has decreased for years from th Interviewer: 2015 to 2017 As a sales manager, what are the reasons for sales 39 t to decrease? High competitive is one of reason that sales was down, many ng Interviewee: hi ep companies in the same products like our company such as Dinh Diem, Phuong Nga company and I think our company has a weak w n sales force, before we have 10 members, but now in total we have lo ad members in sales department, sales manager, salesperson for y th general trade ( GT) and sales person for modern trade (MT) And ju sometime our salesperson could not meet sales target so they left yi pl company, that’s why R Star have to recruit new sales person and it ua al will take time and money for recruiting and Training Of course n when new salesperson starts working, they cannot be productivities va n than old members because they will need time to get used to with fu ll new jobs so that we lost current customers to other company because m oi we did not take good care of them So why did they left the company? was sales target high and heavy z If sales person does not meet sales target for consecutive months, vb Interviewee: z workload? at nh Interviewer: So normally, for how often does salesperson leave company? is it om l.c easy to recruit new salesperson? Interviewee: gm Interviewer: k sales target, they will be sacked jm ht The warning letter will send to them, and if they still cannot meet For average, every two months would have salesperson leave a Lu company and it is quite hard to employ new salesperson with n experience, we normal recruit new students or who have or years th We have so many program to boost sales such as buy one get one y Interviewee: te re Hum, what did your company to boost sales? n Interviewer: va working experience free, join trade fair to advertise our products, promotion on special 40 t to day like children’s day Furthermore we are trying to recruit ng experience salespersons to enhance our sales force and boost hi ep revenue Interviewer: w n Interviewee: Do you face any difficult things in your job? As a sales manager and with a lot of workload, imp so busy and I lo ad have a lot of things to for example, I have to recruit new y th salesperson every month, manage sales force, sales forecast, make ju reports to director, make sales strategy, coaching But the most yi pl difficult thing is when salesperson stops working, I have to recruit n Star ua al new one and training, coaching it takes time and money of R va How does company hire salespeople? Interviewee: Normally, I will be responsible to employ salespeople, it is so simple n Interviewer: ll fu m oi to recruit the new one but it is hard to hire right salespeople and keep at nh them and the most important things to train and motivate them to z work well So our company need to improve recruitment process and z vb selection and other training course to support sales team Ok Thank you very much have a good day Interviewee: Ok, Thank you very much k gm om l.c Transcript Interviewer: jm ht Interviewer: Hello, I’m Truong Thank you for taking your time I am doing a a Lu research about problem solving in R Star company Would you n mind if I asked you some questions to assist me in my research I’m n va sure that it will not take too much your time Could you please te re introduce about yourself? y My name is Phuc, I’m a salesperson, I have been working for th Interviewee: general trade for years 41 t to Interviewer: Thank you, as you know that sales has decreased for years from ng 2015 to 2017 Do you know what the main reasons are? hi ep Interviewee: Well, The number of salesperson in my team were down from to 5, in the GT we have people but we have to manage so many w n areas, markets so we are so busy to take care current customers and lo ad have no time to develop new customers Can you give me some examples? Interviewee: Like we are busy to take care current customers but if we don’t take ju y th Interviewer: yi pl good care of them, we will loss them for competitor Do you mean the workload is too much so that you can’t look after ua al Interviewer: n customers well? va Yeah, I have to find new customers, contact customers, negotiation n Interviewee: fu ll with them about price, payments and delivery goods and every m oi week have to reports for my boss Do you often meet sales target every month? Interviewee: Maybe or month don’t meet sales target because sometime I at nh Interviewer: z z vb jm ht have a problem with dealing with new customers and make k contracts, sometime they want to have a bigger discount from my gm company and I cannot compromise with customers If something like that happened, you often discuss with your boss what you normally have to face? a Lu Interviewee: om l.c Interviewer: Yes, I did talk to my boss but I think I have to improve my sales n te re Interviewer: n to help me in my job va skill like negotiation skill, persuading skill, problems solving skill Does your company often organize training skills course for y Interviewee: th salesperson? Actually our sales manager train for us about products and some 42 t to ways to find customers and we start to work and learn from each ng other but I think our company need to train salesperson more hi ep because when I first started working here, I was not trained properly about sales skills so I have to learn from other salesperson w n Interviewer: lo ad target, you know what are the reasons? Well, in my opinion, some of them lack of experience and they are y th Interviewee: As I know some salesperson in your department did not meet sales ju not well train enough some of them even work for companies in yi pl the same time or they don’t have motivation to work here I have ua al had some conversation with salesperson, they said that they just n want to work here because it is easy to get a job here or they have va n not found a suit a job yet so they want to get experience fu Ok, What you think about your company sales strategy? Interviewee: Actual, our sales strategy is not good enough ,sales decrease for ll Interviewer: oi m z the situation at nh consecutive years so we need to have a strategic plan to improve z What you think about your company sales coaching? Interviewee: In my opinion, my sales manager should control and train jm ht vb Interviewer: k salespeople more and motivate them more to help them meet sales Interviewee: Ok Thank you, have a nice day om Ok, Thank you very much, have a nice day l.c Interviewer: gm target, n Hello, I’m Truong Thank you for taking your time I am doing a va Interviewer: n a Lu Transcript te re research about problem solving in R Star company Would you y th mind if I asked you some questions to assist me in my research I’m sure that it will not take too much your time Could you please 43 t to introduce about yourself? ng Interviewee: My name is Phuong, I’m a salesperson, I have been working for hi ep general trade for months Interviewer: w n Interviewee: Oh, have you ever worked as salesperson before? Yes, I used to work for another company as salesperson but lo ad different industry, I worked for Pham Nguyen company which they y th sell cakes, candies Oh yeah, so at least you have experience, when you started work ju Interviewer: yi pl with R star company, you have any difficult at your job? al I think it is ok for me because I get used to work as salesperson, but ua Interviewee: n I think R star should training more for salespersons, from the va n time I work here, I have never join any training class for sales fu ll except the first time the sales manager introduced about products so oi m I work until now What were your performance for the last months? Interviewee: Because I have been working her for months, so I have to face at nh Interviewer: z z vb many difficulty things so I did not meet my sales target and new jm ht customer target I need to work hard and improve my sales skill to k meet my target Sometime I nearly get a new customers but because gm of lack of negotiation skill and persuading skill so I could not sign om Interviewer: Do you think your company need to more training and coaching n a Lu to support your job? Yes I think so but our company is a small company so it costs a lot te re Interviewer: n money for training us va Interviewee: l.c contract with them As I know some salesperson in your department did not meet sales y Interviewee: th target, you what are the reasons? Some salespeople lack of experience and they don’t know what to 44 t to do, I think they need to be coached and training properly ng hi ep Interviewer: Ok, What you think about your company sales strategy? Interviewee: Actually, our strategy is the same, and we just follow the procedure of sales, sometime we concentrate on this product, sometime w different products when I try to develop new customers, I don’t n lo ad know where to start so I marketing online on social network to y th find but it is not effective yi Yeah, my coworker support me a lots and help me to get overcome pl Interviewee: when you get trouble with your job, does anyone support you? ju Interviewer: n ua al its n va ll m oi Transcript Hello, I’m Truong Thank you for taking your time I am doing a at nh Interviewer: fu Appendix 4: Secondly interviews z research about problem solving in R Star company Would you z mind if I asked you some questions to assist me in my research I’m vb My name is Thanh I’m 32 years old Now I’m working as gm Interviewee: k introduce about yourself? jm ht sure that it will not take too much your time Could you please for years om l.c marketing manager at R Star company I have been working here a Lu mum, what exactly you in your department? Interviewee: : I make some marketing campaigns and produce valuable and n Interviewer: n va engaging content for our website and blog that attracts and converts te re our target groups, Be in charge of marketing budget and allocate y Interviewer: th funds wisely Could you please tell me what company did in the past? 45 t to Interviewee: : Our company join many exhibition fairs to display and introduce ng our products to customers, and support sales department to boost hi ep sales Interviewer: As you know, sales has decrease for consecutive years, what w n you think about that? lo ad Well, Before every campaign, our department and sales department y th Interviewee: ju always have a meeting and support each other to meet our target yi pl Beside that we often advertise often on face book, Google, zalo ua al Those social network are very famous and a lot of people in Viet n Nam use them But one thing our company are always consider that va n is company budget because R Star is a small company and source fu ll of finance is not much for marketing so for every campaign we m oi have to cut down the costs So it would affect the quality of our at nh campaign z z How much money does company can spend for marketing in a jm It is about 150 million for a year, it is not much because each k Interviewee: ht year? vb Interviewer: gm exhibition fair cost about 20 million so that in a year, our company om Interviewer: so you mean that low budget is that a problem that lead to sales a Lu decrease? Actually, I think marketing is good so that company can attract n Interviewee: l.c just join or n va customer and let people know about our products Many big te re companies they spend a lot of money for marketing so it could help y weak marketing th company to sell products If company have strategy so that company cannot take competitive advantage in the 46 t to market, Customers does not know about products So if company ng have a big marketing budget, it is good to take advantage hi ep ok Thank you very much Interviewee: Thank you, have a good day Interviewer: w n lo ad Transcript Hello, I’m Truong Thank you for taking your time I just y th Interviewer: ju interviewed marketing manager and he said that the budget for yi pl marketing is very low in your company ,what you think about n ua al that? va Well, That is true, our budget for marketing is not high because our n Interviewee: fu ll company is very small and weak finance so that we have to balance m oi everything, we still the good things like advertise on face book, at nh Google, zalo and join some fairs So it depends on budget, z marketing department could not choose the best way to advertise z vb Of course I would like to the best to have company developed and I jm ht think in the future we will spend more money on marketing to take k competitive advantage in the market so that it can increase sales in om l.c gm the future a Lu Transcript Hello, I’m Truong Thank you for taking your time What you n te re Interviewee: n think about marketing strategy in your company? va Interviewer: Well, marketing department support our department very well, y th They are concentrate on advertise on social website like zalo, Google, face book and established website Sometime our company 47 t to take part in some trade fairs and some events to advertise our ng products As I know the budget for marketing is very low, so they hi ep have to consider which fairs or events they join to reduce the costs Interviewer: After your company joined events and trade fairs, what was the w n result? lo ad Interviewee: Well of course, when we take part in trade fair and events which are y th good ways to approach new customers and can boost sales but not ju very much yi Ok Thank You pl Interviewer: ua al va Hello, I’m Truong Thank you for taking your time Please tell me n Interviewer: n Transcript fu ll about yourself? As director said that the sales rep turnover is high, m oi could you give me some data and reason why? I have been working here for years as a human resource manager Interviewer: As director said that the sales rep turnover is high, could you give at nh Interviewee: z vb I have been working here for years as a human resource manager jm ht Interviewee: z me some data and reason why? k Recently, salesperson turnover is quite high at R Star company In gm 2016 the number of sales rep that we recruited were 9, and left om l.c In 2017 the number of sales rep that we recruited were 8, and left Some reasons why they left were working under pressure, low n Do you know what are the main reasons that salesperson leave their te re Interviewee: n job? va Interviewer: a Lu compensation, or they could not meet sales target I did ask them some questions why they leave the job, some of y th them said that they have a new job suit their major and higher salary, some of them said that the job was very stress , high sales 48 t to target ng Interviewer: Ok Thank you very much, have a good day hi ep w n Transcript lo ad Interviewer: Hello, I’m Truong Thank you for taking your time again After y th interview and literature review I found that your company has a ju poor sales management, the main causes of that are poor coaching yi pl and poor recruitment and training? What you think about that? al I think my company need to improve sales management by make a ua Interviewee: n clearer sales recruitment and training and sales manager need to va n make clearer sales coaching like motivation, giving feedback, set fu ll KPI, follow step by step salesperson m Ok, Thank you very much, have a nice day Interviewee: Ok Thank you, have a nice day oi Interviewer: at nh z z k jm ht vb om l.c gm n a Lu n va y te re th 49 t to Reference list ng hi ep Baldauf A, Cravens DW, Piercy NF Examining business strategy, sales management, and salesperson antecedents of sales organization effectiveness Journal of Personal Selling & Sales Management 2001;21(2):109-22 Hisrich RD, Jackson RW Selling and sales management: Barron's Educational Series; 1993 Calvin RJ Sales management: McGraw Hill Professional; 2004 Futrell C, Futrell C Fundamentals of selling: Irwin Homewood, IL; 1993 Fornell C, Wernerfelt B Defensive marketing strategy by customer complaint management: a theoretical analysis Journal of Marketing research 1987:337-46 Weitz BA, Bradford KD Personal selling and sales management: A relationship marketing perspective Journal of the academy of marketing science 1999;27(2):241-54 Jaramillo F, Grisaffe DB, Chonko LB, Roberts JA Examining the impact of servant leadership on sales force performance Journal of Personal Selling & Sales Management 2009;29(3):257-75 Jones E, Brown SP, Zoltners AA, Weitz BA The changing environment of selling and sales management Journal of Personal Selling & Sales Management 2005;25(2):105-11 Dictionary B Business dictionary Retrieved April 2012;17:2012 10 Jantan MA, Honeycutt Jr ED, Thelen ST, Attia AM Managerial perceptions of sales training and performance Industrial Marketing Management 2004;33(7):667-73 11 Olorunleke GK INFLUENCE OF SALESPERSONS’COMPENSATION ON PERFORMANCE DURING SALES PROMOTION OF SELECTED COMPANIES IN ILORIN, NIGERIA Nigerian Journal of Applied Behavioural Sciences 2014;236:244 12 Mathews BP, Redman T Recruiting the wrong salespeople: are the job ads to blame? 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