Sales Resellers Efficiency and Product Category Sales Opportunities

Página do item simplificado
dc.contributor.authorDANNY PIMENTEL CLARO
dc.coverage.cidadeSão Paulopt_BR
dc.coverage.paisBrasilpt_BR
dc.date.accessioned2022-12-22T23:59:26Z
dc.date.available2022-12-22T23:59:26Z
dc.date.issued2017
dc.description.notesEvidênciapt_BR
dc.description.otherThis research investigates how manufacturers gain from identifying the sales growth potential of sales reps accounting for multiple categories and time periods. With increased competition in the market, top management are keen to concentrate efforts in finding growth opportunities. We develop a conceptual framework with four hypotheses to study sales performance including factors related to (a) sales management and promotional effort as well as (b) the benefits obtained by reps in exploring sales and financial resources. We propose a novel three-step approach that enables firms to develop an equitable evaluation of their sales reps and identify sales efficiencies. Using a unique dataset of 12-month sales of 11 product categories from 4,173 sales reps in 16 territories, we estimate a sales frontier and demonstrate the growth opportunity of individual reps for every category. We show the impact of the sales and financial resources on total sales and sales efficiency. Our study addresses the call for more studies on accurate measure of sales rep performance. Our approach enabled us to compare an individual sales rep with the best performers in the whole firm and identify real opportunities to stimulate growth.pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.issn2177-2576pt_BR
dc.identifier.issn2177-2568pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5140
dc.language.isoInglêspt_BR
dc.publisherANPADpt_BR
dc.relation.ispartofEnANPAD - Encontro da ANPADpt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.titleSales Resellers Efficiency and Product Category Sales Opportunitiespt_BR
dc.typeconference paper
dspace.entity.typePublication
local.description.eventEnANPAD 2017pt_BR
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeTrabalho de Eventopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5
Arquivos
Pacote Original
Agora exibindo 1 - 1 de 1
N/D
Nome:
R_Artigo_2017__Sales Resellers Efficiency and Product_EV.pdf
Tamanho:
41.39 KB
Formato:
Adobe Portable Document Format
Descrição:
R_Artigo_2017__Sales Resellers Efficiency and Product_EV
Baixar
Licença do Pacote
Agora exibindo 1 - 1 de 1
N/D
Nome:
license.txt
Tamanho:
282 B
Formato:
Item-specific license agreed upon to submission
Descrição:
Baixar
Coleções
Coleção de Trabalhos Apresentados em Eventos