• Fashion & Textile Research Journal
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• v.19 no.3
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• pp.289-295
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• 2017

This study aims to develop clothing sales forecast system using weather information. As the annual temperature variation affects changes in daily sales of seasonal clothes, sales period can be predicted growth, peak and decline period by changes of temperature. From this perspective, we analyzed the correlation between temperature and sales. Moving average method was applied in order to indicate long-term trend of temperature and sales changes. 7-day moving average temperature at the start/end points of the growth, peak, and decline period of S/S clothing sales was calculated as a reference temperature for sales forecast. According to the 2013 data analysis results, when 7-day moving average temperature value becomes $4^{\circ}C$ or higher, the growth period of S/S clothing sales starts. The peak period of S/S clothing sales starts at $17^{\circ}C$, up to the highest temperature. When temperature drops below $21^{\circ}C$ after the peak temperature, the decline period of S/S clothing sales is over. The reference temperature was applied to 2014 temperature data to forecast sales period. Through comparing the forecasted sales periods with the actual sales data, validity of the sales forecast system has been verified. Finally this study proposes 'clothing sales forecast system using weather information' as the method of clothing sales forecast.

• Korean Journal of Construction Engineering and Management
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• v.13 no.5
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• pp.25-34
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• 2012

It has been five years since the Post-Construction Sale System of Housing was introduced. The purpose of this study is to identify objectives and effects of the Post-Construction Sale System of Housing and analyze change of profitability at different sales time from a supplier's point of view. Apartment buildings construction projects performed in Seoul are used for the case study. The present value of sales revenues, sensitivity and the present value of expected sales prices are analyzed. According to the findings, first, profits made from a Pre-construction sales system was 5.1%~6.2% higher than those from a Post-construction sales system. Among four plans of a Pre-construction sales system (A, B, C and D plan), sales revenue from the A plan, which takes a deposit at the time of starting construction, was the greatest. Second, increase of the rate of discount and decrease of sales revenues are in direct proportion. The bigger rate of discount leads actual reduction of sales revenues. Third, for the present value of sales revenues reflecting change in basic model construction cost, a Pre-construction sales system showed a little higher than that of a Post-construction sales system by approximately 2%. It should be known that this study suggests profitability of Pre-and Post-construction sales system by clearly measuring them in the supplier's point of view and calculates sales revenues, considering change of a sale price following change of sales time.

• The Journal of the Korea Contents Association
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• v.8 no.7
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• pp.233-242
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• 2008

Sales-force management practices(e.g., selection, training, rewards, evaluation) constitute a crucial aspect of the sales force control system, as they influence on the salesperson's role ambiguity, satisfaction and performance. But it is difficult to find studies on the effects of hotel's sales force control system. So, we studied about this subject more deeply. The purpose of our research is to examine important relationships among sales force control system(e.g., sales territory design, training, reward, training, supervisor's support), job attitudes(satisfaction and role ambiguity), and sales force performance. A conceptual model is presented and hypotheses are developed. This study contributes to sales management research of hotel sales person in some important ways. This study offers new insights both to sales practitioners and researchers. First, this study introduces a new approaching method for developing new model of hotel sales-force research. Second, in the practical implications, managers should take actions as like an encouragement, direction, monitering, and education of sales know-how to reduce the employee's role ambiguity and to improve job satisfaction and sales performance.

• Journal of Distribution Research
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• v.2 no.1
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• pp.59-85
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• 1997

The automobile industry in Korea has grown to the fifth in the world in terms of production capacity. In spite of the production growth, the marketing aspects such as distribution and customer service in the auto industry are still behind the world-class. Thus, the major purposes of this paper are as follows. The first is to analyze competitive structure of the industry and to compare distribution strategies of the major auto firms(Hyundai, Daewoo, and Kia). The second is to theoretically explain the transition from the vertical marketing system to the dealer system using transaction cost analysis. The third is to compare auto distribution channels in Korea with those in the U.S. and Japan. Finally, an optimal channel stucture in the auto industry is suggested after reviewing five alternative channel structures such as corporate-owned VMS, sales-specializing firm, multiplex system(VMS+limited dealer system), dual sales channel, and advanced dealer system. In the short-run, sales-specilizing firm was suggested as an optimal channel system to enhance customer satisfaction by integrating sales and customer service. In the long-run, advanced dealer system through regional differentiation was desirable for an optimal channel structure by organically integrating new car sales, used car sales, and after service to provide total marketing service to customers.

• Journal of Venture Innovation
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• v.6 no.2
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• pp.123-144
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• 2023

In the age of 100 years, it had become very important to prepare for unexpected dangers. This study was conducted to analyze the factors affecting the sales performance of financial planners. We analyzed the influence relationship of sales training, sales management, and customer orientation on sales performance, and furthermore, analyzed the impact of these influence relationships. To this end, sales training was subdivided into customer development, sales competency, and learning agility. Customer orientation was subdivided into the use of customer management system, SNS use, and customer service provision. Sales management was subdivided into goal orientation, manager leadership, and compensation system. The effect of these detailed variables on sales performance was empirically analyzed. To this end, a survey was conducted targeting currently active financial planners. The survey was conducted for a month in January 2023, and 250 valid samples were analyzed. The results of the empirical analysis were as follows. Customer development and learning agility had a significant positive (+) effect on sales performance. Sales competency were not tested for significance. Among customer orientations, SNS use and customer service provision had a significant positive (+) effect on sales performance. The use of the customer management system was not tested for significance. Among sales management, goal orientation and compensation system had a significant positive (+) effect on sales performance. Manager leadership was not tested for significance. The influence of variables that significantly affect sales performance was in the order of goal orientation, customer service provision, compensation system, slearning agility, customer development, and SNS use. Based on these research results, academic and practical implications were presented.

• The Journal of Information Systems
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• v.30 no.2
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• pp.105-126
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• 2021

Purpose The purpose of this study is to implement a optimal machine learning model about the cancellation prediction performance in car sales business. It is to apply the data set of accumulated contract, cancellation, and sales information in sales support system(SFA) which is commonly used for sales, customers and inventory management by imported car dealers, to several machine learning models and predict performance of cancellation. Design/methodology/approach This study extracts 29,073 contracts, cancellations, and sales data from 2015 to 2020 accumulated in the sales support system(SFA) for imported car dealers and uses the analysis program Python Jupiter notebook in order to perform data pre-processing, verification, and modeling that is applying and learning to Machine learning model after then the final result was predicted using new data. Findings This study confirmed that cancellation prediction is possible by applying car purchase contract information to machine learning models. It proved the possibility of developing and utilizing a generalized predictive model by using data of imported car sales system with machine learning technology. It can reduce and prevent the sales failure as caring the potential lost customer intensively and it lead to increase sales revenue by predicting the cancellation possibility of individual customers.

• Journal of Distribution Science
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• v.17 no.11
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• pp.81-92
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• 2019

Purpose: The salesperson, the core of the operating activities, plays the role of connecting the inside and outside of the company, representing the company to the consumer and identifying and responding to the customer's needs. The department store industry is the most representative retail industry in South Korea, and competition among its peer group and industry is intensifying, requiring differentiated service sales activities and performance from its employees. This study divided the sales force system into activity control(process-oriented control) and output control(performance-oriented control) and verified the differential impact on the job attitude of the salesperson (e.g., job satisfaction and burn-out), respectively. In addition, the effect of job satisfaction and burn-out of the salesperson on the job performance were checked. Research design, data, and methodology: The survey was conducted on 200 sales people working at five branch stores of Hyundai department store in Seoul, and 194 of them were analyzed. The reliability and validity of the variables were analyzed and hypotheses were verified through the SEM. Results: Results have shown that activity control has a greater impact on burn-out compared to output control, and output control has a greater impact on job satisfaction compared to activity control. It has been shown that the salesperson's burn-out does not affect sales performance, but that job satisfaction has a positive effect on sales performance. Conclusions: This study examines the effect of sales force management system such as activity control and output control, on the job attitude and sales performance in department stores. According to the results of this research, each of two control systems have a discriminatory effect on the job attitude variables. For the sales managers of department store, it is recommended to increase the efficiency of sales management by increasing the use of outcome control compared to activity control.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2003.11a
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• pp.211-214
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• 2003

Recently mobile SFA(Sales Force Automation) system makes rapidly progress specially in industries like insurance, manufacture, and distribution. However, there are some problems that information about products and trades is not promptly shared among sales agents or customers, since the current mobile SFA system has simply extended the existing systems for sales management. In order to improve these weaknesses, we introduce LBS(Location Based Service) and mobile P2P(Peer to Peer) service into the existing systems, then design and implement the enhanced system (or mobile SFA using them. Through this improvement, our system makes it possible for customers or sales agents to quickly share various information and increases the efficiency of sales activity by facilitating the competition and cooperation among sales agents and reducing time-cost.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.27 no.4
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• pp.33-41
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• 2004

This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows : First, Prospectors seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, moderate levels of supervision, outcome-based control system and incentive-oriented compensation system. Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, external sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced (outcome+behavior) control system and salary-oriented compensation system.

• The Journal of Economics, Marketing and Management
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• v.12 no.2
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• pp.11-18
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• 2024

Purpose: The purpose of this study is to suggest the activation plan of the post-construction sales through the results of a survey on the perception of Seoul citizens and experts. Research design, data and methodology: The purpose of this study is to suggest the activation plan of the post-construction sales through the results of a survey on the perception of Seoul citizens and experts. Results: According to a survey of Seoul citizens' perceptions, 76.7% of Seoul citizens were well aware of post-construction sales and recognized that post-construction sales would reduce pre-sale speculation and confusion in the real estate market. Second, 73.6% of Seoul citizens were willing to buy houses through post-construction sales, and third, 79.6% of Seoul citizens recognized that a post-sale system was necessary. Experts' opinions generally responded to the expansion of the introduction of post-construction sales, saying, 'It is necessary for both the public and the private sectors'. Second, while experts say that there are also positive effects, negative effects such as polarization centered on large corporations, an increase in sales prices, and a decrease in housing supply are also concerned. Third, experts responded that 'diversification of financing methods' is the most important task in revitalizing the post-sale system. Conclusions: The policy implications are that it is necessary to mandate the post-construction sales in the long term, and that the quality assurance system needs to be supplemented even if the sale is promoted post-construction sales. In addition, private participation is essential to revitalize the post-construction sales, and government support such as initial financing, low-interest rates, and various financing measures should be sought to expand private participation.