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Market Mavericks in Emerging Economies: Redefining Sales Velocity and Profit Surge in Today’s Dynamic Business Environment

Author

Listed:
  • Enkeleda Lulaj

    (Faculty of Business, University Haxhi Zeka, Eliot Engel, 30000 Peja, Kosovo)

  • Blerta Dragusha

    (Faculty of Economy, University of Shkodra, Jeronim De Rada, Sheshi “Dugajt e Reja”, 4001 Shkoder, Albania)

  • Donjeta Lulaj

    (Independent Researcher, Mic Sokoli, 30000 Peja, Kosovo)

Abstract

This research aims to explore market mavericks by redefining sales velocity and profit surge in today’s dynamic business environment in emerging economies. The study focuses on the interplay between Sales Excellence (SE), Sales Capability (SC), Market Alignment (MA), Strategic Responsiveness (SR), and Dynamic Sales Management (DSM). Data from 180 companies (2021–2023), provided by financial leaders, were analyzed using SPSS (23.0) and AMOS (23.0) software. The analysis employed exploratory factor analysis (EFA), reliability analysis, and confirmatory factor analysis (CFA). The results highlight the critical role of these factors in shaping market mavericks and their significant impact on sales and profits in emerging economies. Specifically, SE enhances sales and profits when supported by effective strategies, SC drives organizational change by aligning service quality with SE, and MA drives sales velocity and profit surges through accurate forecasting. SR positively influences sales results by aligning sales with corporate strategy, while DSM is critical for motivating salespeople and shows strong links to SC and SR for successful adaptation in a dynamic business environment. The study reveals the interdependence of these factors and emphasizes the need for seamless integration and coordination to drive effective organizational change. These findings have significant implications for corporations seeking to improve their sales strategies and achieve sustainable growth in a rapidly evolving marketplace in emerging economies. This research explores market mavericks, redefines sales velocity and profit surge, and provides valuable insights into the critical factors shaping market mavericks and their impact on sales and profits. It offers guidance for organizations seeking sustainable growth.

Suggested Citation

  • Enkeleda Lulaj & Blerta Dragusha & Donjeta Lulaj, 2024. "Market Mavericks in Emerging Economies: Redefining Sales Velocity and Profit Surge in Today’s Dynamic Business Environment," JRFM, MDPI, vol. 17(9), pages 1-19, September.
    • Handle: RePEc:gam:jjrfmx:v:17:y:2024:i:9:p:395-:d:1471524
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    References listed on IDEAS

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    1. Echchakoui, Saïd, 2016. "Relationship between sales force reputation and customer behavior: Role of experiential value added by sales force," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 54-66.
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