Indian Journal of Marketing
By: Associated Management Consultants (P) Ltd.Single Issue
Single Issue
- IJM-February2011-Article4-An Empirical Study To Find The Gaps In Call Coverage And Its Impact On Sales Performance
- Price : 80.00
- Published on February 2, 2011
- Associated Management Consultants (P) Ltd.
- Issues 520
- Language - English
- Published monthly
About this issue
In the current market situation, the companies are facing more and more difficulties in implementing the strategies at the market place and failing to do so, results in poor sales performance. McKinsey published report on Sales force effectiveness and has shown that due to pressures of time and more complex market situation, sales people effectiveness is going down over a period and which largely effects the ROI of the companies. Therefore, the most important aspect is coverage of customers by sales representatives & this paper has briefly discussed issues like call adherence level, call frequencies and the gaps which have direct bearing on sales performance of companies and have suggested measures to overcome so as to excel in sales performance.
About Indian Journal of Marketing
INDIAN JOURNAL OF MARKETING (ISSN 0973-8703) is a double blind peer reviewed refereed monthly journal, which was started in 1968. It is the oldest and the only monthly journal of Marketing in India. It is an authentic research publication dealing with Marketing; Advertising; Consumer Behaviour; Sales Management; Advertising & Promotion Management; Business Education; Business Information Systems (MIS); Business Law; Communication; Direct Marketing; E-Commerce; Global Business; Health Care Administration; Marketing Research; Marketing Theory & Applications; Office Administration/Management; Organizational Development; Production/Operations; Public Administration; Retailing; Sales/Selling; Services; Tourism, Hospitality & Leisure; and Industrial Organization.