Salespeople's motivation is the essential factor in value-based selling—the process of presenting a product or service in terms of the value it creates for customers—especially when the value proposition is based on the ...
Economics & Business
Apr 10, 2023
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The holiday shopping season can make or break some businesses. A new study from the University of Missouri has found businesses that know how to leverage the enthusiasm of their new salespeople and the experience of their ...
Economics & Business
Dec 14, 2022
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An associate professor of marketing at The University of Texas at Arlington says digital avatars can replace a sales force and customer service employees at a fraction of the cost.
Economics & Business
Jul 14, 2021
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According to new research published in the INFORMS journal Marketing Science, companies can improve sales performance when they adjust sales commissions for the sale of more popular items. Further, the researchers found that ...
Economics & Business
Sep 18, 2019
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FPX, a pioneering Minnesota software company that survived three decades of industry change, is accelerating its product development with an infusion of capital from a new owner.
Business
Mar 17, 2017
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7
Forcing Amazon and other e-commerce companies to collect Arkansas sales taxes could generate up to $100 million annually in extra revenue, a senator said Wednesday, arguing his plan would put the state in a better position ...
Business
Feb 2, 2017
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They say you never get a second chance to make a first impression. When it comes to selling, that might be a good thing, suggests a new study in the Journal of Marketing.
Social Sciences
Jun 2, 2015
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In many firms sales people spend as much time negotiating internally for lower prices as they do interacting with customers. A new study appearing in the November issue of Marketing Science, a publication of the Institute ...
Economics & Business
Nov 20, 2014
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From the outside, you might not notice the ongoing tension within many large businesses: the battle between salespeople, on the one hand, and marketers and product managers, on the other. Because the salespeople often benefit ...
Business
Jul 30, 2014
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The U.S. government has taken the first steps toward allowing commercial space companies to launch its national security satellites into outer space.
Space Exploration
Oct 18, 2011
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