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How does social media influence car sales: the effects of firm-, user-, and professional-generated content
With the unprecedented influence of social media, firms are increasingly relying on social media as a channel for marketing interaction. While...
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Unlocking the value from car data: A taxonomy and archetypes of connected car business models
The automotive industry is relocating from viewing cars as standalone products to an all-encompassing ecosystem built around connected cars enabling...
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Sales
Sales is critical for any organization to survive. The revenue generated from selling products is raising capital from the most important source:...
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Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions
Sales faces the second-largest gender gap of any corporate function, with women’s underrepresentation even more pronounced in business-to-business...
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The Sales Force Deployment Problem for Teams of Sales Representatives Within Sales Territories
We address the sales force deployment problem and its four subproblems for teams of sales representatives within sales territories. We contribute by...
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Sales Management
Selling is one of the most exciting activities in business. Sales is the company’s “eyes and ears” watching and listening to the customers. Sales...
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Vehicles manufacturer's pricing strategies considering service level of car-sharing modes
As the era of sharing economy is coming, more and more auto manufacturers begin offering consumers cars for sales and for sharing simultaneously, but...
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Integration of Sales Partners into Lead Management
“The Internet has radically changed the buying process!” How many thousands of technical articles or lectures in recent years have begun like this?...
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Forecasting product sales using text mining: a case study in new energy vehicle
This study aims to improve the prediction accuracy of product sales by develo** an online review-driven combination forecasting model. The proposed...
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Sales Management
The term sales management is a combination of two words – sales and management. Sales is the art of planning in the mind of another, a motive which...
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Sales force control in the area of value-based selling and Industry 4.0: smart self-control based on salesperson business model
The purpose of this paper is to extend the literature on sales force control systems (SFCSs) by showing that they can benefit from Industry 4.0...
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The ENABLE Sales Process
A state-of-the-art sales process reflects the customer’s decision-making process. Meaning that all the activities in sales and marketing are aligned...
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Digital Transformation in Sales, WHY Actually?
Sales is one of the areas that is probably most affected by technological changes. Several trends and developments, primarily in customer behavior...
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Customer Contact and Sales Conversation
For sales engineers working in field, special or key account sales, sales psychology and an empathy when approaching customers are key to successful...
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Sales Strategy
Are you tired of cold acquisition, knocking on doors and accepting dum** orders?
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Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data
Online peer-to-peer (P2P) sales of used and or high-value goods are gaining more and more relevance today. However, since potential buyers cannot...
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Performance Management in Sales
The term sales management is a combination of two words—sales and management. Sales is the art of planning in the mind of another a motive which will...
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Sales Technology: An Ocean of Possibilities
Sales without technology is unthinkable, not someday in the future, but today already. Especially, because technology can not just optimize processes...
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Automation of Repetitive Processes in Marketing and Sales
The automation of repetitive tasks in marketing and sales increases process efficiency and the effectiveness of decisions. Despite these benefits,...
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Retail distribution evaluation in brand-level sales response models
The effectiveness of a product’s distribution network in retail stores is an important consideration for marketing managers. An effective...
