Industrial Sales Forces — Their Role in Product Planning and Development

1983 ◽  
Vol 1 (1) ◽  
pp. 56-66
Author(s):  
C.D. Moss
Keyword(s):  
Product Planning ◽  
Industrial Sales ◽  
Sales Forces

Price Delegation and Performance Pay: Evidence from Industrial Sales Forces

2016 ◽  
Vol 32 (3) ◽  
pp. 508-544 ◽  
Author(s):  
Desmond (Ho-Fu) Lo ◽  
Wouter Dessein ◽  
Mrinal Ghosh ◽  
Francine Lafontaine
Keyword(s):  
Performance Pay ◽  
Industrial Sales ◽  
And Performance ◽  
Sales Forces

Requirements Capture for Inclusive Design Resources and Tools

Volume 3 ◽  
2004 ◽  
Author(s):  
Hua Dong ◽  
P. John Clarkson ◽  
Simeon Keates
Keyword(s):  
Unmet Needs ◽  
Fundamental Problem ◽  
Inclusive Design ◽  
Planning Stage ◽  
Product Planning ◽  
The Past ◽  
Design Resources ◽  
User Data ◽  
Design Requirements ◽  
The Impact

In the past twenty years, a number of resources and tools to support inclusive design have been developed. However, the impact of these resources and tools on industry is not evident — few industrialists have been using them in practice. Investigations into industry have identified unmet needs, for example, the lack of appropriate user data relating to inclusive design. The fundamental problem is that few resources and tools have been developed based on rigorous requirements capture. In fact, many of them were developed only because the developers think the information could be useful. It is essential to prepare a detailed requirements list when clarifying the task at the product planning stage. This is also true for developing resources and tools for inclusive design. Requirements capture plays an important role in identifying real needs from users and developing appropriate methods of support for them. This paper starts with a survey of available resources and tools for inclusive design, and a discussion on their merits and deficiencies in respect to industry application. A number of methods are employed for the requirements capture for an inclusive design toolkit, which leads to a consistent result. An outline of the toolkit is also presented.

Measuring Pump Efficiency: Uncertainty Considerations

2005 ◽  
Vol 127 (4) ◽  
pp. 280-284 ◽  
Author(s):  
Noah D. Manring
Keyword(s):  
Experimental Data ◽  
Confidence Interval ◽  
Confidence Intervals ◽  
Academic Research ◽  
Pump Efficiency ◽  
The Past ◽  
Industrial Sales ◽  
Efficiency Data

The objective of this paper is to analyze the uncertainty associated with pump efficiency measurements and to determine reasonable confidence intervals for these data. In the past, many industrial sales and some pieces of academic research have been based upon the experimental data of pump efficiencies; yet few have questioned the accuracy of the experimental data and no one has provided a confidence interval which reflects the range of uncertainty in the measurement. In this paper, a method for calculating this confidence interval is presented and it is shown that substantially large confidence intervals exist within the testing results of a pump. Furthermore, it is recommended that these confidence intervals be included with the efficiency data whenever it is reported.

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