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Tracking Sales Activities In Agribusiness, Jiayu Li

Open Access Theses

Decisions in the sales area, including customer and product selection and margin discipline, shape profits for companies in agribusiness. Management of the sales function takes place at the organizational, managerial, and practitioner level, each of which requires data about the process. Individual salespeople benefit from better knowledge of customers (Dixon & Adamson, 2011), and sales managers benefit from understanding the activities of salespeople. Organizationally, data on sales activities may be used to determine progress toward organizational goals or to compensate salespeople. ^ This research utilized surveys to investigate how agribusiness companies differ in the ways they keep track of sales …