Грэг Маршалл - Управление отделом продаж

Обсуждение достоинств и недостатков аутсорсинга в сфере продаж см. Andris A. Zoltners, Prabhakant Sinha, and Greggor A. Zoltners. The complete Guide to Accelerating Sales Force Performance. New York: AMACOM, 2001. С. 34.

For a discussion of some other, less common forecasting techniques, see Spyros Makridakis, Steven C. Wheelwright. and Rob J. Hyndman. Forecasting: Methods and Applications. New York: John Wiley & Sons, 1997.

См. также статью David M. Georgoff and Robert Murdick. Manager’s Guide to Forecasting Harvard Busmen Review 64 (январь – февраль 1986). С. 110–120, которая включает таблицу, сравнивающую 20 методов прогнозирования по 16 критериям.

C. I. Jain. Delphi-Forecast with Experts’ Opinion. Journal of Business Forecasting 4 (зима 1985–86). С. 22–23.

Peter J. Brockwell and Richard A. Davis. Introduction to Time Series and Forecasting. New York: Springer– Verlag, 1996.

Spyros Makridakis et al. The Accuracy of Extrapolation (Times-Series) Methods: Results of a Forecasting Competition, Journal of Forecasting 1 (апрель – июнь 1982). С. 111–153.

Spyros Makridakis and Michele Hibon. Accuracy of Forecasting: An Empirical Investigation. Journal of the Royal Statistical Society 142. Часть 2 (1979). С. 97–145. См. также Robin M. Hogarth and Spyros Makridakis, Forecasting and Planning: An Evaluation. Management Science 27 (февраль 1981). С. 115–138.

Mark M. Mortality and Arthur J. Adams. Management Judgment Forecasts, Composite Forecasting Models, and Conditional Efficiency. Journal of Marketing Research 21 (август 1984). С. 239–250.

Pierre Wack. Scenarios: Shooting the Rapids, Harvard Business Review 63 (ноябрь – декабрь 1985). С. 146. См. также Peter W. Beck, Debate over Alternate Scenarios Replaces Forecasts at Shell U.K. Journal of Business Forecasting 3 (весна 1984). С. 2–6.

Ссылка на 2005 Survey of Buying Power and Media Markets. Sales & Marketing Management (сентябрь 2005).

Wack, Scenarios: Shooting the Rapids.

Alan J. Dubinsky and Thomas E. Barry. A Survey of Sales Management Practices, Industrial Marketing Management 11 (апрель 1982). С. 133–141.

Walter J. Talley, Jr. How to Design Sales Territories, Journal of Marketing 25 (январь 1961). С. 7–13.

Donald L. Brady Determining the Value of an Industrial Prospect: A Prospect Preference Index Model, Journal of Personal Selling & Sales Management 7 (август 1987). С. 27–32.

Walter J Semlow. How Many Salesmen Do You Need? Harvard Business Review 37 (май – июнь 1959). С. 126–132. См. также Charles B. Weinberg and Harry C. Lucas, Jr. Semlow’s Results Are Based on a Spurious Relationship. Journal of Marketing 41 (апрель 1977). С. 146–147.

Zarrell Lambert and Fred W. Kniffen. Response Functions and Their Applications in Sales Force Management, Southern Journal of Business 5 (январь 1970). С. 1–9.

A. Parasureman. An Approach for Allocating Sales Call Effort. Industrial Marketing Management 11 (1982). С. 75–79; Renato Fiocca, Account Portfolio Analysis for Strategy Development. Industrial Marketing Management 11 (1982). С. 53–62; Rosann L. Spiro and William D. Perreault, Jr., Factors Influencing Sales Call Frequency of Industrial Salespeople. Journal of Business Research 6 (январь 1978). С. 1–15.

Fiocca. Account Portfolio Analysis for Strategy Development; Raymond W. LaForge and David W. Cravens, Steps in Selling Effort Deployment. Industrial Marketing Management 11 (1982). С. 183–194; David W. Cravens and Raymond W. LaForge, Salespeople Deployment Analysis. Industrial Marketing Management 12 (июль 1983). С. 179–192; Alan J. Dubinsky and Thomas N. Ingram, A Portfolio Approach to Account Profitability. Industrial Marketing Management 13 (февраль 1984). С. 33–41.

Raymond W. LaForge and David W. Cravens. Empirical and Judgment-Based Sales-Force Decision Models: A Comparative Assessment. Decision Sciences 16 (весна 1985). С. 177–195.

Adrian B. Ryans and Charles B. Weinberg. Territory Sales Response Models: Stability over Time. Journal of Marketing Research 24 (май 1987). С. 229–233.

Sales Analysis. Studies in Business Policy , № 13. New York: National Industrial Conference Board, 1965. С. 3.

Эта глава во многом основана на следующих источниках: Orville C. Walker, Jr., Gilbert A. Churchill, Jr., and Neil M. Ford, Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research. Journal of Marketing Research 14 (май 1977). С. 156–168. См. также Steven P. Brown, William Cron, and John W. Slocum, Jr., Effects of Goal-Directed Emotions on Salesperson Volitions, C. Fred Miao and Kenneth R. Evans. The Impact of Salesperson Motivation on Role Perceptions and Job Performance-A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management 27 (зима 2007). С. 89–101.

For studies of how role perceptions can affect salespeople’s job satisfaction and performance, см. Douglas N. Behrman and William D. Perreault, Jr. A Role Stress Model of the Performance and Satisfaction of Industrial Salespeople. Journal of Marketing 48 (осень 1984). С. 9–21; George J. Avlonitis and Nikolaos G. Panagopoulos. Role Stress, Attributes, and Job Outcomes in Business-to-Business Selling: Does the Type of Selling Situation Matter? Journal of Personal Selling & Sales Management 26 (зима 2006). С. 68–77; Charles K. Pettijohn, Linda S. Pettijohn, and A. J. Taylor. Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment and Reduce Turnover? Journal of Personal Selling & Sales Management 27 (зима 2007). С. 75; Kenneth R Evans, Timothy D. Landry, Po-Chien Li, and Shaoming Zou. How Sales Controls Affect Job-Related Outcomes: The Role of Organizational Sales-Related Psychological Climate Perceptions. Academy of Marketing Science Journal 35 (сентябрь 2007). С. 445.

R. Kenneth Teas. Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople. Journal of Marketing Research 20 (февраль 1983), стр. 84–91; Ajay K. Kohli. Some Unexplored Supervisory Behavior and Their Influence on Salespeople’s Role Clarity, Specific Job Esteem, Job Satisfaction, and Motivation. Journal of Marketing Research 22 (ноябрь 1985). С. 424–433. См. также Goutam N. Challagalla and Tasaddug A. Servani. Dimensions and Types of Supervisory Control Effects of Salesperson Performance and Satisfaction. Journal of Marketing (январь 1996). С. 89–105; Thomas E. DeCarlo, R. Kenneth Teas, and James C. McElroy. Salesperson Performance Attributions Process and the Formulation of Expectancy Estimates. Journal of Personal Selling & Sales Management (лето 1997). С. 1–17; Douglas Amyx and Bruce L. Alford. The Effects of Salesperson Need for Achievement and Sales Manager Leader Reward Behavior. Journal of Personal Selling & Sales Management (осень 2005). С. 346–359; Tarб Lopez and McMillan-Capehart. Elements of Salespeople Control: An Organization Theory Perspective. The Journal of Business & Industrial MArketing 24 (2009). С. 98.