Management
Mohammad Safari; Tahereh Babazadeh
Abstract
The role and nature of business-to-business (B2B) sales performance has evolved since the end of the 20th century, largely due to technological, organizational, and societal changes. Nevertheless, literature has not yet been able to evolve along with it. The literature lacks research that exclusively ...
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The role and nature of business-to-business (B2B) sales performance has evolved since the end of the 20th century, largely due to technological, organizational, and societal changes. Nevertheless, literature has not yet been able to evolve along with it. The literature lacks research that exclusively shows a framework for determining the critical factors affecting the success of sales performance at the business-to-business (B2B) level. Therefore, this research has been conducted using a mixed method (qualitative and quantitative) to determine the impact of critical factors on the success of business-to-business (B2B) sales performance. At first, the qualitative method of systematic review was used. According to this method, out of 269 articles related to the topic, the results of 40 articles published in reliable databases from 1980 to 2022 have been reviewed and analyzed. Further, interviews were conducted with industry experts in this field, and data analysis was done with the help of SPSS software. The results of the research indicate that success in B2B sales performance may be influenced by 31 effective factors related to four dimensions: individual, organizational, environmental, and customer level. Finally, the limitations of the research and recommendations regarding success in B2B sales performance are provided.
Ahsan Zia; Farrukh Shahzad
Volume 2, Issue 1 , January 2015, , Pages 37-45
Abstract
Advertising is a basic Marketing device and compelling correspondence medium. The fundamental goal of any advertisement is to empower the sales Promotion, straightforwardly or by implication by attempting to make grand claims about item execution. The question is, has any organization endeavored to survey ...
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Advertising is a basic Marketing device and compelling correspondence medium. The fundamental goal of any advertisement is to empower the sales Promotion, straightforwardly or by implication by attempting to make grand claims about item execution. The question is, has any organization endeavored to survey the effect of its advertising on sales? The reason for this study was to inspect the effect of advertising on sales. The study was explorative in nature and likewise attempted to make a quantitative evaluation of Advertising on sales performance of Bata shoes and Service shoes industry. The principle examination instrument utilized as a part of this study was Questionnaire. The people from different departments like Bankers, Doctors, Businessmen, Households and Students help us in collection of data and co-operate with us. I use different statistical tools for finalizing the information. The result are described here are based upon different statistical test. Toward the end of the study, it was understood that albeit the majority of the organizations bore witness to the way that advertising is powerful in boosting sales the greater part of the organizations did not have a year by year figures of promoting expense and sales expenditure for a quantitative evaluation of the genuine increment in deals for every comparing increment in advertising expenditure.
