Selected determinants of retail appliance salesmen"s performance
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Selected determinants of retail appliance salesmen"s performance by James Caswell Cotham

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Published .
Written in English

Subjects:

  • Selling.

Book details:

Edition Notes

Statementby James C. Cotham, III.
The Physical Object
Paginationxxvi, 243 leaves :
Number of Pages243
ID Numbers
Open LibraryOL14194036M

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Retail Manager Behaviors: Determinants of Store Performance Drawingonleadershiptheory,goaltheory,andpriorresearch related to retail, sales, and service management, we identify several primary determinants of store manager performance. Leadership theory suggests three skill sets are important for successful performance: problem solving, solution Cited by: Journal of Retailing 84 (3, ) – Understanding the Determinants of Retail Strategy: An Empirical Analysis Dinesh Kumar Gauria,∗, Minakshi Trivedib, Dhruv Grewalc a Department of Marketing, Whitman School of Management, Syracuse University, Syracuse, NY, USA b Department of Marketing, School of Management, SUNY at Buffalo, Buffalo, NY, USA c Babson College, Babson Park, MA, USA. 63 full time retail major appliance selling salesman Homogenous sampling of salesmen The RESULT: the research indicates that several previously stated and generally practiced principles of assumed good retail sales management are largely unfounded and that only a few traits and characteristics traditionally assumed to be indicators of. NAICS This U.S. industry comprises establishments known as appliance stores primarily engaged in retailing an array of new household appliances, such as refrigerators, dishwashers, ovens, irons, coffeemakers, hair dryers, electric razors, room air-conditioners, microwave ovens, sewing machines, and vacuum cleaners, or retailing new appliances in combination with appliance repair .

However, relatively little attention has been given to the influence of ability-related fac- 4James C. Cotham, III, "Selected Determi- nants of Retail Salesmen's Performance," unpub- lished doctoral dissertation, Graduate School of Business, Indiana University, 5"Selected Determinants . " tors on retail sales performance, and prac. Retail Management 2 "In my whole retailing career, I have stuck to one guiding principle: give your customers what they want and customers want everything: a wide assortment of good quality merchandise, lowest possible prices, guaranteed satisfaction with what they buy, friendly knowledgeable service, convenient hours, free parking, and a pleasant shopping. 1 Subject: SALES MANAGEMENT Course Code: MM Author: Dr. Surinder Singh Kundu Lesson No.: 01 Vetter: Dr. V.K. Bishnoi SALES MANAGEMENT: AN OVERVIEW STRUCTURE Objective Introduction Definition Benefits of selling activities. value. Thus, they have an indirect impact (working through primary capabilities) on retail performance. The four secondary retail capabilities are divestment management, risk management, inter-functional partnerships, and novel shopping experience. The third group—fluid capabilities--shares properties with primary and secondary capabilities.

  Retailing is the second largest industry in the United States in terms of the number of both establishments and employees ().The competitive nature of this massive industry receives considerable attention in marketing literature (e.g., Homburg, Hoyer, and Fassnacht ; Moore ), and potential drivers of successful retail performance and differentiation .   Choose the determinants to evaluate sales performance. You should take into account current market trends, product type and customer preferences while choosing determinants. Sales volume, profit margins, ability to meet targets, number of new accounts added, retention of existing accounts, customer satisfaction, initiative, adaptability, and. Books, clothing, household appliances, toys, hardware, software, and health insurance are just some of the hundreds of products consumers can buy from an online store. The authors use meta-analysis techniques to investigate the evidence that has been gathered on the determinants of salespeople's performance. A search of the published and unpublished literature uncovered articles (the list of which is available upon request) that yielded reported associations between performance and determinants of.