Developing A Catering Sales Program

A successful catering sales program consists of developing and properly following up on three types of accounts: present, past, and new. Ray Hooks reveals a systematic approach to increasing business in catering sales.

A study to adapt various sales forecasting methods for use by military club managers

The purpose of this study is to adapt and combine the following methods of sales forecasting: Classical Time-Series Decomposition, Operationally Based Data and Judgmental Forecasting for use by military club managers.

The 6P's of sales resource management

This paper will explore a data-driven approach called Sales Resource Management (SRM) that can provide real insight into sales management. The DSMT (Diagnosis, Strategy, Metrics and Tools) framework can be used to solve field sales management challenges. This paper focus on the 6P's strategy of SRM and illustrates how to use them to solve the CAPS (Concentration, Attrition, Performance and Spend) challenges. © 2010 IEEE.

Sales resource management training:a guide to developing effective salespeople

This paper adopts a sales resource management (SRM) framework to provide guidance on how to develop effective salespeople via sales training. SRM can be used to identify the individual training needs based on the individual-based modelling data. The individual-based modelling data can also be used to evaluate the outcome of sales training. This paper also gives some suggestions on the forms of sales training which are most likely to develop effective salespeople. © 2010 IEEE.

Perpetuating sales: enabling incumbent survival of radical technological shifts

This paper examines an industry whose incumbents’ specialised complimentary assets were their operations management and distribution channels. This advantage was seriously undermined by the advent of digital distribution. Radical technological change theories dictate that if incumbents in an industry without specialised complimentary assets will be replaced by entrants. This did not happen, and extant theories of incumbent survival do not explain why the incumbents remained dominant in the industry. We propose that survival is due to the unique industry characteristic of perpetuating sales. This paper will explain what is a perpetuating sales model and why does it enable incumbent survival?

Optimal Capital Requirements in Financial Networks with Fire Sales

I explore and analyze a problem of finding the socially optimal capital requirements for financial institutions considering two distinct channels of contagion: direct exposures among the institutions, as represented by a network and fire sales externalities, which reflect the negative price impact of massive liquidation of assets.These two channels amplify shocks from individual financial institutions to the financial system as a whole and thus increase the risk of joint defaults amongst the interconnected financial institutions; this is often referred to as systemic risk. In the model, there is a trade-off between reducing systemic risk and raising the capital requirements of the financial institutions. The policymaker considers this trade-off and determines the optimal capital requirements for individual financial institutions. I provide a method for finding and analyzing the optimal capital requirements that can be applied to arbitrary network structures and arbitrary distributions of investment returns.

In particular, I first consider a network model consisting only of direct exposures and show that the optimal capital requirements can be found by solving a stochastic linear programming problem. I then extend the analysis to financial networks with default costs and show the optimal capital requirements can be found by solving a stochastic mixed integer programming problem. The computational complexity of this problem poses a challenge, and I develop an iterative algorithm that can be efficiently executed. I show that the iterative algorithm leads to solutions that are nearly optimal by comparing it with lower bounds based on a dual approach. I also show that the iterative algorithm converges to the optimal solution.

Finally, I incorporate fire sales externalities into the model. In particular, I am able to extend the analysis of systemic risk and the optimal capital requirements with a single illiquid asset to a model with multiple illiquid assets. The model with multiple illiquid assets incorporates liquidation rules used by the banks. I provide an optimization formulation whose solution provides the equilibrium payments for a given liquidation rule.

I further show that the socially optimal capital problem using the ``socially optimal liquidation" and prioritized liquidation rules can be formulated as a convex and convex mixed integer problem, respectively. Finally, I illustrate the results of the methodology on numerical examples and

discuss some implications for capital regulation policy and stress testing.

International Sales of UK Television Content: Change and Continuity in ‘the space in between’ Production and Consumption

Focusing on the UK, this article addresses key issues facing the international distribution industry arising from over-the-top digital distribution and the fragmentation of audiences and revenues. Building on the identification of these issues, it investigates the extent to which UK distribution has altered over a ten-year period, pinpointing continuities in the destination and type of sales alongside changes in the role and structure of the industry as UK-based distributors adapt to a changing UK broadcasting landscape and global production environment. At one level increasing US ownership of UK-based distributors and the arrival of OTT players like Netflix, highlight the tensions between the national orientations of UK broadcasters and the global aspirations of independent producers and distributors. At another level VOD has boosted international sales of UK drama. Although the full impact of SVOD on content and rights has yet to materialise, significant changes in the industry predate the arrival of SVOD.

Tianjin sales of land by auctions:Italian Colonialism in the early twentieth century China

s a signatory to the Boxer Protocol in 1901, Italy came into possession of the Tianjin concession, its only colonial possession in China. The Italian settlement was situated on the Hai River, and most of the land consisted of cemeteries and salt deposits. Italian administration of the settlement encountered many difficulties. Expropriation of land from the Chinese occupants was not easy, and it proved equally difficult to attract Italian investors. However despite the fact that Italian public opinion supported the abandonment of the concession, the Italian government was ultimately obliged to undertake a project for its urban development. Success in Tianjin became a national challenge for Italy, with the National Trust providing the necessary economic support. The history of the Italian settlement in Tianjin therefore sheds light on the politics of colonialism and on Italy's economic and political agendas at the turn of the twentieth century.

Standardisation of the Selling Process in Franchising : A Take on Sales Funnel Management

This paper addresses the two opposing extremes of standardisation in franchising and the dynamics of sales in search of a juncture point in order to reduce franchisees’ uncertainties in sales and improve sales performance. A conceptual framework is developed based on both theory and practice in order to investigate the sales process of a specific franchise network. The research is conducted over a period of six weeks in form of a customised sales report considering the sales funnel concept and performance indicators along the sales process. The received quantitative data is analysed through descriptive statistics and logistic regressions in respect to what variations in the sales process can be discovered and what practices yield higher performance. The results indicate an advantage of a prioritisation guideline regarding the activities and choices to make as a salesperson over strict standardisation. Defining the sales funnel plus engaging in the process of monitoring sales in itself has proven to be a way of reducing uncertainty as the franchisor and franchisees alike inherently gain a greater understanding of the process. The extended knowledge gained from this research allowed for both practical as well as theoretical implications and expands the knowledge on standardisation of sales and the appropriateness of the sales funnel and its management for dealing with the dilemma between standardisation and flexibility of sales in franchising contexts.

¿Cuántas especies del género Gallotia había en la isla de El Hierro?

[ES] En la bibliografía reciente sobre los lacértidos de El Hierro se sugiere la coexistencia hasta tiempos relativamente recientes de tres especies en la isla: Gallotia caesaris, G. simonyi y G. goliath. Según esta bibliografía las diferencias específicas estarían basadas en la morfología dentaria, en el número de dientes, en el número de series de dientes en el pterigoides, en la morfología general del cráneo (estimada a partir de la longitud relativa de los procesos parietales) y en el tamaño de los individuos. El análisis comparativo de los numerosos restos subfósiles de lacértidos encontrados en El Hierro ha permitido concluir que si bien algunos de estos caracteres permiten distinguir a G. caesaris de otros lagartos de mayor tamaño, ninguno de ellos sirve para diferenciar a las otras dos especies propuestas.

Descripción de la distribución primitiva del lagarto gigante de El Hierro y de su regresión histórica

[ES] La distribución de 39 yacimientos paleontológicos y arqueológicos en los que se han encontrado restos de Gallotia simonyi en El Hierro muestra que su área primitiva de distribución estaba ligada a los ecosistemas xerófilos y termófilos de la isla. Lamentablemente, este paisaje ha sido fuertemente alterado por el hombre. La datación con 14C de restos procedentes de varios yacimientos ha puesto de manifiesto que en la zona llamada La Dehesa, en la que actualmente estos ecosistemas están bien conservados, todavía podían encontrarse lagartos gigantes en la segunda mitad del siglo XIX, y que éstos podían ser muy longevos y alcanzar grandes tamaños.

Área propuesta para la reintroducción del lagarto gigante de El Hierro (Gallotia simonyi). Análisis de la disponibilidad animal.

[ES] En el marco del proyecto titulado «Plan de Recuperación del Lagarto Gigante de El Hierro, Gallotia simonyi (Programa Life 84-3200/94/743)» se ha contemplado, en un futuro próximo, la posibilidad de ampliación del área actual de distribución de dicho lagarto. La zona escogida (La Dehesa) es un sabinar sometido actualmente a poca intervención humana. Aunque el lagarto gigante de El Hierro (Gallotia simonyi) es una especie eminentemente herbívora complementa su dieta con el consumo de presas de origen animal, fundamentalmente artrópodos. Con el fin de evaluar los recursos tróficos disponibles en el área de reintroducción se ha realizado un seguimiento a lo largo de un ciclo anual. La evolución de los recursos tróficos animales se determinó mediante biocenómetros mensuales.

Ecología del gato cimarrón en el ecosistema termófilo de El Hierro (Islas Canarias) y su impacto sobre el lagarto gigante (Gallotia simonyi).

[ES] El gato cimarrón es un predador introducido en el archipiélago canario. Se investigó la amenaza que suponen los gatos para la conservación y recuperación de Gallotia simonyi, un lacértido endémico amenazado de extinción en la isla de El Hierro. Para alcanzar conclusiones fiables, se estudió la demografía, la dieta, el patrón de reparto espacial y el patrón temporal de actividad de los gatos en el área de distribución histórica del lagarto gigante. Los gatos cimarrones de El Hierro mostraron ajustes ecológicos y sociales similares a los de otras poblaciones silvestres estudiadas. Se observó una fuerte dependencia trófica de la disponibilidad de conejos, pero los lagartos del género Gallotia parecieron ser también presas seleccionadas activamente.