7,842 research outputs found
Rahasia Sukses Sales Supervisor Andal
No full textFaktanya, banyak sales supervisor yang tidak dibekali pelatihan dan pengertian yang mendalam tentang tugasnya. Akibatnya, mereka menjalani profesi begitu saja, tanpa pernah mengerti hakikat sales supervisor yang efektif di bidangnya.Buku ini berupaya membantu membuka wawasan sales supervisor bahwa mereka perlu meningkatkan keterampilan dan pengetahuan dalam menangani salesman. Hal-hal yang penting diketahui dan dijalankan oleh para praktisi pemesaran dan penjualan (terutama sales supervisor), termasuk manajemen dasar, dikupas secara lengkap, rinci, dan sistematis. Dengan demikian, lewat buku ini sales supervisor akan terbantu dalam membina tim secara efektif agar lebih produktif untuk mencapai sasaran.Buku ini sangat bermanfaat bagi praktisi nonpemasaran yang ingin mendalami cara mengembangkan dan mengoreksi kinerja para sales force di lapangan. Juga, bagi para entepreneur yang membawahi petugas lapangan sebagai ujung tombak perusahaan dalam berhubungan langsung dengan pelanggan.xvii+130hlm.;14x21c
The sales book: cara mendorong penjualan dan mengelola tim sales untuk mencapai hasil terbaik
No full textBuku The Sales Book: Cara Mendorong Penjualan dan Mengelola Tim Sales untuk Mencapai Hasil Terbaik adalah panduan tentang cara memaksimalkan kinerja penjualan, baik secara individu maupun tim. Buku ini berisi saran praktis untuk berbagai aspek penjualan, mulai dari menemukan pelanggan potensial, membangun jalur penjualan, hingga mengelola dan memotivasi tim sales untuk mencapai target
Do Sales Matter? Evidence from UK Food Retailing
No full textThis paper assesses the role of sales as a feature of price dynamics using scanner data. The study analyses a unique, high frequency panel of supermarket prices consisting of over 230,000 weekly price observations on around 500 products in 15 categories of food stocked by the UK’s seven largest retail chains. In all, 1,700 weekly time series are available at the barcode-specific level including branded and own-label products. The data allows the frequency, magnitude and duration of sales to be analysed in greater detail than has hitherto been possible with UK data. The main results are: (i) sales are a key feature of aggregate price variation with around 40 per cent of price variation being accounted for by sales once price differences for each UPC level across the major retailers are accounted for; (ii) much of the price variation that is observed in the UK food retailing sector is accounted for by price differences between retailers; (iii) only a small proportion of price variation that is observed in UK food retailing is common across the major retailers suggesting that cost shocks originating at the manufacturing level is not one of the main sources of price variation in the UK; (iv) own-label products also exhibit considerable sales behaviour though this is less important than sales for branded goods; and (v) there is some evidence of coordination in the timing of sales across retailers insofar as the probability of a sale at the UPC level at a given retailer increases if the product is also on sale at another retailer.Sales, price variation, retail, Consumer/Household Economics, Demand and Price Analysis, L16, L66, Q13.,
Do dolphins benefit from nonlinear mathematics when processing their sonar returns?
No full textAn interview with author Tim Leighton about the paper
Opportunities for linking young surveyors across professional surveying member organisations and FIG
No full textGaya Komunikasi Pemimpin Tim Sales-II Asri Motor Group Surabaya dalam Pencapaian Target Tim
No full textPenelitian ini bertujuan untuk mengetahui gaya komunikasi pemimpin tim sales-II Asri Motor Group Surabaya khususnya dalam pencapaian target tim. Penelitian ini dilakukan dengan jenis penelitian deskriptif dengan pendekatan kualitatif serta metode studi kasus, single level analysis. Penelitian juga menggunakan teori gaya komunikasi Koehler yang terdiri dari gaya komunikasi controlling, equalitarian, structuring, dynamic, relinquishing dan withdrawal. Temuan penelitian ini ialah adanya kombinasi gaya komunikasi yang dimiliki pemimpin tim (supervisor) dilihat dari berbagai situasi yang ada. Dalam penelitian ini, muncul gaya ke tujuh yang juga melengkapi dan menjadi ciri khas pemimpin tim yakni gaya kepemimpinan supporting. Gaya ini dapat melengkapi gaya-gaya komunikasi lainnya sehingga dapat membawa tim sales-II sebagai the best team karena prestasi yang diraihnya
What to bid and when to stop
No full textNegotiation is an important activity in human society, and is studied by various disciplines, ranging from economics and game theory, to electronic commerce, social psychology, and artificial intelligence. Traditionally, negotiation is a necessary, but also time-consuming and expensive activity. Therefore, in the last decades there has been a large interest in the automation of negotiation, for example in the setting of e-commerce. This interest is fueled by the promise of automated agents eventually being able to negotiate on behalf of human negotiators.Every year, automated negotiation agents are improving in various ways, and there is now a large body of negotiation strategies available, all with their unique strengths and weaknesses. For example, some agents are able to predict the opponent's preferences very well, while others focus more on having a sophisticated bidding strategy. The problem however, is that there is little incremental improvement in agent design, as the agents are tested in varying negotiation settings, using a diverse set of performance measures. This makes it very difficult to meaningfully compare the agents, let alone their underlying techniques. As a result, we lack a reliable way to pinpoint the most effective components in a negotiating agent.There are two major advantages of distinguishing between the different components of a negotiating agent's strategy: first, it allows the study of the behavior and performance of the components in isolation. For example, it becomes possible to compare the preference learning component of all agents, and to identify the best among them. Second, we can proceed to mix and match different components to create new negotiation strategies., e.g.: replacing the preference learning technique of an agent and then examining whether this makes a difference. Such a procedure enables us to combine the individual components to systematically explore the space of possible negotiation strategies.To develop a compositional approach to evaluate and combine the components, we identify structure in most agent designs by introducing the BOA architecture, in which we can develop and integrate the different components of a negotiating agent. We identify three main components of a general negotiation strategy; namely a bidding strategy (B), possibly an opponent model (O), and an acceptance strategy (A). The bidding strategy considers what concessions it deems appropriate given its own preferences, and takes the opponent into account by using an opponent model. The acceptance strategy decides whether offers proposed by the opponent should be accepted.The BOA architecture is integrated into a generic negotiation environment called Genius, which is a software environment for designing and evaluating negotiation strategies. To explore the negotiation strategy space of the negotiation research community, we amend the Genius repository with various existing agents and scenarios from literature. Additionally, we organize a yearly international negotiation competition (ANAC) to harvest even more strategies and scenarios. ANAC also acts as an evaluation tool for negotiation strategies, and encourages the design of negotiation strategies and scenarios.We re-implement agents from literature and ANAC and decouple them to fit into the BOA architecture without introducing any changes in their behavior. For each of the three components, we manage to find and analyze the best ones for specific cases, as described below. We show that the BOA framework leads to significant improvements in agent design by wining ANAC 2013, which had 19 participating teams from 8 international institutions, with an agent that is designed using the BOA framework and is informed by a preliminary analysis of the different components.In every negotiation, one of the negotiating parties must accept an offer to reach an agreement. Therefore, it is important that a negotiator employs a proficient mechanism to decide under which conditions to accept. When contemplating whether to accept an offer, the agent is faced with the acceptance dilemma: accepting the offer may be suboptimal, as better offers may still be presented before time runs out. On the other hand, accepting too late may prevent an agreement from being reached, resulting in a break off with no gain for either party. We classify and compare state-of-the-art generic acceptance conditions. We propose new acceptance strategies and we demonstrate that they outperform the other conditions. We also provide insight into why some conditions work better than others and investigate correlations between the properties of the negotiation scenario and the efficacy of acceptance conditions.Later, we adopt a more principled approach by applying optimal stopping theory to calculate the optimal decision on the acceptance of an offer. We approach the decision of whether to accept as a sequential decision problem, by modeling the bids received as a stochastic process. We determine the optimal acceptance policies for particular opponent classes and we present an approach to estimate the expected range of offers when the type of opponent is unknown. We show that the proposed approach is able to find the optimal time to accept, and improves upon all existing acceptance strategies.Another principal component of a negotiating agent's strategy is its ability to take the opponent's preferences into account. The quality of an opponent model can be measured in two different ways. One is to use the agent's performance as a benchmark for the model's quality. We evaluate and compare the performance of a selection of state-of-the-art opponent modeling techniques in negotiation. We provide an overview of the factors influencing the quality of a model and we analyze how the performance of opponent models depends on the negotiation setting. We identify a class of simple and surprisingly effective opponent modeling techniques that did not receive much previous attention in literature.The other way to measure the quality of an opponent model is to directly evaluate its accuracy by using similarity measures. We review all methods to measure the accuracy of an opponent model and we then analyze how changes in accuracy translate into performance differences. Moreover, we pinpoint the best predictors for good performance. This leads to new insights concerning how to construct an opponent model, and what we need to measure when optimizing performance.Finally, we take two different approaches to gain more insight into effective bidding strategies. We present a new classification method for negotiation strategies, based on their pattern of concession making against different kinds of opponents. We apply this technique to classify some well-known negotiating strategies, and we formulate guidelines on how agents should bid in order to be successful, which gives insight into the bidding strategy space of negotiating agents. Furthermore, we apply optimal stopping theory again, this time to find the concessions that maximize utility for the bidder against particular opponents. We show there is an interesting connection between optimal bidding and optimal acceptance strategies, in the sense that they are mirrored versions of each other.Lastly, after analyzing all components separately, we put the pieces back together again. We take all BOA components accumulated so far, including the best ones, and combine them all together to explore the space of negotiation strategies.We compute the contribution of each component to the overall negotiation result, and we study the interaction between components. We find that combining the best agent components indeed makes the strongest agents. This shows that the component-based view of the BOA architecture not only provides a useful basis for developing negotiating agents but also provides a useful analytical tool. By varying the BOA components we are able to demonstrate the contribution of each component to the negotiation result, and thus analyze the significance of each. The bidding strategy is by far the most important to consider, followed by the acceptance conditions and finally followed by the opponent model.Our results validate the analytical approach of the BOA framework to first optimize the individual components, and then to recombine them into a negotiating agent
Tim Di Muzio on 'Sabotage'
No full textIn a series of essays published in 2013 and 2014 on capitaspower.com, political economist Tim Di Muzio explored the concept of ‘sabotage’ as it applies to capitalist power. I recently rediscovered these essays and was so impressed by them that I have reposted them here as a single piece.
About the author: Tim Di Muzio is a researcher at the University of Wollongong. He is the author of numerous books, including Debt as power, Carbon capitalism, and The 1% and the Rest of us
- …
