• Human Ecology Research
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• v.59 no.3
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• pp.311-324
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• 2021

The purpose of this study was to reveal the effects of internal characteristics, such as fashion involvement, personality characteristics, and customer orientation of fashion brand salespeople on the core sales tasks, and how the core sales tasks and internal characteristics differ depending on differences in the way salespeople are remunerated. The data were collected as a questionnaire to fashion brand salespeople in Gwangju from September to October 2020. Using 235 responses, the data were analyzed with SPSS 21.0 for frequency analysis, reliability analysis, t-test, factor analysis, and regression analysis. The research results were as follows. First, fashion involvement comprises factors such as 'fashion passion and sense'and 'fashion trend interest', and the greater the 'fashion passion and sense', the better the 'sales management'and 'customer relationship management'jobs. Second, 'esthetic openness', 'responsibility' and 'extroversion' of the big five personality characteristics have a positive impact on 'sales management' and 'customer relationship management' tasks. Third, customer orientation comprises factors such as 'customer-centric understanding'and 'gain customer trust', the greater the customer-orientation, the better the 'sales management'and 'customer relationship management'tasks. Fourth, according to the position of the salesperson, the group of professional salespeople at manager level had high responses in core sales tasks, fashion involvement, customer orientation, and characteristics such as 'agreeableness', 'esthetic openness', and 'responsibility'.

• Korean Journal of Construction Engineering and Management
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• v.5 no.6 s.22
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• pp.191-202
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• 2004

In this study, the project manager-oriented organization model has been verified by analysing it with forming a clear definition of detailed unitary duty entity to develop current non-efficient CM system constituted by functional organization with the decentralized responsibility and apply the model As a result from verification that the model provides valid solutions by comparing it with the existing, the model is better than the existing in cost savings, target profit sales rate, total rate of new on sales. Moreover, various activities in cost savings and cases where improvement is feasible are executed. However, the model caused some problems in organizational operation, project management and in division of duties so this study proposed improving management method

• Korean journal of applied entomology
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• v.62 no.2
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• pp.69-78
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• 2023

The currently implemented Positive List System, sales manager training, and pesticide sales record systems focus on the safety of determined pesticide use, but the proposed agrochemical pharmacist (AP) system aims accurate diagnosis and reasonable prescription. In this study, 81% of famers claimed expert assistance for purchasing and applying pesticides, and 42~86% of sales managers insisted on the strengthening expertise in diagnosis and prescription. In the institutionalization of AP, a special implementation guideline is essential to embrace the present sales managers with long experience. Sales managers of commercial and agricultural cooperatives recognize the qualifications of agrochemical pharmacists as a strategy to differentiate themselves from competitors, and increase sales through market positioning of "pesticides prescribed by trustworthy agrochemical pharmacists", not sales managers anymore.

• Management & Information Systems Review
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• v.23
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• pp.1-23
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• 2007

Small and Medium Business Associate has supporting small and medium business and private business for establishment business and sales increasing with various policy since 2005. Arousing the interesting on customer relationship management, small and medium business and private business have recognized the necessity of the concept and introduction the CRM. This study suggested the effectiveness of the CRM throughout real cases of the CRM for small and medium business managers in order to rising sales in such an environment. The case of this study tried to figure it out to accomplish manager's ends of small and medium business to get successful business results based on innovative volition and mind trying to change. The owner who has experience 12 years in meat sales was analyzed the results of aptitude test that the business is highly appropriate to him in personality and aptitude. As also saw the strength and opportunity of SWOT analysis, he has an excellent talent for friendship, knowledge of searching Internet and organizing information, and learning ability. This study provided a marketing policy, ideas of customer services and system remodeling to improve relationship with customer, and a division diagnosis of business activities. The owner has an excellent friendship, so that this study suggest to remodel interior inside store clearly and sanitary displaying on products, to introduce aggressive and concentrated marketing strategies, and to recognize the important of public relation.

• Journal of Distribution Science
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• v.19 no.8
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• pp.25-35
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• 2021

Purpose: This study aims to propose an integrated MCDM model to support the qualified personnel selection in the distribution science. Research design, data, and methodology: The integrated approach of AHP and TOPSIS was employed to address the personnel selection problem. The AHP method was used to define the weights of the selection criteria, whereas the TOPSIS was applied to rank alternatives. The proposed model was then applied into a leading logistics company to select the best alternatives to be the sales deputy manager. Results: The results showed that Candidate 3 is the most qualified personnel for the sales deputy manager position as he is ranked first in the order of preference for recruitment. Conclusions: The proposed model provides the decision makers with more effective and time-saving methods than conventional ones. Therefore, the model can be applied to personnel selection around the world. In terms of theoretical contribution, this study proposes a personnel selection model for choosing the most appropriate candidates. In addition, the study adds to the theory of human resources management and logistics management the full set of personnel selection criteria including education, experience, skills, health, personality traits and foreign language.

• Journal of Venture Innovation
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• v.6 no.2
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• pp.101-121
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• 2023

The purpose of this study was to investigate the impact of issue leadership by sales managers on sales team performance, while examining the mediating role of team adaptive sales behavior and the moderating effect of team-member exchange (TMX). Data was collected from 125 sales teams, and both independent and dependent variables were measured with a time difference of two months using responses from sales managers and team members. The empirical analysis revealed several important findings. Firstly, the study found that issue leadership had a significant positive effect on sales team performance. Secondly, team adaptive sales behavior was found to partially mediate the relationship between issue leadership and sales team performance. Lastly, the study revealed that TMX moderated the relationship between issue leadership and sales team performance. These findings have significant academic and practical implications. Firstly, the study demonstrates the effectiveness of issue leadership as a sales leadership style in the B2C industry. Secondly, it highlights the importance of team adaptive sales behavior as a mechanism that mediates the relationship between issue leadership and sales team performance. Lastly, it underscores the significance of TMX as a situational factor that moderates the relationship between issue leadership and sales team performance. In practice, the results suggest that organizations should focus on developing issue leaders, fostering creative sales behavior at the team level, and activating social exchange within sales teams to enhance sales team performance.

• Management & Information Systems Review
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• v.29 no.3
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• pp.23-50
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• 2010

This study is that the manufacturer's sales policy power appeared on the source of local distributors through the sale willingness impact on research for coexistence between the manufacturer and dealer sales for developing policy. Dealers in terms of the sale of regional sales willingness says "manufacturers and retailers to connect to the regional distribution on the path to regional sales representative for manufacturers based on trust companies that supply products or products manufactured by local retailers for about a unilateral will sale whether the continued willingness and indicates the degree of business". This study topics are the results of this measure will sell a total of 24 entries are four factors. In variety sales policy of each power source, First, sales policy in Reward Power, compensatory power as the manager of promotion support, sales support and sales activities will significantly impact respectively. Second, sales policy of Coercive Power, reduction of credit limits act as an element of discontent and the sales will appear in the negative hypothesis of the influence was partially supported. Third, sales policy in Referent Power, the information trust, the most significantly impact of trade policy, respectively. Fourth, sales policy in Professional Power, delay time delivery of goods, sales of our product and sales knowledge will have a significantly effect appear to be related.

• CRM연구
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• v.3 no.1
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• pp.49-71
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• 2010

This study set out to shed more specific light onto sales managers' coaching and salespersons'organizational commitment and role perceptions, which have been proven to work as important variables in salespersons' performance. It thus conducted an in-depth investigation into the overall sale management activities of sales managers from five high-sales organizations and five low-sales organizations and analyzed differences between them. The interviews of the ten sales managers were combined and analyzed. As a result, the ones from the high-sales organizations demonstrated the following characteristics: first, the salespersons of the high-sales organizations were strongly committed to the goals and values of their organizations. Second, the salespersons of the high-sales organizations had clear perceptions of their roles and showed relatively fewer role conflicts than those of the low-sales organizations. Third, the sales managers of the high-sales organizations demonstrated coaching behavior strongly. They provided positive feedback and role models for the salespersons to follow, thus earning great respect from them and maintaining trust-based relationships with them. And finally, the sales managers' organizational commitment and role perceptions had positive impacts on the salespersons' organizational commitment and role perceptions. Those research findings indicate that sales managers' organizational commitment and role perceptions can be a positive role model to salespersons and that such a role model can have influences on salespersons' performances as part of the characteristics of coaching behavior.

• Journal of the Korea Safety Management & Science
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• v.5 no.1
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• pp.45-56
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• 2003

This study intend to make easy modification, even if there is a new job or structure change, by modularizing program and computerize and automation of production control management used in CIM. Under the condition where manager control production on the job-site, for increasing connection with other operation and management on the computer by monitoring center computer, Recognizing information by computer is needed, it is possible by converting transaction. So production increase and quality improvement are possible by diminishing manager's and producer's work with the result of the study combining POP and CIM, after that, in e-business and m-business period that every enterprise must pass, customer satisfaction and sales promotion are possible with employee's computerizing minds. These study result also can knowledge process condition with theoretical class and have a power in finding a solution with foundation of theoretical knowledge.

• Proceedings of the Korea Inteligent Information System Society Conference
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• 2004.11a
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• pp.211-220
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• 2004

This paper suggests a collaborative business process between the companies that each has a restricted physical branch in its own area and wants to extend globally sales and delivery service. The companies integrate their business processes for sales and delivery using a shared product taxonomy table. We also suggest a similar product finding algorithm to make the product taxonomy table that defines product relationships to exchange them between the companies. The main idea of the proposed algorithm is using a multi-attribute decision making (MADM) to find the utility values of products in a same product class of the companies. Using the values we determine what products are similar. It helps the product manager to register the similar products into a same product sub-category. The companies then allow consumer to shop and purchase the products at their own residence site and deliver them or similar products to another sites.