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Research papers

PAKOM: The price-sales functions of competing brands

This model, which is called PAKOM from the initials of its German name, concerns itself with the effects of price differences and indicates what influence the price policy for a product has on the level of sales, against the background of competitor...

Catalogue: ESOMAR Congress 1976: Research That Works For Today's Marketing Problems
Author: Klaus Kornobis
Company: Nielsen
September 1, 1976

Research papers

Express: An interactive marketing and sales management information system

All businesses are faced with gathering information from various sources to enable decision-making to be carried out for the profitability of the organisation as a result of analysing the data. The data can be very varied in its origin. Tor instance,...

Catalogue: Seminar 1977: Marketing Management Information Systems
Authors: T. Book, P. Latour
June 15, 1977

Research papers

Price sensitivity, does it increase during a recession?

In this paper, the authors describe a method which has been tested over many years. It offers a means for testing the sales effect of price decisions before the new price has been released on the market. Thus marketing companies can evaluate pricing...

Catalogue: EMAC/ESOMAR Symposium 1984: Methodological Advanced In Marketing Research In Theory And Practice
Authors: Alain Pioche, Lynn Y.S. Lin, Patrick G. M. Standen
Company: Burke, Inc.
June 15, 1984

Research papers


In this paper, a Decison Support System is presented that enables the decision-maker to make optimal use of existing marketing research data in the area of fast-moving consumer goods. Many valuable market data are not analyzed in depth by the...

Catalogue: ESOMAR/EMAC/AFM Symposium 1993: Information Based Decision Making In Marketing
Authors: Ole Stenvinkel Nilsson, Jørgen Kai Olsen
June 15, 1993

Research papers

Analysis of sales of price promoted consumer goods using scanner data

In this paper the following problem is tackled: Assumed, a pattern of individual item sales and corresponding prices by week is known for a certain period of the past. What sales can be expected if planned price strategies including price cuts are...

Catalogue: EMAC/ESOMAR Symposium 1984: Methodological Advanced In Marketing Research In Theory And Practice
Authors: Martin Both, Wolfgang Gaul
June 15, 1984

Research reports

Kensitas Club

Consideration is being given to a new promotionalscheme for the Kensitas brands. The main objects ofthe scheme are:1. In the short term to maintain loyalty byincreasing contact between the smoker and thecompany;2. In the long term to provide...

Catalogue: CRAM/Peter Cooper Archive Collection
Author: CRAM/Peter Cooper Archive
February 12, 1973

Research papers

Optimising newspaper sales

This paper is an introduction to the philosophy of supply control systems to optimise newspaper and magazine sales. The construction of the system was started in 1972 as a cooperation between the management of sales and distribution and the...

Catalogue: Seminar 1981: Sampling Problems And Data Collection
Author: Ivan Biangslev
May 1, 1981

Research papers

Using editorial research to build the circulation of glamour magazine

The paper details the many ways in which GLAMOUR, a major consumer women's magazine in the United States, has used editorial research over a period of the last fifteen years in order to build its circulation, especially its single copy sales.

Catalogue: Seminar 1983: Publishing A Better Product
Author: Ruth Whitney
November 23, 1983

Research papers

Price policy and price research (magazines)

The problem dealt with here arose from the quite practical question of what influence the selling price of a magazine has on sales . We wanted to see whether the economic principle that "raising the selling price always means danger of lessened...

Catalogue: Seminar 1972: Marketing And Research In The Publishing Industry
Author: G. Gutjahr
June 15, 1972