sales analysis literature review

Specifically, a review of the recent academic and practitioner marketing literature (e.g., Cuevas, 2018; Kumar, 2018; Sridhar & Fang, 2019) suggests three major changes occurring in the world of sales and marketing: (1) a rapidly changing technological environment including big data's impact on sales and marketing practice, (2) the emergence of ...

Sales forecasting is an important part related to supply chain. management and operations between the retailer a nd. manufacturers. Manufacturer needs to predict the actual. future demand to ...

For example, a recent review by Plank et al. (Citation 2018) examines the sales manager as a unit of analysis and shows that between 1980-2015 only 6.5% of articles published in the leading sales journal focused on sales leadership. Their review included topics such as recruitment and training, which we argue fall into a separate category ...

This paper's purpose is to evaluate empirical and theoretical perspectives in Sales and Operations Planning (S&OP). The methodology consists of a systematic literature review, analysing 292 publications from academics and practitioners. The results reveal that the empirical evidence has been initially obtained by practitioners and subsequently acquired by academics with a growing interest in ...

While sales (and marketing) literature has spent much time exploring analytics and measurement, there seems to be a revitalized interest in sales and especially sales data and analytics. ... Additionally, Said looks at a bibliometric analysis of salesforce research from 1912-2019 to put forth a four-step procedure to merge SCOPUS and Web of ...

A systematic literature review and meta-analysis on B2B sales success determinants. • A sales success model that captures important determinants from all the key pillars of the selling process. • A salesperson's competence and organization's operational and strategic practices must be aligned with the complex preferences and needs of ...

competition and sales forecasting. Section3details the proposed techniques. Research findings are presented in Section4. Discussions are presented in Section5. Conclusions are shown in Section6. 2. Literature Review Sales forecasting, market analysis, and performance assessment are three critical issues for retail firms.

Based on a review of 89 marketing articles covering a 37-year period, the authors provide a synthesis of M&S interface research from thematic, theoretical, and methodological perspectives. Twelve managerial insights emerge from the review. The analysis also leads to a holistic future research agenda derived from observed gaps in the M&S ...

This systematic literature review examines the deep learning (DL) models for retail sales forecast. The accuracy of a retail sales forecast is a prevalent force for uninterrupted business ...

2 Literature Review. A large amount of data available in information databases becomes a waste until the useful information is extracted. Predictive analytics is known as the roof of advanced analytics—that is to predict future events. ... A. Aima, WALMART sales data analysis & sales prediction using multiple linear regression in R ...

This paper aims to conduct a systematic review of sales performance research published during 1983-2018 to propose an extension to Verbeke et al.'s (2011) classification.,This paper followed a systematic approach to the literature review in five sequential steps - search, selection, quality control, extraction and synthesis - as ...

sales persons from one company in B2B i ndustrial sales. As basis for these interviews two main theories where used, Verbeke, Dietz, Verwaal (2011) and Zallocco, Bollman Pullins, Mallin (2009) The results confirm the findings of established theoretic literature in that sales performance

A literature review is a crucial part of any research project, especially in sales management, where you need to understand the current trends, challenges, and best practices in your field.

Request PDF | On Nov 20, 2020, Somesh Kumar Sinha published A Systematic Literature Review of the Sales Promotion s Utilitarian and Hedonic Benefits | Find, read and cite all the research you need ...

This literature review aims to shed light on both the recent growth of e-commerce literature and its interplay with consumer marketing strategy. Extant research has examined this change in human interaction due to social network building, mostly through the themes of online marketing and social media marketing, also comprehending issues such as ...

The sales manager as a unit of analysis: a review and directions for future research. Richard E. Plank Muma College of Business, The University of South Florida, ... While the sales literature is vast and despite the importance of sales managers being widely recognized and accepted, an extensive search of the sales literature identified only ...

The positive and negative sentiments from 12K reviews used for neural network analysis to predict how these variables can collectively be used for predicting product sales. The neural network analysis has confirmed that all proposed predictors are influential for sales. propose a novel method for predicting sales. The model combines Bass/Norton ...

A literature review is a critical analysis and synthesis of existing research on a particular topic. It provides an overview of the current state of knowledge, identifies gaps, and highlights key findings in the literature. 1 The purpose of a literature review is to situate your own research within the context of existing scholarship, demonstrating your understanding of the topic and showing ...

The reader may choose a few representative reviews for each star rating to read. Thus, star rating may bridge the effect of review sentiments on purchasing decisions and product sales. Some studies in the literature [32], [40], [41] revealed that review sentiments impact sales.

Sales Performance Literature Review - Free download as Word Doc (.doc), PDF File (.pdf), Text File (.txt) or read online for free. This document provides a literature review on sales force performance in the pharmaceutical industry. It discusses several topics: issues related to sales force effectiveness; expanding sales forces without matching performance improvements; sales training and ...

This article is a practical guide to conducting data analysis in general literature reviews. The general literature review is a synthesis and analysis of published research on a relevant clinical issue, and is a common format for academic theses at the bachelor's and master's levels in nursing, physiotherapy, occupational therapy, public health and other related fields.

The articles in this special issue. Dabić et al. (Citation 2021) present an innovative way of reviewing literature that combines elements of bibliometric analysis with systematic literature review in their article, "Serial entrepreneurs: A review of literature and guidance for future research."This combined method allows the authors to shed light on research into serial entrepreneurship ...

The substantial growth of e-commerce during the last years has led to a surge in consumer returns. Recently, research interest in consumer returns has grown steadily. The availability of vast customer data and advancements in machine learning opened up new avenues for returns forecasting. However, existing reviews predominantly took a broader perspective, focussing on reverse logistics and ...

Strategic Brand Management. R. Elliott Larry Percy S. Pervan. Business. 2007. Strategic Brand Management, 3e uniquely analyses the social and cultural aspects of brand strategy and its influence on consumer perceptions around the world. Written by experts in the field, it is…. Expand. 1,814. Highly Influential.

e. Read other literature reviews of your topics if available. 2(i). (For Systematic Reviews or Meta-Analyses) Select your inclusion / pre-selection criteria to identify the types of studies that will be most relevant to the review. a. Decide on the following to create your inclusion criteria: Patient, population, or people who were studied.