MSI Awards Research Grants for “Thought Leadership on Sales”Jul 14, 2013
MSI and the Sales Excellence Institute (SEI) at the University of Houston are pleased to announce the winners of a research proposal competition to promote thought leadership on the sales profession.
Sales Force IncentivesJan 01, 2013 Thomas J. Steenburgh, University of Virginia Darden School of Business
On the sales force performance curve, there are laggards, core performers, and stars. The laggards need carrots and respond to short-term goals; quarterly bonuses help them most. Core performers account for 60-70% of the sales force. Multi-tiered prizes that keep them in the game motivate them best. Stars are overachievers who try to surpass any target they are given. They do not want caps on their earnings and overachievement commission rates are the best motivators.
Foster Collaboration with SalesJan 01, 2013 Lisa Arthur, Chief Marketing Officer, Teradata Applications, and John Petralia, Global Head of Marketing Operations, Bloomberg
Marketing needs to create an improved environment for sales by providing leads of high quality and quantity. With better data, sales people can spend less time prospecting and their leads will be more efficient.
Marketing on the Move: Understanding the Impact of Mobile on Consumer BehaviorLijia (Karen) Xie , 2012, 12-301
Summarizes the proceedings of "Marketing on the Move: Understanding the Impact of Mobile on Consumer Behavior" cosponsored with Wharton Customer Analytics Initiative, on February 27-28, 2012, in Philadelphia, Pennsylvania.
Sales Response and Personal Selling EffortJan 01, 2011 Pradeep Chintagunta, University of Chicago
Pradeep Chintagunta, University of Chicago discusses sales response and personal selling effort.
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