Potent of sales-persons, impact on the channel of distribution in lighting industry in bangalore

Title

Potent of sales-persons, impact on the channel of distribution in lighting industry in bangalore

Creator

Sateesh Kumar T.K.; Basava Aradhya S.G.

Description

Its found in array of literature on the roles, functioning of the sales persons and also illuminates how these are measured on effectiveness of channel of distribution. This study made with objective for better understanding of various variables, and out of which primary factors that could be focused for effectiveness of channel of distribution in lighting industry in Bangalore from the perceptive of intermediaries. This study draws the responses from intermediaries who are pivotal force (opinion leaders) in the market, which could prove more deep understanding for strategizing the channels in the said industry. From the review of literature we streamlined the functions performed for potent of sales persons. Further analysed with vivid using various statistical tools to understand loads (Eigen value), hence, prompting with Principal Component Analysis. This study is uses all normative way to analyse of the results reframed pivotal factors, in classifying, draining out insignificant factors. By regrouping based on the array of load, we come to understand 3 vital ingredients viz., 1) intermediaries appointment criteria 2) sales training& communication 3) concern for cost and needs of intermediaries, and urging to business institutions to opt for better channel strategy. Notwithstanding, the relationship with intermediaries are charismatic in nature, and dynamics of channel strategy would and will be determinant for success of any business organisation. 2019, Institute of Advanced Scientific Research, Inc.. All rights reserved.

Source

Journal of Advanced Research in Dynamical and Control Systems, Vol-11, No. 5, pp. 166-172.

Date

2019-01-01

Publisher

Institute of Advanced Scientific Research, Inc.

Subject

Channel of Distribution; Functions of Sales Persons; Intermediaries

Coverage

Sateesh Kumar T.K., Bharthiar University, India; Basava Aradhya S.G., Global Institute of Management Science, Bangalore, India, Christ Institute of Management, Christ University, Lavasa Campus, Pune, India

Rights

Restricted Access

Relation

ISSN: 1943023X

Format

Online

Language

English

Type

Article

Identifier

https://www.scopus.com/inward/record.uri?eid=2-s2.0-85070802587&partnerID=40&md5=7e4523bbcc083746afe336a53c502856