TITLE

Retailers Struggle With Data Sales

AUTHOR(S)
Marek, Sue
PUB. DATE
May 2004
SOURCE
Wireless Week;5/1/2004, Vol. 10 Issue 10, p27
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Focuses on the struggle of wireless communication carriers to develop the sales potential of their wireless data services. Importance of monetary incentives for sales associates; Significance of pro-active measures in sales education; Role of sales pitch in the increase of data sales.
ACCESSION #
13046590

 

Related Articles

  • Retailers shift strategies to complete in wireless business. Safer, Will; Palenchar, Joseph // TWICE: This Week in Consumer Electronics;02/21/2000, Vol. 15 Issue 5, p44 

    Describes how wireless phone retailers are coping in the competitive environment. Impact of proliferation of service plans and technologies; Decline of compensation rates from carriers; Decision of some retailers to drop exclusivity with one retailer; Regional chains' partnership with national...

  • Retailer cuts back wireless offerings. Palenchar, Joseph // TWICE: This Week in Consumer Electronics;02/21/2000, Vol. 15 Issue 5, p44 

    Reports on a retail chain's decision to significantly scale back its wireless commitment. Right plan versus right products; Problem with non-exclusive relationships.

  • NPD Intelect: Cordless up 30% in units sold through August. McDonald // TWICE: This Week in Consumer Electronics;10/25/99, Vol. 14 Issue 24, p45 

    Reports on the growth of cordless telephone sell-through in August 1999, according to a retail survey conducted by NPD Intelect. Growth in other landline telecommunication categories; August's cordless sales by technology.

  • Life in the retail industry never stands still.  // Chain Store Age;Nov95, Vol. 71 Issue 11, p138 

    Discusses the impact of wireless communication tools on the United States retail industry. Increase accessibility to customers and colleagues; Decrease in time and cost associated with returning cost; Staff's better coverage of the sales floor.

  • Largest Indianapolis-Area Wireless Phone Retailers. Cullather, Sarah // Indianapolis Business Journal;2004 Book of Lists, Vol. 24 Issue 41, p156 

    Lists the largest Indianapolis-area wireless phone retailers as of June 20, 2003 ranked by number of local salespeople. Rank; Business name; Business address; Contact information; Total salespeople and employees; Number of office locations in Indiana and totals; Equipment brand carried by...

  • China government uses 3G licenses as incentive for telco reforms. Taylor, Colleen // Electronic News;7/30/2007, Vol. 53 Issue 31, p18 

    The article reports that China's government is using the next-generation technology licenses as incentives for the major telecommunications companies to adopt industry reforms. The National Development and Reform Commission believes that a fundamental restructuring of the telecommunications...

  • The Impact of Incentive Compensation on the Salesperson's Work Habits: An Economic Model. Darmon, RenĂ© Y. // Journal of Personal Selling & Sales Management;May87, Vol. 7 Issue 1, p21 

    This article proposes an application of some basic concepts of economic theory to the problem of sales force response to financial incentive variations. The objective is to associate various salespersons' behavioral patterns with respect to financial incentives with some easily observable...

  • Motivation and Monetary Incentives: A Closer Look. DelVecchio, Susan; Wagner, Judy A. // Society for Marketing Advances Proceedings;2007, p221 

    Do higher levels of variable pay reduce salesperson intrinsic motivation? The pattern of findings from past sales management studies is intriguing and may suggest self-determination concepts are applicable. Testing this applicability on a cross-section of industrial salespeople, we found pay...

  • Are you being served? Donahue, Mark // Telephony;6/18/2007 Supplement, Vol. 248, p10 

    The article focuses on the strategy of wireless communication systems retailers to enhance in-store customer services in the U.S. Such strategy involves boosting high-end wireless device sales, as sales of electronic mail, Internet access, video services, music downloads, and global positioning...

Share

Read the Article

Other Topics