• Knowledge Management Research
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• v.22 no.1
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• pp.183-215
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• 2021

The purpose of this study is to present a framework for sales activities necessary for the successful sales development in the sales process of value-based selling and to explore individual sales activities for successful value-based selling. When we understand value-based selling as a procedural progression in the sales process, integrate it into the sales activity framework, and segment your sales activities to identify the key activity elements for successful execution, the intrinsic effect of value-based selling can be achieved. Sales activities related to the success of value-based selling are reflected in the sales activity framework based on the sales process through literature studies and application cases in actual sales field, and detailed elements of individual sales activities for successful deployment are identified through case studies. Through literature research and sales practice in actual field, 13 sales activities are presented in the five-stage sales process, and 42 detailed sales activities for successful value-based selling through case studies are identified in an improved sales activity framework. Through this study, the sales activity framework provides a role in evaluating whether the sales function of value-based selling is being performed as a correct activity in the sales process, and whether sales opportunities with specific customers can continue value-based selling activities. The sales activity framework serves as a guide for successful value-based selling.

• Journal of Families and Better Life
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• v.21 no.4
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• pp.41-53
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• 2003

The purpose of this study is to understand and verify the incentives as an important market environment and to help consumers use them effectively, and consequently to improve the consumer welfare. This study examined the representative incentive, the sales promotions which can effect on the consumer decision making process and current issues of them. For the purpose, a coffee specialty store was hypothesized and the subjects were 20∼30 years old, since the sales promotions can be more effective toward the younger consumers making their decisions low-involvement goods and services. The conclusions can be summarized as follows; Consumers understand the advantages and disadvantages of sales promotion very well, and use them rationally and usefully to maximize their satisfaction. the sales promotions act as incentives in the all steps of decision making processes. Generally, consumers prefer to get things at a good price, so in this survey, the discount coupons and the point accumulative membership had more effect than others. Consumers pointed out controversial issues of the sales promotions as follows: the sales promotions could bring about cost rising and unnecessary and/or impulse buying, and stir up speculative motivation. These are common serious problems in the sales promotions. The sales promotions are very useful tools in promoting sales but not fundamental in the long run. Marketers and manufacturers should keep it in mind that the best way to satisfy the consumers is to keep all things in good quality and moderate price.

• Journal of the Korean Society of Food Culture
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• v.29 no.4
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• pp.326-335
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• 2014

The purpose of this study was to investigate factors influencing sales of health functional foods by door-to-door saleswomen. A total of 450 women who worked as door-to-door salespersons in Seoul were enrolled. The survey questionnaire was composed of five parts as follows: general characteristics, factors related with door-to-door sales process, task education, competency required for door-to-door salespersons, and customer relationship beliefs. The survey was conducted in October 2011. Finally, data on 302 subjects were statistically analyzed using the SPSS 17.0 package program. Reason for sales of health functional foods (p<0.01), time required for sales promotion (p<0.001), difficulties during sales of health functional foods (p<0.05), satisfaction of task education (p<0.01), and failure of salesperson's memory as problems of task education (p<0.01) were significantly associated with sales of health functional foods. However, means of sales promotion, frequency and time of task education, and competency required for door-to-door salespersons were not significantly related with sales of health functional foods. Customer relationship beliefs did not show significant association with sales of health functional foods either. In conclusion, certain factors were associated with sales of health functional foods by door-to-door saleswomen. These results provide an understanding for sales of door-to-door health functional foods and provide basic information for preparation of task education for health functional food saleswomen and marketing.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.44 no.3
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• pp.240-247
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• 2021

As competition among companies has intensified and the life cycle of products has been shortened, strong innovation is needed to meet consumers' needs. In addition, it is necessary to shorten the life cycle of the product and reduce the time required for technology development for the competitive advantage of the product. In particular, venture companies where new technologies and ideas are important require more innovative capabilities than others companies. Therefore, this study analyzed the impact of technology innovation capabilities (product development process capability, human resource capability and financial capability) on sales by technology development for small and medium venture companies and analyzed moderating effect of technology development period on the relationship between technology innovation capabilities and sales by technology development. The data of 'Small and Medium Business Technology Statistics' collected by the government every year were used for analysis. Technology-intensive ventures were extracted from this data. In addition, the moderating effect was analyzed through hierarchical regression analysis. This study shows that product planning capability, test capability, and R&D expenditure have a positive impact on sales by technology development. In this study, the product development period showed a positive moderating effect on product development capability and sales performance. On the other hand, the product development period showed a negative moderating effect on R&D expenditure and sales by technology development.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2006.11a
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• pp.161-164
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• 2006

The sales of consumer durables are composed of first time purchases and replacement purchases. Since the sales for most mature durable products are dominated by replacement sales, it is necessary to develop a model incorporating replacement component of sales in order to forecast total sales accurately. Several single product diffusion models incorporating replacement demand have been developed, but research addressing the multi-product diffusion models has not considered replacement sales. In this paper, we propose a model based on consumer choice behavior that simultaneously captures the diffusion and the replacement process for multi-product relationships. The proposed model enables the division of replacement sales into repurchase by previous users and transition purchase by users of different products. As a result, the model allows the partitioning of the total sales according to the customer groups (first-time buyers, repurchase buyers, and transition buyers), which allows companies to develop their production and marketing plans based on their customer mix. We apply the proposed model to the Korean automobile market, and compare the fitting and forecasting performance with other Bass-type multi-product models.

• Journal of Intelligence and Information Systems
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• v.7 no.1
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• pp.1-15
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• 2001

Recently, Internet based Electronic Commerce is recognized as one of the alternatives for strengthening sales power of small and medium companies. However, small and medium manufacturers can't adjust properly to the new environment because they are in short of money, personnel, and technology. To cope with this problem, this paper deals with the development of virtual manufacturing agent to support sales agent. The sales activity of most of parts manufacturing companies is based on orders of buyers. The process of promotion, receipt and selection of orders of the parts manufacturing is closely coupled with the load status of the production lines. On deciding whether to accept an order or not, as well as negotiating with buyers, sales person needs information such as load and schedule of production lines, manufacturability of the order. Therefore, the functions of virtual manufacturing agents manufacturability analysis, process planning, and scheduling are key features in developing an agent of sales activity for the parts manufacturing business. While most of research on virtual manufacturing system so far is focused on the simulation of each product, this paper deals with the development of agent assisting internet-based product sales by supporting production information promptly. The pilot system of virtual manufacturing agent is implemented using KQML-based agent template and Java-based expert system shell for a small molding company.

• Journal of the Korean Operations Research and Management Science Society
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• v.32 no.4
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• pp.37-50
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• 2007

Dramatic development of information technology requires new type of sales strategy to enterprise S/W dealers. That is, one should thoroughly consider diversified types of enterprise S/W and more elaborated consumer needs to establish successful sales strategy. However, various factors that should be considered in establishing enterprise S/W sales strategy are different according to types of enterprise S/W and hard to be managed systematically which led to the current situation where they have not been discussed enough. Therefore, this study introduced the relationship between the factors that affect selection of enterprise S/W using the concept of cognitive map on various enterprise S/W sales cases. Through this process, this study grouped the cognitive maps of similar cases to introduce their characteristics and made this result to be practically useful to enterprise S/W sales strategy.

• Management & Information Systems Review
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• v.22
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• pp.1-23
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• 2007

This paper investigates the relationships between exports, firm size, and firm dynamics. It is based on a longitudinal data covering listed firms in the Korean manufacturing industry. We found the stylized fact that the probability that a firm is exporter increases with firm size. A regression model for the determinant of export/sales ratio including dynamic adjustment process is tested on a cross-section sample for the year 2001. Empirical findings suggest that there is a positive and inversely U-shaped relationship between firm size and export/sales ratio, just for basic material and capital good industry. Except for firm size, the hypotheses concerning human capital intensity, physical capital intensity, R&D intensity, and patent are rejected. Using Granger causality test, we found that the rate of growth of total sales influences the change of the export/sales ratio with time lag for medium-sized firms. Finally, some policy implications are presented.

• Journal of the Korean Society of Clothing and Textiles
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• v.43 no.5
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• pp.649-665
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• 2019

This study presents a conceptual framework for the growth process as a manager based on data gathered from the sales experiences and careers of fashion brand managers. The study participants were seven managers with over 15 years of sales experience in a women's clothing brand in Gwangju. Data were collected through in-depth interviews from January 2018 to September 2018 and analyzed using open coding, axis coding, and selective coding according to Strauss and Corbin's grounded theory method. The study results are as follows. First, this study found six categories and 17 sub-categories based on the shop manager's sales experiences and careers. Second, we found the central job category as well as categories with causality, interaction, moderating and outcome relationships. Third, we developed a paradigm model that links the main phenomena, causal conditions, contextual conditions, intervening conditions, action/interaction strategies, and consequence categories. Fourth, the process of growing as a fashion brand manager was described by an integrated story.

• Journal of Distribution Science
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• v.14 no.12
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• pp.141-151
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• 2016

Purpose - Salesperson perceptions of the fairness and accuracy of a performance evaluation system were examined by managerial and professional employees of large organization. The performance evaluation process is central to many personal decisions such as attitude for job and sales performance. This study investigates the relationship between perceived evaluation fairness, job satisfaction, organizational commitment, and sales performance. The main purpose of this study is to develop and empirically test a comprehensive model of salespersons' perceived evaluation fairness on sales performance. For this purpose, we identified the structural relationship between perceived evaluation fairness, job satisfaction, organizational commitment, and sales performance. Also we investigate the mediating effects on job satisfaction and organizational commitment between perceived evaluation fairness and sales performance. Research design, data, and methodology - To empirically test these relationships, data were collected by in-depth interviews from sales managers and questionnaire surveys from 300 salespersons who work for sales area (credit card company, insurance company). Demographically, the overall sample was 91.6% female, 77.9% 30s and 40s, and 34% college educated, with an average tenure with their present organizations of 4 years. The questionnaire was composed of total 20 items dealing with frequency, quality, and consequences of perceived evaluation fairness, job satisfaction, organizational commitment, and sales performance. To test the research hypotheses, collected data analyzed by confirmatory factor analysis (CFA) and structure equation model (SEM). Results - Through extensive and rigorous literature review process of related literature(Perceived evaluation fairness, Job satisfaction, Organizational commitment, Sales performance), research model and research hypothesis was set up. This study obtains the following research results. First, perceived evaluation fairness has a positive effect on job satisfaction, whereas the effects of perceived evaluation fairness on organizational commitment and sales performance did not show statistically significant result. Second, job satisfaction and organizational commitment have complete mediating roles to the relationship between perceived evaluation fairness and organizational commitment, and relationship between perceived evaluation fairness and sales performance. Conclusions - Based on the results, salespersons' perceived evaluation fairness is one of the key independent variable for making high job satisfaction, organizational commitment, and sales performance. Finally the theoretical, managerial implication and research limitations are mentioned in the discussion.