Importance of the Sales Force for Effective Communication of SME in the B2B Sector
The result's identifiers
Result code in IS VaVaI
<a href="https://www.isvavai.cz/riv?ss=detail&h=RIV%2F60076658%3A12510%2F20%3A43906615" target="_blank" >RIV/60076658:12510/20:43906615 - isvavai.cz</a>
Result on the web
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DOI - Digital Object Identifier
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Alternative languages
Result language
angličtina
Original language name
Importance of the Sales Force for Effective Communication of SME in the B2B Sector
Original language description
SMEs today operate in an increasingly demanding environment. Societal and economic changes arecreating more dynamics, complexity and stronger competition. One cause is globalisation, which isgenerating increasing competitive pressure. Another reason is the new expectations that legislatorsand stakeholders are placing on companies. Small and medium-sized companies, in particular, are atrisk of being squeezed out by large market players. This forces SMEs to increase theircompetitiveness. In this context, the sales structure is of particular importance. On the one hand, itmust ensure that the market's potential is fully exploited. In doing so, all relevant customer groupsmust be developed and an economic margin must be achieved in the sale of products and services. Onthe other hand, it is important to make sales as efficient as possible by minimizing costs. In the courseof progressive digitalisation, SMEs are also increasingly relying on direct sales. Nevertheless, thereare still numerous companies, especially among family-run SMEs, which continue to rely on apersonal sales force. The present research study uses the example of a financial services provider toclarify whether significantly better sales figures can be achieved in the B2B sector with field salesrepresentatives. To this end, the sales successes intended by sales representatives are examined on athree-month basis with the help of a one-sided t-test. The method is based on the author's assumptionthat better sales results are achieved with field sales representatives than with mere direct sales.
Czech name
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Czech description
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Classification
Type
D - Article in proceedings
CEP classification
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OECD FORD branch
50204 - Business and management
Result continuities
Project
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Continuities
I - Institucionalni podpora na dlouhodoby koncepcni rozvoj vyzkumne organizace
Others
Publication year
2020
Confidentiality
S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů
Data specific for result type
Article name in the collection
Education Excellence and Innovation Management: A 2025 Vision to Sustain Economic Development during Global Challenges
ISBN
978-0-9998551-4-0
ISSN
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e-ISSN
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Number of pages
17
Pages from-to
13113-13129
Publisher name
INT BUSINESS INFORMATION MANAGEMENT ASSOC-IBIMA
Place of publication
NO. 327, NORRISTOWN, PA 19401 USA
Event location
Španělsko
Event date
Apr 1, 2020
Type of event by nationality
WRD - Celosvětová akce
UT code for WoS article
000661489804001