Industrial selling is considered to be one of the highly challenging tasks and sales personnel are exploring new strategies and tools to stay ahead of the competition to achieve organizational objectives. The study has focused on adding to the academic knowledge of the use of an innovative and creative sales tool to enhance the performance of the function. For this purpose, with the professional experience of research team members, the use of Life Cycle Cost Analysis (LCCA) is taken into the account as the tool. Though the LCCA is generally accepted as an instrument used by organizational procurement departments, it has been observed that there is a strategic and functional importance of academically studying the role of the during the industrial sales process, how it has been utilized during the interaction with various members in the organizational decision-making process and the role of the other internal departments in applying it. It was our utmost faith, it would be an interesting and insightful area of academic exploration while addressing relatively considerable the drought in academic studies on industrial sales. The topic was selected based on the researchers’ previous experience followed by thorough literature research in identifying the knowledge gap on the topic. The empirical data collection was carried out over two industries, namely, Protective Coatings (Industrial paints) and Luxury bathroom fixtures and fittings in India Subcontinent. Data was gathered using semi-structured interviews with sales professionals who have been selected based on the researchers’ personal contacts. The gathered data were analyzed using qualitative techniques.  The study showed that the LCCA plays a significant role in different stages of the Industrial sales process as a sales tool and it has helped the sales personnel to a greater extent during their interaction with various members of the organizational buying unit. Unanimously, it was accepted by the members of the sales department that the other departments are instrumental in the effective use of the LCCA. The LCCA is a tool that can be utilized in the industrial sales process and that other industries can use as well. The idea might be used by sales teams in other companies, such as those that build bridges, railways, and roads, recycle, enforce traffic laws, manufacture building materials, and so forth. The study found that LCCA is used by enterprises as a tool in the industrial sales process. In the Presentation and Demonstration phase of the sales process, the instrument is heavily utilized. The sales team's satisfaction with LCCA has increased due to its proactive role in lowering DMU objections.

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In 2012, the first state lottery began to sell its product over the internet. The additional digital delivery method represents a new era for a product that has been in the market for over three decades. Permitting a potentially competing delivery method for the same product presents an opportunity to examine the impact internet lottery sales have on traditional lottery sales. The thesis builds on work that explored what motivates policy makers to approve innovative policy solutions, such as a new internet delivery method for lottery sales, and how that decision impacts the overall viability of the existing product. By analyzing sales, profits, and growth rates, I sought to determine if market cannibalization or revenue displacement occurred when the new delivery method was added. My findings show that state lotteries experienced sales growth prior to internet sales. Prior to internet sales, only one state experienced flat gross domestic product growth in the year preceding internet sales, while the five others analyzed experienced declining GDP growth. This suggests that poor economic indicators may have led decision makes to approve a new policy for a product that otherwise was growing to address fiscal stress. After internet sales were introduced, profits and in-person lottery sales at retail locations were higher than before internet sales. Total lottery sales grew in all states that permitted internet sales; however, not all states saw sales growth grow as fast as before internet sales. This suggests that internet lottery sales have a positive impact but might dilute what could have been higher sales growth rates. / Master of Arts / Lotteries date back to ancient times. They originated out of necessity for the primary reason we use them today - leaders need money to fund public works and programs. Often, voluntary taxes like lotteries are a more politically effective way to raise funds than mandatory taxes. Modern lotteries in the United States reemerged as a legitimate state funding source in the mid-1960s. In 2020, 45 states had lotteries. My findings show lotteries continue to see growth in sales, many to benefit public education. Yet some seek to innovate the method of delivery by allowing lottery purchases over the internet. When this is permitted, how does the ability to purchase lottery over the internet impact traditional lottery sales at retail store locations? This thesis analyzed sales data from the six states that permit internet sales to show that internet sales increased lottery profits, retail sales, and total sales. However, after implementing internet sales, two of the four states with at least three years of internet sales experienced sales growth that was slower than before internet sales were permitted. This may mean some revenue displacement occured when the additional delivery method was implemented. It is rational for lotteries to want to increase sales and respond to rising customer demands in this digital age. However, legislators who may be interested in growing lottery sales as a way to combat other fiscal stress should consider whether any cannibalization may occur by permitting additional lottery delivery methods.

No / This paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social psychological causes and effects of intergroup relations in FMCG marketing. This conceptual model integrates two social psychological theories, the realistic group conflict theory, and the social identity theory. As a development to previous applications of these theories, the model extends beyond the social psychological effects of intergroup relations to consider the implications for organizational effectiveness. A number of research propositions to guide future research are also developed, and the paper concludes with a discussion of managerial and future research implications.

Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists concerning turnover of employees and determinants of employee performance, more empirical study specific to the sales force as a research population is needed to assess the nature of turnover and performance. Because the bulk of salesperson turnover occurs in early employment, particular attention needs to be devoted to the cognitive process of newcomers to the sales force. The present work examines expectation-based and perception-oriented models of performance and retention for sales force new hires. Interests of this investigation focus on the initial expectations of newly hired sales representatives and on how the degree of fulfillment of these expectations relates to subsequent performance and retention behavior. Extant research suggests that the degree to which expectations are met positively influences mediating variables such as job satisfaction and organizational commitment, and indirectly influences outcomes such as job performance and retention of newcomers. Alternatively, some researchers contend that these results are due to improper measurement of met expectations. A longitudinal research design and alternative measurement methods are employed here to better assess the role of met/unmet expectations. The proposed study is based on theoretical research from a variety of academic disciplines, and the results of the study will have multi-disciplinary implications. Contributions include: (a) replication and extension of theoretical research concerning processes leading to performance and retention of sales force newcomers, (b) a thorough examination of met expectations as a precursor to early sales force outcomes, and (c) methodological advances in the measurement of met expectations.

Because of the economic depression in 2008, many corporations laid off employees to decrease their salary cost. By doing so, companies could only reduce their expenditure but could not increase their income. It is more important and might be the best strategy to tap new resources and economize on expense at the same time. Therefore, more companies started to pay much attention to promote their products, and to place importance on salespeople. The objective is to discuss the relationship between personality, sales skill, selling-customer orientation and sales performance of part-time salespeople. This thesis is conducted through opinion survey, relied by part-time salespeople in integrated marketing company; the findings of the thesis can be summarized as follows: 1.The ¡§big five model¡¨ impacts ¡§sales skill¡¨ positively. 2.The ¡§big five model¡¨ impacts ¡§selling orientation¡¨ positively, and impacts ¡§customer orientation¡¨ partially. 3.The ¡§big five model¡¨ impacts the ¡§sales performance¡¨ partially. 4.¡§Sales skill¡¨ impacts the ¡§sales performance¡¨ positively. 5.¡§Selling-customer orientation¡¨ impacts the ¡§sales performance¡¨ positively.

Teorinėje darbo dalyje išnagrinėta asmeninio pardavimo samprata, asmeninio pardavimo tikslai ir uždaviniai, asmeninio pardavimo proceso etapai, asmeninio pardavimo technikos bei asmeninės pardavėjų savybės pardavimo procese, remiantis lietuvių ir užsienio autorių moksliniais literatūros šaltiniais. Tyrimui atlikti pasirinktas kokybinis tyrimo metodas – stebėjimas. Stebėjime dalyvavo parduotuvių tinklo „Mada vaikams“ 12 pardavėjų. Atlikus stebėjimą nustatyta, kad asmeninio pardavimo proceso etapus naudoja visos pardavėjos, tačiau efektyviausiai naudojami „Susitikimas su klientu“ ir „Prekės pristatymo“ etapai. Stebėjimo metu paaiškėjo, kad darbuotojos geriausiai naudoja neverbaliką ir prezentacijos technikas, o pardavimo procese labiausiai pasireiškusios pardavėjų asmeninės savybės yra prekės išmanymas, dėmesingumas, atkalumas, kantrumas ir lankstumas. Darbo pabaigoje pateiktos išvados ir rekomendacijos, literatūros sąrašas ir priedai. / Based on the scientific references from the Lithuanian and foreign authors the theoretical part of the paper considers the personal sales concept, goals and objectives of personal sales, stages of personal sales process, techniques of personal sales, and personal qualities of the sales assistants taking part in the personal sales process. Observation - the qualitative study method was elected for the purpose. 12 sales assistants of the retail network "Mada vaikams" were observed. The observation study showed that all of the sales assistants were applying elements (stages) of personal sales, however the most efficient ones proved to be the stages "Meet the customer" and "Goods presentation". The study also showed that the assistants were most successful in applying non-verbal and presentation techniques, and the personal qualities of the sales assistants showed during the process were attentiveness, persistence, patience and flexibility. Conclusions and recommendations, list of references and supplements are presented at the closing part of the paper.

Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ‘insight selling’ claiming that it through insights is possible to be forceful in the, these days, rough sales climate. Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process. Research question: How does insight selling affect the B2B sales process? Methodology: Process mapping through interviews in combination with organizational documents. Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer.