Performance Enhancement of Team Retailing Through Six Sigma Applications

Performance Enhancement of Team Retailing Through Six Sigma Applications

Amritanshu Rajagopal (Dentalia, Mexico)
DOI: 10.4018/978-1-60566-248-0.ch010
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Abstract

The basic attributes of a good team include clear identification of goals, clarity of roles, common feeling, motivation, commitment and collaborative attitude (Rajagopal and Rajagopal, 2006a). The team selling approach is followed by many multinational companies for various products and services, which the customer faces as a firsttime buy and salespeople need to support such negotiations with comprehensive information needs. Team selling would also be advantageous when an account requires special treatment or a large number of people are involved in the process of buying decision. In addition, team selling is more likely to be employed when the potential sale is large for the representative firm and when the product is new to the product line of salespeople (Rajagopal, 2007). In a sales team each member of the group shows interest in the achievement and follows a systems approach which provides the framework or organizational principal for evaluating task in parts (Cummings, 1980). The members develop confidence, trust, and commitment to work in a team and rely on group communication on the given tasks and schedule.

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Table of Contents
Foreword
Luis Herrera Y Marquez
Chapter 1
Dr. Rajagopal
It has been observed that the technology has homogenized the world markets for variety of customer and industrial needs. The reduction in the tariff... Sample PDF
Understanding Retailing Concepts
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Chapter 2
Dr. Rajagopal, Ananya Rajagopal
The rationale of shifting conventional practices to technology based operations, its implications on customer value and performance of banking... Sample PDF
Self Service Technologies in Retail Financial Sector
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Chapter 3
Dr. Rajagopal
The customer value concept is utilized to assess product performance and to determine the competitive structure of the new products. The analytical... Sample PDF
Customer Value and New Product Retailing Dynamics: An Analytical Construct for Gaining Competetive Advantage
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Chapter 4
Jesus Enrique Portillo Pizana
In the midst of many trends taking place at this historic moment – such as deregulation of industries, privatization of state-owned enterprises... Sample PDF
Measuring Consumer Attitudes Towards Self-Service Technologies
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Chapter 5
Dr. Rajagopal
Estimating value drivers for a new product can be tricky because there is no direct historical data. However, we can assume that the impact from... Sample PDF
Measuring Variability Factors in Customer Values, Technology Convergence and Profit Optimization in a Retailing Firm: A Framework for Analysis
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Chapter 6
Ankush Sharma, Preeta Vyas
Retailing is in a rapid state of change due to speedy technological developments, changing competitive positions, varying consumer behaviour as well... Sample PDF
Decision Support Systems in Indian Organized Retail Sector
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Chapter 7
Dr. Rajagopal, Amritanshu Rajagopal
The role of sales network is fundamental within the value creation chain of the firm, as creating shareholder value is strictly linked with creating... Sample PDF
Dynamics of Buyer-Seller Co-Dependency in Optimizing Functional Efficiency
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Chapter 8
Dr. Rajagopal
This chapter attempts to analyze drivers of compulsive buying behavior induced by store based promotion through empirical investigation in Mexico.... Sample PDF
Loyalty Cards in Retailing Industry: Technology Application in Customer Relations
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Chapter 9
Dr. Rajagopal
The rapid growth in computer technology and commercial needs have allowed significant changes in the information management systems. There emerged... Sample PDF
Internet, Reengineering and Technology Applications in Retailing
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Chapter 10
Amritanshu Rajagopal
The basic attributes of a good team include clear identification of goals, clarity of roles, common feeling, motivation, commitment and... Sample PDF
Performance Enhancement of Team Retailing Through Six Sigma Applications
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Chapter 11
Ernesto Fierros, Dr. Rajagopal
The principal objective of the study is to identify the primary variables that can make an impact on the buying decision for a mobile phone. The... Sample PDF
Consumer Response to High Technology Mobile Phones in Emerging Markets
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Chapter 12
Dr. Rajagopal
This study attempts to analyze behavioral drivers which influence consumers’ leisure shopping behavior and measure customers’ value through... Sample PDF
Building Shopping Arousal Through Direct Marketing in Retail Environment
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Chapter 13
Dr. Rajagopal
A firm, which would like to involve itself in the international business, may look for its entry into international marketing in many possible ways... Sample PDF
Marketing Strategy, Technology and Modes of Entry in Global Retailing
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Chapter 14
Dr. Rajagopal, Amritanshu Rajagopal
In developing strategy, both corporate and business unit management need to be able to realistically appraise the level of performance that should... Sample PDF
Profit Impact on Marketing Strategy and Brand Management: Methodological Perspectives
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Chapter 15
Dr. Rajagopal
Increasing globalization and competitiveness in the retail environment is thrusting retail firms to reach high levels of consistent experimentation... Sample PDF
Technology and Retailing and Firms: Challenges Ahead
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About the Authors