Sales Management
Author : Chunoti Sachin Rane
MMS – Roll No. 111
Kohinoor Business School
Literature Review :
Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy : SATORNINO et al says that The prevalence of the dark triad personality traits (Machiavellianism, narcissism, and psychopathy) among salespeople challenges the emphasis on positive traits in the field. This research examines the effects of dark triad traits on salesperson performance and explores the conditioning factors that influence these relationships. Two studies were conducted: one using surveys and objective performance data from a national insurance agency over time, and another using data from a direct sales organization and social network analysis.
Management Sales Forecasts and Firm Market Power :
ACITO, A. A. et al 2021 says This article explores the relationship between a firm’s market power and its management’s sales forecast behavior. They find that sales forecasts contain unique information about future sales and that this information is related to competitor pricing and output decisions.They highlights that measures of market power are associated with greater sales forecast accuracy but not with greater accuracy in earnings per share (EPS) forecasts for firms that issue stand- EPS forecasts. It emphasizes the significance of sales forecasts as a means of communication with investors and competitors and suggests that a firm’s market power influences its decision to disclose sales forecast information.
Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research :
DUGAN, R. et al says that : The academic research on global sales has been limited compared to the growing interest from practitioners. The initiative collects survey data from B2B salespeople in different countries to understand the challenges they face and guide future research. Collecting data from multiple countries is difficult due to linguistic, cultural, financial, legal, and political barriers. The limited research in global sales presents an opportunity for scholars to contribute impactful studies, enhancing the understanding of sales forces and their challenges in different cultural contexts.
ERP Systems in Retail Sales Management in Inflation Conditions :
ATANASOV, Y.et al says In the DIY industry, ERP (Enterprise Resource Planning) systems are crucial for managing operations, especially during a crisis. ERP systems emerged in the 1970s as a solution to manage material costs and optimize productivity.. They offer comprehensive coverage of business processes, integration of information, and automation of activities, enabling real-time decision-making and control. Retail ERP solutions provide features such as point of sale, reporting and analytics, purchasing and supplier management, omni channel order management, customer account management, sales order management, and customer relationship management. Retailers need to adapt to these challenges and find ways to mitigate the impact of inflation on their operations.
Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management) :
FLAHERTY, K. E. et al. says The AMA Faculty Consortium, called “New Horizons in Selling and Sales Management,” focused on the historical foundation and evolution of selling and sales management. The event aimed to define a future research agenda and address the impact of changing technologies on the field. New Horizons 2018, held in Boston, featured sessions led by sales scholars and industry experts, covering various research topics and future trends. The event honored early sales researchers, engaged doctoral students, and explored the use of artificial intelligence (AI) in sales.
Aligning sales and operations management: an agenda for inquiry. RANGARAJAN, D. et al. Said the article discusses the growing importance of solution selling in sales organizations and the need for closer collaboration between sales and operations management. It emphasizes that neglecting this collaboration can lead to failure in meeting customer needs. The article highlights the importance of interfunctional coordination and suggests various approaches to address coordination problems. Successful integration between sales and operations management can lead to increased control, agility, and profitability for businesses.
Sales management control systems: review, synthesis, and directions for future exploration.
MALEK, S. L.; SARIN et al says that Albeit in different ways, SMCS conceptualizations from Anderson and Oliver ([ 4 ]) and Jaworski ([40])—and subsequent studies—have recognized the existence of two broad categories of controls (formal and informal; i.e., clan). They also considered the strength of controls, and explored different dimensions of controls (e.g., evaluating, monitoring, rewarding, etc.). In this review article, we divide extant control types into two broad categories and six distinct types: three formal controls (input, behavioral, output), and three informal controls (self, social, and cultural).
On the nature of international sales and sales management research: a social network-analytic perspective.
SCHROCK, W. A. et al. says that This research utilizes bibliometric methods, including text mining, co-word analysis, and social network analysis (SNA), to review 132 international sales and sales management (ISSM) articles published between 1980 and 2017. The study aims to understand the interconnectedness of ISSM research topics, examine the changes in the field over time, and identify gaps for future research. The methodology involves analyzing keyword co-occurrence patterns and using SNA to visualize the network structure. The research provides valuable insights into the past and future of ISSM research and offers a comprehensive perspective on the field.
What personal selling and sales management recommendations from developed markets are relevant in emerging markets?
SHARMA, A. et al says that Emerging markets are growing rapidly and expected to surpass developed markets in GDP by 2035. China and India already have significant market power. These markets contribute disproportionately to global growth. Marketing practices in emerging markets may differ from developed markets, necessitating a shift in approach. The passage explores the applicability of sales models from developed markets to emerging markets, considering cultural and economic factors. It proposes a classification framework to determine the relevance of developed market research to emerging markets and discusses the identified differences in sales models.
Why study intraorganizational issues in selling and sales management?
BOLANDER, W.et al says that The passage emphasizes the significance of studying intraorganizational relationships in selling and sales management. It highlights several research studies that explore various aspects of this topic, including cross-functional collaboration, social capital, key account management, and the sales-operations interface. The studies provide valuable insights into the impact of intraorganizational relationships on salesperson performance. The passage concludes by highlighting the importance of this research for practitioners and presenting a comprehensive overview of the included studies.
Conclusion :
The effects of dark triad traits on salesperson performance and explores the conditioning factors that influence these relationships. They find that sales forecasts contain unique information about future sales and that this information is related to competitor pricing and output decisions. The initiative collects survey data from B2B salespeople in different countries to understand the challenges they face and guide future research. ERP systems emerged in the 1970s as a solution to manage material costs and optimize productivity. The event aimed to define a future research agenda and address the impact of changing technologies on the field. It emphasizes that neglecting this collaboration can lead to failure in meeting customer needs. They also considered the strength of controls, and explored different dimensions of controls The study aims to understand the interconnectedness of ISSM research topics, examine the changes in the field over time, and identify gaps for future research. The passage explores the applicability of sales models from developed markets to emerging markets, considering cultural and economic factors
Reference :
ACITO, A. A.; FOLSOM, D.; ZHAO, R. Management Sales Forecasts and Firm Market Power. Journal of Accounting, Auditing & Finance, [s. l.], v. 36, n. 2, p. 278–303, 2021. DOI 10.1177/0148558X19832685. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=970662e3-b6c4-37ed-8436-80e06cffff00. Acesso em: 28 maio. 2023.
ATANASOV, Y. ERP Systems in Retail Sales Management in Inflation Conditions. Izesstia, Journal of the Union of Scientists – Varna, Economic Sciences Series, [s. l.], v. 11, n. 2, p. 114–123, 2022. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=5301ff3f-9d1b-3380-9119-719aee8c94fe. Acesso em: 29 maio. 2023.
BOLANDER, W.; RICHARDS, K. A. Why study intraorganizational issues in selling and sales management? Journal of Personal Selling & Sales Management, [s. l.], v. 38, n. 2, p. 169–171, 2018. DOI 10.1080/08853134.2018.1454326. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=7aa4bf9a-2903-3a04-b9a2-2c0e1823b310. Acesso em: 30 maio. 2023.
DUGAN, R. et al. Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research. Journal of Personal Selling & Sales Management, [s. l.], v. 40, n. 3, p. 198–212, 2020. DOI 10.1080/08853134.2020.1781649. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=b3fb9bff-5f1f-3ba1-9957-e0a325f46b65. Acesso em: 28 maio. 2023
FLAHERTY, K. E. et al. Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management). Journal of Personal Selling & Sales Management, [s. l.], v. 38, n. 4, p. 413–421, 2018. DOI 10.1080/08853134.2018.1537796. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=f59614c4-a546-3856-bf70-3f970a0bc3a9. Acesso em: 29 maio. 2023.
MALEK, S. L.; SARIN, S.; JAWORSKI, B. J. Sales management control systems: review, synthesis, and directions for future exploration. Journal of Personal Selling & Sales Management, [s. l.], v. 38, n. 1, p. 30–55, 2018. DOI 10.1080/08853134.2017.1407660. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=9e1ada63-9fa9-3fdd-8baf-c10729cfbd79. Acesso em: 30 maio. 2023.
RANGARAJAN, D. et al. Aligning sales and operations management: an agenda for inquiry. Journal of Personal Selling & Sales Management, [s. l.], v. 38, n. 2, p. 220–240, 2018. DOI 10.1080/08853134.2018.1450148. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=10414cf7-86ac-3653-be6e-69104f6ed4a1. Acesso em: 29 maio. 2023.
SCHROCK, W. A. et al. On the nature of international sales and sales management research: a social network-analytic perspective. Journal of Personal Selling & Sales Management, [s. l.], v. 38, n. 1, p. 56–77, 2018. DOI 10.1080/08853134.2018.1428493. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=ffa3572a-f3f6-3728-a302-be1016e48d22. Acesso em: 30 maio. 2023.
SHARMA, A. What personal selling and sales management recommendations from developed markets are relevant in emerging markets? Journal of Personal Selling & Sales Management, [s. l.], v. 36, n. 2, p. 89–104, 2016. DOI 10.1080/08853134.2016.1185951. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=085db228-50c3-3a7c-8c28-252ba9b8b56d. Acesso em: 30 maio. 2023.
SATORNINO, C. B. et al. Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy. Journal of Marketing, [s. l.], v. 87, n. 2, p. 298–318, 2023. DOI 10.1177/00222429221113254. Disponível em: https://discovery.ebsco.com/linkprocessor/plink?id=d6a8ee56-44dc-3a4d-977e-ac77b0a05c39. Acesso em: 28 maio. 2023
