Sales & Marketing

Make Rain is a business book that helps salespeople, professionals and entrepreneurs sell more in a shorter space of time. The book looks at the mindset and practice of Rainmakers, the top 20 percent of individuals who seem to bring in the lion's share of the revenue into the firms they work for. Make Rain is split into 180 unique insights into how the Rainmakers do it. Each insight is designed to challenge and encourage the reader to change their thought patterns and habits in order to be successful in business and in life.

“This book fills a gap in the crowded library of books on sales. It is very different from all the other books and in many ways it is also much better. Make Rain is a collection of short one and a half page inspirational messages. Each message can stand alone, so the reader will get value already after the first couple of pages. The value of the book simply accumulates as you turn each page. No other book in my library of books on sales can make such a claim! Make Rain is a great book to have with you everywhere. You can use any break in the day to consume a message or two, but do yourself a favour and think carefully about the messages you read. Each of the messages actually has the potential to change your life – for the better.” Hans Peter Bech, Author of the Amazon #1 bestseller Building Successful Partner Channels.

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Sampai saat ini belum ada yang dapat memprediksi kapan pandemi Corona ini akan berakhir. Semakin lama krisis ini berlangsung semakin menderita berapa sektoral yang terpuruk, misalkan perhotelan, usaha perfilman, penerbangan, perhubungan, mall, Entertainment, MICE, Travel, namun adapula ang mengalami booming, yaitu sektor industri online, asuransi dan kesehatan. Semua orang mempercayai bahwa didalam krisis selalu ada peluang untuk dikembangkan, misalkan pada sektor komunikasi, peningkatan penggunaan media sosial didalam berkomunikasi sehari-hari pada saat krisis ini merupakan lompatan yang sangat besar. Perubahan perilaku berkomunikasi ini sebagai dampak dari social distincing yang diterapkan selama periode krisis Covid-19 ini. Perilaku sebagian masyarakat yang cenderung masih menyukai berkomunikasi secara konventional (face to face) dipaksakan untuk bergeser melalui media digital. Komunikasi pada saat krisis ini mempunyai peranan penyeimbang didalam menjaga manusia agar tetap dapat berinteraksi antar sesama sebagaimana kodratnya sebagai makluk sosial. Dalam buku Pengantar Ilmu Komunikasi karya John Fiske menyampaikan bahwa dalam model Newcomb (1953) bahwa peran-peran yang terlibat dalam berkomunikasi mempunyai fungsi memelihara keseimbangan dalam sistem sosial, dalam model ini menyatakan bahwa semua orang yang terlibat membutuhkan informasi dan tanpa media kita tidak bisa merasakan diri kita sebagai bagian dari masyarakat (John Fiske, 1990). Hal ini tercermin pada saat krisis ini, peranan media komunikasi seperti penggunaan Zoom, telpon genggam dan media online lainnya merupakan alat utama untuk berinteraksi antar individu selama krisis covid-19 ini. Namun perubahan perilaku yang instan dan keterpaksaan yang disebabkan oleh krisis juga merupakan batu sandungan dalam berkomunikasi. Seringkali

This paper suggests that stamp dealers can attract and retain customers by following the principles of Bernshteyn's "Value as a Service," focusing on offering distinct and measurable value rather than selling mere commoditized objects that buyers cannot differentiate from any other source.

Purpose
The purpose of this paper is to comprehensively explore marketing issues for foreign industrial companies of large, small and medium size entering emerging markets (EMs), particularly transition economies in Eastern Europe. The vast majority of current studies about emerging markets focus only on defining suitable strategies related to large consumer goods corporations.

Design/methodology/approach
The research adopted a multiple case study approach. Five Italian companies belonging to different business-to-business industries that have entered emerging countries in Eastern Europe were selected for investigation.

Findings
Empirical analysis uncovered recurring issues related to: institutional factors causing market uncertainty and instability; difficulties in building a sales network; a need for product adaptation to guarantee satisfactory performance; choices related to communication, branding and trade fairs; and considerations about competition and first mover advantage. Results can be interpreted as an extension of the analysis of institutional voids by Khanna and Palepu (1997).

Research limitations/implications
The study is based on the analysis of five case studies of companies operating in specific emerging markets, namely in Eastern Europe Countries (EEc) Further research based on different samples and different emerging countries is needed before generalizing results.

Practical implications
The study shows that the main institutional void affecting business-to-business companies entering emerging markets (EEc) is the lack of locally developed sales and after-sales networks. This institutional void slows the entry process of business-to-business companies in EMs. Given these constraints, from the perspective of business-to-business SMEs, it may be fruitful to pursue niche positioning in EMs.

Originality/value
The study analyzes emerging markets opportunities and entry strategies from the business-to-business marketing perspective, uncovering the most critical issues.

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The purpose of this study is to examine the turnover intentions of female employees working in the marketing department in the retail sector as an aisle salesperson. The Expectation Theory was applied as a frame for understanding the motivations of these employees' voluntarily leave intentions. In this study, face-to-face interviews were made with a semi-structured interview form. Data was collected from the female employees of a company that has 24 branches in Ankara, and 6 in different cities in the grocery retailing industry with 171 employees. The qualitative data were analyzed with the QDA Miner program and then interpreted. According to the results, the motivation level of female employees is affected by their moral expectations as well as their financial expectations. For reducing the female turnover rate, organizations should apply the motivation tools and take the necessary measures.

Streszczenie:
Niniejszy artykuł pokazuje początki stosowania pojęcia marketing i jego ewolucję do czasów współczesnych. Pierwsze odnotowane użycie tego słowa pochodzi z 1561 roku, a więc w 2014 roku ma ono 453 lata. Publikacje mające w tytule termin marketing, pojawiają się na początku XX w. i wiążą się z produkcją rolniczą oraz handlem żywnością. Mimo, że pozycje książkowe o istocie marketingu pojawiają się w latach 20. XX w., to za pierwszą definicję uznać trzeba dopiero stwierdzenie F.E. Clarka z 1925 roku, że Marketing oznacza wysiłki, których efekt przenosi się na własność towarów. Definicja inicjująca działalność stowarzyszenia AMA powstanie 10 lat później i będzie odnosiła się do dystrybucji. W miarę rozwoju przemysłu i handlu, powstawania wielkich miast, upowszechniania się wynalazków, rynek się zmienia i zmieniają się działania marketingowe przedsiębiorców. Wydaje się jednak, że dopiero od lat 50. XX w. mówić można o marketingu, jako metodzie zdobywania sukcesu przez lepsze niż konkurencja zaspokajanie potrzeb odbiorców.
Słowa kluczowe: sprzedaż, rolnictwo, pośrednicy, transformacja rynku, konkurencja, ewolucja marketingu

Summary:
This paper shows the origins of a concept of marketing and its evolution from the XVI c. till modern times. The first recorded use of the term dates from 1561, so in 2014 it is 453 years old. Publications with the term marketing in a title become visible at the beginning of the XX c. and are associated with agricultural production and trade of food. Although books discussing the theory and essence of marketing appear in the 20s. of XX c., it must be regarded that the first definition is F.E. Clark`s the statement (1925) that Marketing means efforts which effects transfers in the ownership of goods. Definition initiating activity of the AMA association will upraise 10 years later and will refer to distribution. According to development of industry and trade, emergence of large cities, dissemination of inventions, the market is changing and entrepreneurs` approach to marketing is changing as well. It seems, however , that only from 50s. of XX c. we can talk about marketing as a way of gaining success through better than competition meeting the needs of customers.

Quality Control Circle (QCC) is a small group of workers who come together to discuss about controlling and improving quality of product and working process using concept, tool and quality control technique. PT Bintang Anugerah Surabaya, a steel distributor company, implemented Quality Control Circle as an integral part of Total Quality Management to improve their performance in business competition. The goal of this research was to investigate the implementation of Quality Control Circle in Project Sales Sub Divison PT Bintang Anugerah Surabaya in order to reach 100% VIP Customer Sales Target. After spinning PDCA circle using Eight Steps Improvement, Seven Tools and QCC technique (Brainstorming, 5Why, 5W3H), QCC team found that the root causes were lack of following up the VIP customer quotation, shortage of salesperson and lack of negotiation skills. Therefore, they need to make improvement to overcome that causes. After QCC, team couldn't achieve the average of sales target percentage by 100% (only 98%), however the average of sales revenue percentage had been increased up to 33%. Conclusion, even the target had not reached, QCC implementation in this sub division had applied effectively. It was shown by increasing of sales target percentage and increasing of sales revenue after the program.

Καμία επιχείρηση δεν μπορεί να αναπτυχθεί χωρίς τη συμβολή αποτελεσματικών πωλητών. Η κατανόηση της επαγγελματικής ικανότητας πώλησης είναι, επομένως, ένα από τα πιο αξιόλογα προσόντα όχι μόνο για πωλητές πρώτης γραμμής αλλά και για όποιο άτομο του οποίου το επάγγελμα επηρεάζει το πιο σημαντικό στοιχείο μιας εταιρίας-τους πελάτες της. Επομένως, όποια κι αν είναι η περίπτωση, φοιτητής, πελάτης σε κατάστημα ρούχων, έμπειρος αγοραστής σε πολυεθνική εταιρία, ολόκληρη διοικητική επιτροπή ή διευθυντικό στέλεχος υπεύθυνο για τον προϋπολογισμό ενός οργανισμού, πρέπει να αναπτύξετε τις απαραίτητες ικανότητες που θα συμβάλλουν στην πιο γρήγορη επίτευξη πωλήσεων. Το βιβλίο αυτό βοηθά να αξιολογήσετε τις υφιστάμενες ικανότητές σας στις πωλήσεις και ακολούθως σας καθοδηγεί σε κάθε διάσταση της διαδικασίας πώλησης, από τις πιο αποτελεσματικές μεθόδους έναρξης στους καλύτερους τρόπους ικανοποίησης των πελατών σας και στη διαχείρηση μιας ομάδας πωλήσεων. Σας οδηγεί από την πρώτη τηλεφωνική επικοινωνία με έναν καινούριο πιθανό πελάτη και το σχεδιασμό της εκστρατείας πώλησής σας στην επίτευξη μιας πώλησης και στην τήρηση των υποσχέσεών σας. Επίσης, αναφέρεται στο χειρισμό των κύριων/μεγαλυτέρων σας λογαριασμών-των πιο σημαντικών σας πελατών, που συνήθως παρέχουν μέχρι και το 80% των συνολικών εσόδων ενός οργανισμού-και περιγράφει το σχεδιασμό και την οργάνωση τέτοιων λογαριασμών ούτως ώστε να διασφαλίζεται η αφοσίωση των πελατών και η συνεχής ροή αναμενόμενων, επικερδών πωλήσεων. Η Ρία Νικολέττη Μορφίτου είναι Αναπληρώτρια Λέκτορας Μάρκετινγκ και Διοίκησης στο Πανεπιστήμιο Λευκωσίας. Έχει λάβει τα επαγγελματικά προσόντα της στο χώρο του Marketing και H.R. Είναι διαπιστευμένη Ανώτερη Σύμβουλος Επιχειρήσεων από το Ινστιτούτο Τεχνολογίας και από τον Οργανισμό Ανάπτυξης Ανθρώπινου Δυναμικού στην Κύπρο. Έχει ενεργά εργαστεί ως Σύμβουλος Επιχειρήσεων τα τελευταία 15 χρόνια με σημαντικό πελατολόγιο που περιλαμβάνει κορυφαία ιδιωτικά και ημι-κυβερνητικά ιδρύματα και οργανώσεις. Έχει, επίσης, συμμετάσχει ενεργά σε ευρωπαϊκά προγράμματα υποστήριξης της γυναικείας επιχειρηματικότητας και έχει εκδώσει μεγάλο αριθμό επιστημονικών άρθρων στο εξωτερικό.

The popularity of loyalty programs worldwide shows that this is one of the most efficient marketing tools in highly competitive markets to retain customers. The saturation of loyalty schemes themselves can lead to a fierce competition between firms to gain wider penetration for their cards. The experience of the  customers regarding adoption of loyalty programs can affect their attitude towards the different attributes of the programs. We found that more experienced customers evaluate the importance ofthe soft attributes of the loyalty schemes higher.

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Purpose of the Study: For adaptive selling to be successful, salespeople need to categorize their customers to tailor their sales approach. But how do students who are learning to sell know how to categorize customers when they often have little or no experience with customers? Students intuitively understand that customers are unique and thus adaptive selling techniques are needed. However, they lack the experience to create customer typologies and to know what kind of adaptions they should make and how to implement those adaptations throughout the steps in the sales process based on specific customer types. This article describes a pedagogical methodology that is empirically tested to help educators teach adaptive selling knowledge by using DISC® (Dominance, Influence, Steadiness, and Conscientious). In so doing, a cumulative hierarchical structure is created that assists teaching adaptive selling throughout the entire sales process.

Method/Design and Sample: Assessment from quantitative and qualitative methods with 82 students from traditional and online modalities was utilized.

Results: Findings provide support for the instructional methodology. Additionally, qualitative research uncovered students' perceptions of DISC® in four key areas: (1) DISC® knowledge, (2) self-awareness, (3) changes to views of others, and (4) interpersonal communication. Value to Marketing Educators: Step-by-step project implementation is provided for ease of use and adaptation to selling, as well as other marketing classes. Moreover, the article includes a table that applies DISC® to all steps of the selling process, detailing how to use established selling techniques for different behavioral styles.

Foreign television channels are broadcasting programs through satellite technology for more than 20 years in Bangladesh. In the beginning of 21st century a good number of foreign channels have created a established views panel in the urban who regularly watch the foreign programs. on the other hand the audiences for the local TV channels are very limited. People are getting updated and modern programs through foreign channels which make them demotivated to watch the domestic programs. Because of this issue the foreign cultural trend get the access to mix with the domestic culture which has both positive and negative effect. This research tends to investigate why the people are preferring the foreign channels over local channels.

Increasing demands for international solution selling call for a better understanding of the interpersonal communication competence required of sales professionals. Accordingly, this study investigates discipline-specific needs regarding the interpersonal communication competence required by business-to-business (B2B) sales-people. Empirical data was collected via 39 in-depth interviews from international B2B salespeople, sales managers, CEOs and sales communication educators. As a result, we have formed a new conceptualization of sales communication competence in international B2B solution selling comprising four components: (1) a be-havioral communication component, (2) an affective communication component, (3) a cognitive communication component and (4) sales acumen. Managerial implications are presented with recommendations for future research .

Designing and implementing a Key Account Management (KAM) programme represents a key task for suppliers that are looking to expand the scope of their relationships with their key customers. Though research has explored the issues of Key Account Management and value within business to business (B2B) relationships, very little research has focused on how KAM can be used to maximise value from these relationships. The work of Pardo, Henneberg, Mouzas and Naudé (2006) theorised a model they dubbed the KAM Value Model. They posited that the value within a KAM framework is multi-dimensional and thus to truly achieve the objectives of any KAM programme, the focus should be on fulfilling the potential of value created and co-created.
The essence of this research is to study the nature of value between the supplier and the customer through a KAM programme by obtaining qualitative information through interviews with key account managers at EPI Service Ltd and quantitative data from surveys from the main contacts of 58 of EPI Service Ltd’s key accounts both in the UK and internationally.
Conclusions established that Key Account Management is vital in harnessing value from the customer, adding value to the customer and establishing value by the relationship itself. There are also a number of similarities found between the KAM value model developed by Pardo et al (2006) and the value construct created and harnessed by the EPI Service Ltd’s KAM Programme.

Purpose: The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The Knack of Selling – which was published in 1913 and intended as an early training course for salesmanship. 

Design/methodology/approach: This research utilized a close, systematic reading of The Knack of Selling series and places it in the professional and intellectual context of the early 20th century. Books published about marketing are primary source materials for any study of the history of marketing thought. In this case, The Knack series constitutes significant primary source material for a study of early thinking about personal selling.

Findings: Echoing A.W. Shaw, Watson offers a more sophisticated interpretation of the “one best way” approach associated with Frederick Taylor. Watson’s advice did not entail the repetition of canned sales talks to each customer. His vision of practice was more complicated. Sales presentations were temporally and locationally relative. They were subject to ongoing evolution. As the marketplace changed, as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer and customer were described. While relational themes are present, so are military metaphors. 

Originality/value: This is the first systematic reading of The Knack of Selling that has been produced. It is an important contribution to the literature inasmuch as this book set is not in wide circulation. The material itself was significant as an input into scholarship subsequently hailed as seminal within sales management.

Keywords: Marketing; Marketing Theory; Sales; Salesmanship; Power.     

 

Segmentation is essential and necessary for any organization trying to survive in the global market. Consumer demands are diverse and all demands have to be met as effectively as possible. Therefore organizations that sell a product or service has to know who their various target markets are and segment their product in a way that suits each segment identified.
This study looks at the segmentation process and how segmentation can be effectively utilized to improve the productivity of an organizations goods or services.
Data is obtained from both primary and secondary data sources and analyzed by trend analysis. The research revealed that once products or services were tailored to suit various types of consumer segments, then requirements will be me; thus satisfaction, therefore increasing the level of demand of that product or service. 
The study looks at the levels and patterns of market segmentation, segmentation procedure, the various bases of segmentation, and evaluating & selecting the market segmentation.
The research concludes that effective consumer segmentation can increase the level of demand of a product or service, of an organization. It has also been recommended that profit making organization should always work around segmenting customers of their product or service if they want to increase sales in their organization.

Μεσογειακό Κολέγιο: 2ο Διεπιστημονικό Φοιτητικό Συνέδριο 2014

Η παρουσίαση αυτή στοχεύει στην παροχή μιας στρατηγικής ανάλυσης της διαχείρισης της Alfa Pastry SA, ένας από τους πιο σημαντικούς παράγοντες, που δραστηριοποιούνται στην ελληνική αγορά κατεψυγμένων βιομηχανίας επεξεργασμένων τροφίμων. Όπως συμβαίνει με τις περισσότερες ελληνικές επιχειρήσεις, Alfa λειτουργεί σε ένα ταραχώδες οικονομικό και πολιτικό περιβάλλον. Την ίδια στιγμή, οι Έλληνες καταναλωτές δίνουν έμφαση στις χαμηλές τιμές και υψηλή ποιότητα των προϊόντων διατροφής. Χάρη στην ποιότητα και την καινοτομία της, η Alfa κατάφερε να βελτιώσει σημαντικά την αύξηση των πωλήσεων από το 1998.

Ωστόσο, η ανταγωνιστική θέση της στην βιομηχανία καθώς και οι απειλές που έχει να αντιμετωπίσει, σημαίνει ότι η εταιρεία πρέπει να κάνει βήματα προς τη βελτίωση της. Η ανάπτυξη της αγοράς, η αποτελεσματική προώθηση, η ανάπτυξη των online πωλήσεων, η διαφοροποίηση των προϊόντων, καθώς και ο δημοσιονομικός έλεγχος είναι μόνο μερικοί από τους τρόπους με τους οποίους θα μπορούσε να ενισχύσει Alfa και να διατηρήσουν τη μελλοντική ανάπτυξη και την ανταγωνιστικότητά της.

This article is a review of the 10X Secrets Masterclass by Russell Brunson, the creator of Clickfunnels.  He is a highly regarded speaker, online marketer and obviously salesman as well.  10X Secrets is a course that shows how he sold over a million dollars worth of business in just 90 minutes.  It details the psychology, the sales techniques, and everything in between.  It is an amazing opportunity to learn from one of the best in the industry.

Purpose – The purpose of this paper is to examine the role of sales manager support in promoting
the subjective well-being of salespeople as well as the function of the sales manager in cultivating
positive, motivating and productive environments.
Design/methodology/approach – An exploratory assessment of the relationship between sales
manager support and emotional health in salespeople was conducted by interviewing sales professionals
from diverse industries. The insight offered from these individuals, in conjunction with prior literature,
provided the basis for the development of a conceptual model that elucidates the impact of sales manager
support on the emotional well-being of salespeople and subsequently salesperson effectiveness. The
model was tested using 154 salespeople. Structural equation modeling was used to analyze the data.
Findings – Results indicate that sales manager support is negatively related to emotional exhaustion
and rumination, but positively associated with fostering positive working environments and future
expectations. Salesperson motivation is positively related to positive working environments and
customer-oriented selling and negatively related to emotional exhaustion.
Research limitations/implications – The study is cross-sectional in nature and no causal
relationships could be established. Future studies might include field experiments that assess the
effect of sales manager support on salesperson’s well-being and behavior.
Practical implications – The study demonstrates the important role sales managers have in
promoting the subjective well-being of salespeople.
Originality/value – This research addresses how sales manager coaching specifically impacts
elements of a salesperson’s emotional health.