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Dissertations / Theses on the topic 'Sales management system'

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Published: 13 June 2021
Last updated: 11 February 2022

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1

Tarar, Shahid Iqbal. "Web based sales management system." Thesis, Mälardalen University, School of Innovation, Design and Engineering, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-10368.

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Paramount Salt Handicraft A wholesale Himalayan salt company was previously doing business in traditional way and was limited only to the local market. However from the start day management was planning to expand the business to more locations and to attract more customers. So to expand the business and to attract the international customers and customers from other cities of Sweden it was necessary to make it available over the internet so that customers can easily get knowledge about the company’s products and purchase them. So the need of an online web shop was realized to bring the company’s plan into reality. The online shop will be act as a medium of interaction between the customers and the company and it will enable the customers to buy products online and make payments electronically and after that the products will delivered to them. Throughout the process the customers can easily track the overall status of their orders.

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Marvin, Heath (Heath Allen). "Dynamics of sales compensation systems for complex sales in the semiconductor industry." Thesis, Massachusetts Institute of Technology, 2016. http://hdl.handle.net/1721.1/106256.

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Thesis: S.M. in Engineering and Management, Massachusetts Institute of Technology, School of Engineering, System Design and Management Program, Engineering and Management Program, 2016.
Cataloged from PDF version of thesis.
Includes bibliographical references (pages 66-67).
The semiconductor industry has entered a new phase where growth is in line with the rest of the economy. This change from rapid growth to average growth is forcing changes in how business is done across the industry. One area that can be inspected is incentivization and compensation of companies' sales forces. While the state of the practice in the industry is to pay commissions on sales made, research indicates that the semiconductor sales process may be more effective without commissions. This thesis uses System Dynamics modeling and simulation techniques to analyze the differences that result from different types of incentive plans for salespeople in order to test the robustness of a non-commissioned model against the more traditional commissioned model. The results show which incentive approach is more robust in the new economy. The modeling of these different incentive approaches shows that a non-commissioned sales force is superior in every scenario. While a commissioned sales force can drive growth, the sales force is less effective when paid commissions so price advantage must be used as a lever to drive sales to the level that a non-commissioned sales force can achieve. In growth, recession, and stability, a non-commissioned sales force is shown to be more effective when selling a complex product in a complex industry.
by Heath Marvin.
S.M. in Engineering and Management
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Laxmidhar, Mohammad, and Dnyanesh Sarang. "Exploratory Investigation of Sales Forecasting Process and Sales Forecasting System : Case Study of Three Companies." Thesis, Jönköping University, JIBS, Business Administration, 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-718.

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The future has always caught the attention of the human being. The thirst of exploring the future and to know the unknown has driven the human being toward innovativeness.

Companies are expanding their operations worldwide since the past few decades. Profit growth coupled with an effective strategy has become the primary need of global companies. Research in this area has given rise to optimization of the supply chain for higher profitability. Considering the overall strategy the company needs to plan production well in advance. The operational planning comes in picture at this moment. In order to reduce excessive inventory at each stage of the production; one should know the demand of the next stage and preferably the end customer demand. The process of sales forecasting is undertaken to predict demand at different stages. It is a complex managerial function and hence needed to be undertaken by a scientific way. The sales forecasting the function includes process of forecasting, administration, hardware, software, users and developers of forecast.

Historically sales forecasting has been considered as a side activity by most of the companies. Sales forecasting has not been considered as an important function of marketing and finance. Very few companies have seen sales forecasting by a scientific management point of view. Less research has been reported in sales forecasting in comparison to other managerial functions. Planning based on sales forecasting; may be part of a selected strategy for growth and profitability. These facts have attracted us to study sales forecasting as a managerial function.

The purpose of this study is to describe and analyze the sales forecasting process, sales forecasting system, sales forecasting methods and techniques. Further proposing possibilities of improvements in existing forecasting process is also purpose of this study.

We have selected three manufacturing companies for this study based on purposive sampling. Considering research interest in phenomenon study; we have selected a qualitative research strategy for this study. We have selected a case study method for our research as it is the most appropriate tool to study the relation between theory and phenomenon. For this research, we have collected the data by semistructured interviews based on a pre formed questionnaire. The questionnaire has been prepared with respect to our research purpose and open ended questions were used to gather extensive data. The data gathered during interviews, have been analyzed by the use of ‘Flow model’ suggested by Miles and Huberman (1994).

Results from this study shows that there is a need to see ‘sales forecasting’ as a management function rather than a computer activity. To achieve the best information integration throughout the supply chain, increased information visibility is needed. To achieve accuracy in both forecasting and planning; collaborative forecasting may be used. Forecasting software needs to have a suite of methods towards product specific forecasting. The need of customized softwares has also been indicated by this study. The need to measure performance of forecasting by means of accuracy, cost and customer relationship has been concluded.

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4

Lynch, Ronald. "Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance." Thesis, University of North Texas, 2000. https://digital.library.unt.edu/ark:/67531/metadc2463/.

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Use of competency models has exploded in recent years. Unfortunately, the empirical research to validate such systems is scarce. This study explores the relationship between Competency-based Performance Management Systems and sales performance to determine whether the use of these systems increases performance. Performance data from sales representatives in a medical products company were examined to determine changes in performance following the introduction of the Competency-based Performance Management System (N=64). Correlations with performance were obtained for each competency dimension to determine if any factors were highly correlated with performance and if state-factors were more positively correlated with performance than trait-factors (N=66). The study found no significant relationship between implementation of a Competency-based Performance Management System and sales performance. Also state-factors were not more positively correlated with sales performance than trait-factors.
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Weiner, Steven David 1956. "The effect of improved aircraft efficiency on helicopter sales using system dynamics." Thesis, Massachusetts Institute of Technology, 2000. http://hdl.handle.net/1721.1/91712.

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6

ALM, RAGNAR, and RUDY KYRÖNLAHTI. "Take time to make time : What to consider when managing multi-channel sales systems with the objective to increase sales efficiency." Thesis, KTH, Industriell Marknadsföring och Entreprenörskap, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-199187.

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Traditional sales systems have been disrupted by technological developments. In order to  adapt, companies are changing the way they interact with their customers in business-to-business markets. In the last three decades, multi-channel strategies have spurred the proliferation of different sales channels and new ways of managing sales systems. The purpose of this research was to investigate what should be considered when managing multi-channel sales systems with the objective of increasing sales efficiency. The study has investigated current utilisation of multi-channel sales systems in the context of a business-to-business setting in industrial companies that are involved in the Swedish automotive industry. Multi-channel sales systems can be utilised to achieve many different objectives. However, this research pays specific attention on how to improve sales efficiency by utilising multi-channel sales systems in the context of a business-to-business setting. The research employed an explorative case study, where semi-structured and structured interviews were conducted at a case company and at companies that are first or second tier suppliers in the Swedish automotive industry. The qualitative data were analysed using thematic analysis. The empirical findings indicate that the most prevalent measure for increasing sales efficiency is to prioritise and allocate customers based on economic attractiveness. Furthermore, the key issues that impede sales efficiency in multi-channels sales system are misaligned sales activities, deficient prioritisation procedures, insufficient promotion of customer value and inadequate focus on customers. The findings highlight key areas to address and may provide guidelines for the design and management of multi-channel sales systems with the specific purpose of obtaining sales efficiency. The implications of this research are mainly practical and are aimed at supporting sales managers, or individuals in similar positions engaged in multi-channel sales system design and management, in obtaining sales efficiency. Managers should focus on aligning sales activities across the whole  sales system, allocate customers according to prioritisation and stay in line with market developments by understanding customer behaviours and perceptions.
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Askariazad, Mohammad Hossein. "A neuro-fuzzy system for supply cahin management : Analysis of marketing and sales function value contribution." Thesis, University of Bristol, 2009. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.500406.

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8

Markén, Camilla, and Emma Hultqvist. "Improving the internal efficiency at IKEA After Sales focusing on the development of a warehouse management system." Thesis, Uppsala universitet, Industriell teknik, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-329083.

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A warehouse management system shall handle warehousing operations with the aim of gaining control over the company's storage capacity and inventory management. It should support functions such as goods receiving, warehousing, order receiving and orderpicking. In order for a warehouse management system to function optimally, it must be designed for the company's operations. The purpose of this thesis work is to analyze the current warehouse management system and associated processes at IKEA After Sales. By analyzing the current situation, the improvement work will result in a development of current system or system replacement. In addition, an implementation plan will be presented for the chosen solution. The systems that have been analyzed are M3 and Astro. The research work began with a visit to IKEA After Sales where observations and interviews were conducted. The focus was on mapping how operations work today and where there is potential for a warehouse management system. A list of requirements was then presented to describe what functions a system should contain. The requirement list was discussed with responsible IT-workers for both systems. The survey showed that a lot of work is done manually and is dependent on competent employees. The research work resulted in an implementation of untapped functions in the already used system M3. The implementation plan focuses on Warehouse Mobility, inventory function and Wave Picking features with associated routines. The routines for how the business should work was designed to facilitate the workload after implementing the above functions.
Ett lagersystem ska hantera lagerverksamheten med syftet att skapa kontroll över företagets lagringskapacitet och lagerhantering. Systemet bör stödja funktioner som godsmottagning, lagerläggning, ordermottagning och plockorder. För att ett lagersystem ska fungera optimalt bör det vara utformat efter företagets verksamhet. Syftet med examensarbetet är att analysera det nuvarande lagersystemet med tillhörande processer på IKEA After Sales. Genom analys av nuläget ska förbättringsarbetet resultera i en förbättring av nuvarande lagersystem eller förslag på byte av system. Vidare ska en implementeringsplan presenteras för det valda lösningsförslaget. De system som har analyserats är M3 och Astro. Examensarbetet inleddes med ett besök på IKEA After Sales där observationer och intervjuer genomfördes. Fokus låg på att kartlägga hur verksamheten arbetar idag och var outnyttjad potential för ett lagersystem finns. En kravlista framställdes för att beskriva vilka funktioner som bör finnas i ett lagersystem. Kravlistan diskuterades med respektive IT-ansvarig för systemen. Kartläggningen visade att mycket arbete sker manuellt och är beroende av kompetent personal. Resultat av examensarbetet är förslag på en implementering av outnyttjade funktioner i det redan använda systemet M3. Implementeringsplanen fokuserar på funktionerna Warehouse Mobility, stöd för inventering och Wave Picking med tillhörande rutiner. Rutinerna för hur verksamheten bör arbeta har utformats för att underlätta arbetsmomenten efter att ovanstående funktioner har implementerats.
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Rajnáková, Jana. "Řízení průběhu zakázky firmou se zaměřením na obchodní činnost." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2015. http://www.nusl.cz/ntk/nusl-224868.

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The intention of this master´s thesis is to analyze order processing in chosen company with focusing on sales activities. Subjects of our investigation are sales department processes. Object of the research is company AHP HYDRAULIKA, a. s. and it´s sales department. In the thesis are identified failure processes and contributions of this diploma´s thesis are specific proposals how to improve activities and processes at the sales department and elimination of insufficient and failure processes.
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Dunipace, Richard A. (Richard Alan). "The Industrial Representative's Perception of the Impact of Managerial Control Systems on Performance." Thesis, University of North Texas, 1995. https://digital.library.unt.edu/ark:/67531/metadc278008/.

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The objective of this study was to examine whether the factors which constitute the manufacturer/industrial-representative relationship, influence performance as predicted by control theory. In addition, the study evaluated the contribution of selected demographic factors such as size of the firm, and the representative's experience, on performance.
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11

Backman, David, and Jonas Åkerfeldt. "Bridging the gap : finding the processes to adapt a repository-based knowledge management system to the knowledge intense sales organization at IBM Nordic." Thesis, Linköping University, Department of Management and Engineering, 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-10194.

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For knowledge intense companies the knowledge and skills of its employees are much more valuable than any physical assets. To share knowledge between its employees, some companies launch knowledge sharing initiatives which aims to spread best practices and increase the expertise of the employees. These initiatives are often supported by technical systems, repositories, which store the information that is to be shared. This report discusses how the value of such a repository, a Wiki containing reference cases of SOA projects at IBM Nordic, can be increased by using processes that aims to better connect it to the organization.

To do this, seven employees at IBM Nordic were interviewed. Four of them were sales people, the main user group of the Wiki. Two were employees at the SOA Acceleration Team, the group responsible for the Wiki. The last interviewee works at Learning and Knowledge, IBM’s internal department for organization-wide knowledge management and education. The answers were analyzed using a framework created using academic theory. This framework consists of four different areas of requirements for the processes connecting the Wiki to the organization. The analysis showed that for IBM the most important area to manage is enablement followed by governance, motivation and finally content.

The report is concluded with recommendations for five processes to connect the Wiki to the organization. The process Internal selling aims to inform the sales people about the existence of the Wiki and how they are to use it. Ensure search engine compatibility makes sure that the sales people are able to find the contents of the Wiki via the intranet based search engines. The process for adding a new case description ensures that new case descriptions which are added to the Wiki is consistent and contains the right kind of information. By validating the case information that is added to the Wiki the acceleration team verifies that the information is correct, increasing its credibility. In the last process, ensure information congruence, the members of the acceleration team updates the guidelines on what information to collect and the information in the Wiki as the information need of the sales people changes. This is done on a regular basis and ensures that the information that is collected and stored is actually useful.

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Chang, Jen-Yun. "Impact of the internet as a direct sales channel on established distribution channels and the management of channel conflict : an exploratory study in the Taiwanese IT industry." Thesis, University of Edinburgh, 2009. http://hdl.handle.net/1842/5965.

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The internet has had a profound effect on communication, entertainment, buying, and selling (Webb 2002) and, in particular, as a distribution channel (Van den Poel and Leunis 1999). Increasingly companies in a variety of industries have established their own online direct sales channels instead of merely relying on conventional intermediaries (Coughlan et al 2006). Hence, multi-channel distribution strategies, combining both off- and online channels are being adopted. Frazier (1999:232) argues: “The utilization of multiple channels of distribution is now becoming the rule rather than the exception”. Companies which combine physical and web channels have been referred to as “clicks and mortar,” “bricks and clicks,” “surf and turf,” “cyber-enhanced retailing,” or “hybrid e-commerce,” (Gulati and Garino 2000; Steinfield et al 2002 a b; Agatz et al 2008; Sharma and Mehrotra 2007). Despite the apparent popularity of internet channels, adding an internet channel to the distribution mix creates potentially significant challenges for channel managers (Webb 2002). A major concern is that by going multi-channel, a firm might face ‘channel conflict’ between channel members (Sharma and Mehrotra 2007). As Rosenbloom (2007:7) claims: “Perhaps the most significant obstacle to building successful multi-channel strategies is the emergence of conflict between the different channels used for reaching customers”. The main objective in this study is to explore the impact of the internet as being a distribution channel within the multi-channel system. Three research issues which have seldom been discussed in previous literature are explored in this study. These three questions are: Q1: What are the factors encouraging manufacturers to develop the internet channel, especially manufacturers with a well established distribution channel? Q2: What are the channel design patterns of the multi-channel structure? Q3: How can channel conflict arising from the development of the internet channel be minimized? Interview was utilized as a main data collection method in this research. A total of 25 interviews were conducted and the majority of interviewees are managers in Taiwanese IT companies. The main product lines in their firms included wireless equipment, DRAM module, motherboard, and scanner. In addition, a wide range of documents were examined as a secondary data source and compared with data from the interviews. According to the statements from interviewees, six main factors were identified as encouraging the manufacturer to develop the internet channel. These are: (1) customer information management, (2) retailer management issue, (3) launching a new product, (4) to be a secondary channel, (5) management support, and (6) me-too strategy. Furthermore, it seems that when firms are at the different stages of the product life cycle, managers would design their multi-channel structure into different patterns. In addition, a further two conflict resolution styles, communication and differentiation, were found in the sample of firms studied which have seldom been mentioned in previous research and firms appear to adopt different conflict resolution styles according to stage in the product lifecycle.
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Gruber, Jacqueline, and Mei Hong Svensson. "Customer Relationship Management (CRM) : A multiple case study: analysing the critical factors of CRM implementation." Thesis, Linnéuniversitetet, Ekonomihögskolan, ELNU, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-19444.

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Nowadays a company’s focus has shifted from a product-centric view to a more customer-centric view. Customers play a major role for doing business with companies. That leads to the purpose of this research, which is to identify critical factors of CRM implementation and to gain a deeper understanding of how companies deal with those critical factors. This was done with the help of a qualitative method, where six case companies were taken under the research. These six case companies are operating in different industries (1) laundry system industry, (2) printing industry and (3) heavy industry. In addition, the aim of this thesis was to find out how CRM implementation is influenced by critical factors in terms of CRM process and CRM system, interaction of sales force, information / communication flow and organizational structure / culture. The main points which influence the critical factors of CRM implementation were (1) customer-focused, (2) create trust, (3) sharing information and knowledge and (4) decision-making. To overcome these points at first companies need to be customer-focused their sales force need to be able to create trust with customers. Also it is important that companies have a well-implemented information / communication flow to optimise the decision-making process. Within the research more points for how an international organization can manage these critical factors are described. The collected data was analysed with the help of the theoretical framework. The conclusion could be drawn that, a well implemented CRM would help companies to build a better customer relationship and to be able to know as much about customers as possible.
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Vejčík, Jakub. "Výběr a implementace informačního systému." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2021. http://www.nusl.cz/ntk/nusl-444588.

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This Master’s thesis focuses on selection and implementation of information system for company Jungla, s.r.o. The company builds and sells real estate built with wood. The first part of the thesis explores theoretical fundaments, needed to understand the topic. The second part contains previous analyses of the company, results of these analyses lead to decision to implement commission information system. The last part summarizes the requirements, selection, implementation of commission information system, and financial burden and benefits of the project.
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Tegelberg, Charlotta. "Critical Success Factors Influencing the Degree of Alignment Between a Business Process and a CRM System : A Case Study of an IT Company." Thesis, Karlstads universitet, Handelshögskolan (from 2013), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kau:diva-68827.

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The need for information in real time and the technology development has become more fast and more efficient. Companies today need to be more responsive to their customers to stay on top. Also, companies’ business processes need effective support from information technology solutions. The fit, or alignment, between the business process and the Customer Relationship Management (CRM) system design is crucial in order to leverage efforts within marketing and sales. If there is a misfit, companies do not take full advantage of the potential that CRM systems can leverage in terms of better managing relationships with customers, which in turn may result in higher rates of closed deals. The main purpose of this bachelor thesis in Information Systems is to identify and describe critical success factors influencing on the degree of alignment between a business process and a CRM system from an organisational perspective. The sub-purpose is to identify and describe the influence of process−system alignment on performance. The IT company Apica has been used as the case study company in the bachelor thesis. Apica is suitable for this study since it has already adopted a CRM system related to its sales process. A research literature-based analysis model was developed in order to be able to more precisely investigate the chosen purpose. The intention is to review critical success factors that influence the success of the process−system alignment. In the chosen qualitative approach, a semi-structured interview guide was developed, based on the analysis model. Five interviews with co-workers in the case study company were conducted. The analysis of the collected primary empirical data has led to the following conclusions. A high degree of process−system alignment concerning a well-defined and functional business process in relation to a CRM system has a positive influence on the company’s sales process performance. A higher degree of process−system alignment can improve the company’s process performance, increase the sales force productivity and lead to better decision making. According to the findings, the positive outcome of a process−system alignment depends mainly on three factors: management commitment, data management, and system integrations. The empirical results also suggests a new finding: A successfully aligned sales process with the CRM system also lead to knowledge sharing. Knowledge sharing contributes to that salespeople learn from deals made in the past. The historical data help salespeople in managing customer relationships, which may lead to shorter sales cycles and larger deal sizes, which implies increased sales.
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Zhang, Sumei. "Product structure modeling for ETO system product considering the product lifecycle : A case study of ABB Mine Hoist." Thesis, Uppsala universitet, Industriell teknik, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-385770.

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In order to gain competitive advantages in markets, companies have provided a variety of customized products to satisfy customer-specific requirements, leading to not only a large amount of product data but also high cost, long lead-time and complexity of quality control. Efficient product data management throughout the product lifecycle has become increasingly crucial, of which product structure management is regarded as the most important constituent.  The study took ABB Mine Hoist system as a case to investigate how to construct a generic product structure model fit for engineer-to-order system offerings with the consideration of their sales-delivery product lifecycle. The aim of the model is to facilitate the product-related information sharing and reuse across a company, and the integration of different business operations throughout the entire product lifecycle as well. Based on the current situation analysis of product data management on ABB Mine Hoist, three major issues were identified which need to be addressed in the formulation of a generic structure model: namely the integration of requirements of multiple disciplines; the consistency of product information throughout the product lifecycle; and the constant update of product repository. Through illustrating the formulation of ABB Mine Hoist generic structure model, the method of how to construct a generic product structure model for engineer-to-order system product was presented. The model was achieved by applying the framework of the step-based product model and was regarded as a result of integrating domain-specific requirements. The adaptive generic product structure model was then employed to display the role of this generic model in the different phases of a sales-delivery lifecycle. The model could serve as a “master concept” to transfer common product information in the product lifecycle. It’s expected to benefit the business of engineer-to-order system product through improving the integration of different disciplines, enhancing information exchange and reuse. It could also provide an abstract and conceptual basis for potential product repository to reinforce data consistency and completeness.
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Mellaci, Márcio. "Análise da gestão do orçamento de vendas com a utilização do business intelligence: o caso Barilla." Pontifícia Universidade Católica de São Paulo, 2012. https://tede2.pucsp.br/handle/handle/1053.

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Made available in DSpace on 2016-04-25T16:44:31Z (GMT). No. of bitstreams: 1 Marcio Mellaci.pdf: 2070768 bytes, checksum: 63e9946d6a090dd2083ae534c97faa17 (MD5) Previous issue date: 2012-10-24
Sales management in companies in a competitive and turbulent environment requires the use of management tools that can provide information that enables quick decisions to bring improvements in performance. The optimization of information flow associated with new information technologies can transform the business and also generate an organizational change that interferes in the relations of its members, reflecting the culture of the organization and productivity of its communicability. This essay aims to identify factors that generate improvements in the sales budget management through the use of Business Intelligence. The method used was an exploratory case study with a food importer and distributor in the pasta business (BARILLA). To do so, observations were taken on the development of procedures for sales forecasting and sales budget and how this information was transferred to the information system and finally how the managers used the information received. It was analyzed the theoretical frameworks on the sales management process and decision-making on information systems and the applicability of the business intelligence in managing the sales budget. The primary data collection was conducted through interviews with a questionnaire with mixed questions, because it allows greater flexibility in the study of the organization, addressed to managers and people connected to the area of sales, responsible for achieving the goals, frequency of information reception and the importance of speed of information in decision-making within the organization. From the identification of the results it was possible to identify the importance of integrating the sales budget into the information system and its implications for business management, but without exhausting the topic in all its applications on the subject, but rather, making an exploratory hermeneutic exercise on the holistic and meaningful characteristics of organizational events
A gestão das vendas das empresas em um ambiente de turbulência e de muita competição requer a utilização de instrumentos de gestão que possam contribuir com informações que permitam decisões rápidas e que tragam melhorias no desempenho. A otimização do fluxo de informações associada às novas tecnologias de informação é capaz de transformar os negócios e, além disso, de gerar uma mudança organizacional que interfere nas relações de seus membros, com reflexos na cultura da organização da sua comunicabilidade e produtividade. Essa dissertação tem como objetivo identificar fatores que geram melhorias na gestão do orçamento de vendas através da utilização do Business Intelligence. O método utilizado foi o estudo de caso de caráter exploratório em uma importadora e distribuidora de alimentos no ramo de massas alimentícias (BARILLA). Para tanto, iniciou-se com as observações no desenvolvimento dos processos de previsão de vendas e do orçamento de vendas e de como estas informações eram transferidas ao sistema de informações e por fim de como os gestores faziam uso destas. Foram analisados os referenciais teóricos sobre a gestão de vendas e o processo de tomada de decisão, sobre os sistemas de informação e a aplicabilidade do Business Intelligence na gestão do orçamento de vendas. A coleta de dados primários ocorreu por meio de entrevistas com a aplicação de um questionário com perguntas mistas, pois permite maior grau de flexibilidade no estudo da organização, dirigidas aos gestores e pessoas ligadas à área de vendas, voltadas ao alcance das metas, recebimento e frequência das informações e da importância da velocidade das informações no processo de decisão dentro da organização. A partir da identificação dos resultados houve a possibilidade de identificar a importância da integração do orçamento de vendas ao sistema de informações e suas implicações na gestão dos negócios, todavia sem esgotar o tema em todas as suas aplicações sobre o assunto, mas sim, efetuar um exercício hermenêutico de caráter exploratório sobre as características holísticas e significativas dos acontecimentos organizacionais
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Benet, Zepf Alejandro Teodoro. "Revisión Sistemática de Literatura del Impacto de los Sistemas de Control Directivos sobre el Resultado Individual y Colectivo en la Fuerza de Ventas: Efectos Directos y Mediadores." Doctoral thesis, Universitat Politècnica de València, 2017. http://hdl.handle.net/10251/86151.

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Increasing budgets dedicated to sales departments, as well as the need to maintain market shares through relational approaches in addressing the growth of competition in the industrial sectors, has motivated the development of a significant amount of academic literature on Management of human resources in the commercial department. This thesis presents the results of two bibliographic reviews aimed at identifying: (1) the typology of vendor control systems, (2) the direct effects of these systems on results, and (3) the classification of mediators according to Model AMO (Abilities, Motivations, Opportuinities) and its relationship with control systems and performances. For the main review, Business Source Premier (EBSCO), Science Direct, Scopus, Web of Science and Google Scholar, and "Management Control and Sale * or Control System * and Sale * or Output Control and Behavior Control " were used as search engines and formula respectively, obtaining 114 articles after the filtering process, to which were subsequently added another 28 references from their own calls. The analysis of publications suggests from an academic point of view that behavioral control systems, activity control systems, and capability control systems, generate the best results, both on the individual performance, the sales unit performance and the sales organization effectiveness,both when analyzing the direct effects, and considering the mediators of the AMO model. This set of empirical evidence determines the need to implement vendor capacitation systems through coaching and training, as a key tool to improve their skills and motivation, but also emphasizes the importance of training sales managers on organizational aspects (sales support, elements of the control system, customer orientation, etc.) and others related to setting objectives (congruence, difficulty, participation, etc.) as opportunities to optimize results.
Los cuantiosos presupuestos dedicados a los departamentos de ventas, así como la necesidad de mantener las cuotas de mercado mediante enfoques relacionales al afrontar el crecimiento de la competencia en los sectores industriales, ha motivado el desarrollo de una cantidad importante de literatura académica sobre la dirección de recursos humanos en el departamento comercial. Esta tesis recoge el resultado de dos revisiones bibliográficas orientadas a identificar: (1) la tipología de sistemas de control de los vendedores, (2) los efectos directos de estos sistemas sobre los resultados, y (3) la clasificación de los mediadores según el modelo AMO (Abilities, Motivations, Opportuinities) y su relación con los sistemas de control y los resultados. Para la revisión principal, se utilizaron como motores de búsqueda y fórmula respectivamente: Business Source Premier (EBSCO), Science Direct, Scopus, Web of Science y Google Scholar, y "Management Control and Sale* or Control System* and Sale* or Output Control and Behavior Control", obteniendo 114 artículos tras el proceso de filtrado, a los que posteriormente fueron añadidos otros 28 procedentes de sus propias citas. El análisis de las publicaciones sugiere desde un punto de vista académico, que los sistemas de control del comportamiento, la actividad, el proceso o la capacitación (behavioral control systems, activity control systems, process control systems, capability control systems) generan los mejores resultados tanto sobre el vendedor a nivel individual, como sobre el equipo de ventas y la organización (salesperson behavioral performance, salesperson outcome performance, sales unit performance, sales organization effectiveness), tanto al analizar los efectos directos, como al considerar los mediadores del modelo AMO. Este conjunto de evidencias empíricas determina la necesidad de implantar sistemas de capacitación de los vendedores mediante acciones de coaching y formación, como herramienta clave para mejorar sus habilidades y motivación, pero adicionalmente también se subraya la importancia de capacitar a los jefes y directores de ventas, en relación con aspectos organizativos (apoyo a las ventas, elementos del sistema de control, orientación al cliente, etc.) y otros relativos al establecimiento de objetivos (congruencia, dificultad, participación, etc.), como oportunidades para optimizar los resultados.
Els quantiosos pressupostos dedicats als departaments de vendes, així com la necessitat de mantenir les quotes de mercat mitjançant enfocaments relacionals en afrontar el creixement de la competència en els sectors industrials, ha motivat el desenvolupament d'una quantitat important de literatura acadèmica sobre la direcció de recursos humans en el departament comercial. Aquesta tesi recull el resultat de dues revisions bibliogràfiques orientades a identificar: (1) la tipologia dels sistemes de control dels venedors, (2) els efectes directes d'aquests sistemes sobre els resultats, i (3) la classificació dels mediadors segons el model AMO (Abilities, Motivations, Opportuinities) i la seva relació amb els sistemes de control i els resultats. Per a la revisió principal, es van utilitzar com a motors de cerca i fórmula respectivament: Business Source Premier (EBSCO), Science Direct, Scopus, Web of Science i Google Scholar, i "Management Control and Sale* or Control System* and Sale* or Output Control and Behavior Control", obtenint 114 articles després del procés de filtrat, als quals posteriorment van ser afegits altres 28 procedents de les seves pròpies cites. L'anàlisi de les publicacions suggereix des d'un punt de vista acadèmic, que els sistemes de control del comportament, l'activitat, el procés o la capacitació (Behavioral Control Systems, Activity Control Systems, Process Control Systems, Capability Control Systems) generen els millors resultats tant sobre el venedor a nivell individual, com sobre l'equip de vendes i l'organització (Salesperson Behavioral Performance, Salesperson Outcome Performance, Sales Unit Performance, Sales Organization Effectiveness), tant en analitzar els efectes directes, com en considerar els mediadors del model AMO . Aquest conjunt d'evidències empíriques determina la necessitat d'implantar sistemes de capacitació dels venedors mitjançant accions de coaching i formació, com a eina clau per millorar les seves habilitats i motivació, però addicionalment també se subratlla la importància de capacitar els caps i directors de vendes, en relació amb aspectes organitzatius (suport a les vendes, elements del sistema de control, orientació al client, etc.) i altres relatius a l'establiment d'objectius (congruència, dificultat, participació, etc.), com a oportunitats per optimitzar els resultats.
Benet Zepf, AT. (2017). Revisión Sistemática de Literatura del Impacto de los Sistemas de Control Directivos sobre el Resultado Individual y Colectivo en la Fuerza de Ventas: Efectos Directos y Mediadores [Tesis doctoral no publicada]. Universitat Politècnica de València. https://doi.org/10.4995/Thesis/10251/86151
TESIS
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19

Vašek, Vojtěch. "Řízení průběhu zakázky firmou se zaměřením na obchodní činnost." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2017. http://www.nusl.cz/ntk/nusl-318301.

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The diploma thesis deals with order processing management in selected company focusing on business activity and development. The first part introduces the company and its product portfolio. The second part contains the theoretical background necessary to understand the issue. The third part focuses on analyzing the current state of the company and identifying ineffective processes within the sales department. The fourth part contains specific proposals to remove the current shortcomings and the last part summarizes the conditions and benefits of their implementation.
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Ponce, Suyo Pedro Segundino, and Galdos Marco Antonio Chaña. "Propuesta de sistema de gestión de ventas de terceros para una fábrica de productos de unión y corte de materiales usando servicios API." Bachelor's thesis, Universidad Peruana de Ciencias Aplicadas (UPC), 2021. http://hdl.handle.net/10757/656466.

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El uso de la tecnología en el proceso de ventas permite mejorar significativamente el servicio que ofrecen las empresas a sus clientes. En ese sentido, el presente proyecto consiste en diseñar la arquitectura de un Sistema de Gestión para el proceso de Ventas de Terceros. La propuesta se basa en un sistema Web para la gestión administrativa del proceso de Venta de Terceros. De forma general, la propuesta tiene como objetivo reducir el tiempo promedio de atención de nuestros clientes en 55% (de 11.3 días a 5 días útiles) y visibilizando el proceso para la gestión interna del mismo. La primera etapa se centra en el análisis de la empresa y el proceso aplicando el marco de trabajo de Zachman y TOGAF, para conocer la situación actual (AS-IS) del proceso de Venta de Terceros y poder analizar su problemática. Después, se identifican las oportunidades de mejora en el proceso con la aplicación de tecnología para posteriormente presentar una propuesta de solución (TO-BE). La siguiente etapa comprende el diseño de la propuesta tecnológica siendo el insumo principal los requerimientos de software identificados por los usuarios, se definen los respectivos drivers arquitectónicos funcionales y de calidad. Además, se establecen los estilos y conceptos arquitectónicos que serán parte de la solución. Finalmente, se utilizarán los diagramas de modelo C4 para explicar la arquitectura de software mediante una “aproximación” al detalle dividida en 4 pasos.
The use of technology in the sales process makes it possible to significantly improve the service that companies offer to their customers. In this sense, this project consists of designing the architecture of a Management System for the Third Party Sales process. The proposal is based on a Web system for the administrative management of the Third Party Sales process. In general, the objective of the proposal is to reduce the average attention time of our clients by 55% (from 11.3 days to 5 business days) and to make the process visible for its internal management. The first stage focuses on the analysis of the company and the process applying the framework of Zachman and TOGAF, to know the current situation (AS-IS) of the Third Party Sales process and to be able to analyze its problems. Afterwards, opportunities for improvement in the process are identified with the application of technology to later present a solution proposal (TO-BE). The next stage includes the design of the technological proposal, the main input being the software requirements identified by the users, the respective functional and quality architectural drivers are defined. In addition, the architectural styles and concepts that will be part of the solution are established. Finally, the C4 model diagrams will be used to explain the software architecture through a detailed “approximation” divided into 4 steps.
Tesis
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Kenny, Timothy, and Yanika (Yanika S. ). Daniels. "Leveraging risk management in the sales and operations planning process." Thesis, Massachusetts Institute of Technology, 2008. http://hdl.handle.net/1721.1/45249.

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Thesis (M. Eng. in Logistics)--Massachusetts Institute of Technology, Engineering Systems Division, 2008.
Includes bibliographical references (leaves 71-72).
(cont.) Lastly, we visited SemiCo, a leading global supplier of high performance semiconductor products, to gain first-hand insight into the S&OP process of a large multinational company and complete a brief case study about how risk management is currently being utilized within this company's S&OP process. Finally, we synthesized these four sources of information in order to develop a common framework and recommendations that companies can use for understanding the best practices for incorporating risk management into the S&OP process.
The objective of this thesis project is to analyze how companies can utilize risk management techniques in their sales and operations planning process (S&OP). S&OP is a strategy used to integrate planning and processes across functional groups within a company, such as sales, operations, and finance. A large body of academic and industry literature already exits, proving that S&OP can integrate people, processes, and technology leading to improved operational performance for a business. However, little research has been done in the area of applying risk management techniques to the S&OP process. When companies use S&OP in order to align their demand, supply, capacity, and production, based on various factors such as history, pricing, promotions, competition, and technology, they rarely factor in uncertainty and risk into the S&OP process. Furthermore, for those companies that do implement risk management in the S&OP process, there is no consensus in the business community about how to do this accurately and effectively. Our basic approach to understanding risk management and its place in the S&OP process will be four-fold. First, we conducted a literature review in order to gain basic S&OP process understanding and current risk management strategies. Next, we conducted thirteen hour-long phone interviews with practitioners and thought leaders in the field of sales and operations planning in order to gain insight into how companies currently discuss, assess, and act upon uncertainty within the S&OP process. Third, we conducted an online survey of various companies and consultants working in the field of S&OP to see how they currently discuss and incorporate uncertainty into their S&OP work.
by Yanika Daniels and Timothy Kenny.
M.Eng.in Logistics
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Barbeiro, Francisco Miguel. "Metodologia de implementação de planejamento de vendas e operações : estudo de caso em manufatura de produção para estoque." [s.n.], 2005. http://repositorio.unicamp.br/jspui/handle/REPOSIP/265643.

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Orientador: Antonio Batocchio
Dissertação (mestrado profissional) - Universidade Estadual de Campinas, Faculdade de Engenharia Mecanica
Made available in DSpace on 2018-08-06T08:19:28Z (GMT). No. of bitstreams: 1 Barbeiro_FranciscoMiguel_M.pdf: 3666365 bytes, checksum: 90bcb4b2a8648ea08f9f8360c1b7ed50 (MD5) Previous issue date: 2005
Resumo: O Planejamento de Vendas e Operações é um processo integrado de gerenciamento do negócio, que pode gerar vantagem competitiva através de uma visão e entendimento do cenário futuro e do envolvimento de um time multifuncional para definir e executar um conjunto de planos operacionais alinhados de modo a maximizar os resultados do negócio e melhor atender os clientes. Este trabalho tem como objetivo apresentar uma metodologia que suporte a implementação de um Processo de Planejamento de Vendas e Operações e testá-la através de sua aplicação prática numa Divisão de Negócios que atende o mercado de consumo a partir de uma manufatura de produção para estoque. Identifica os fatores relevantes para uma implementação de sucesso, abordando os três elementos básicos do S&OP: i) Pessoas - Uma vez que o processo é gerenciado e operacionalizado por pessoas, estas precisam estar conscientes, treinadas, além de entender o que se espera delas. Precisam, também, operar o processo em conformidade com os princípios aprovados, políticas e procedimentos; ii) Processo - Um processo precisa estar formalizado, com etapas, entradas, saídas, definição de responsabilidades e de medidas de desempenho; iii) Ferramentas - Devem estar disponíveis para suportar as pessoas na execução de suas atividades. Podem incluir hardware, software, manuais e sistemas de comunicação. O trabalho aborda, também, os potenciais benefícios de um processo eficaz de S&OP, bem como suas limitações, demonstrando a melhoria do trabalho em equipe, do serviço aos clientes e da gestão de ativos, obtidos pela implementação do processo na Divisão de Negócio analisada
Abstract: Sales and Operations Planning is an integrated business management process to generate competitive advantage by looking forward, understanding future scenarios and involving a multifunctional team to define and execute a set of operational plans, aligned to maximize the business results and best attend the customers. This project aims to present a methodology to support a Sales and Operations Planning Process implementation and test it through a practical application in Business Division that attends consumer market through make to stock manufacturing. Identifies the relevant factors to a well succeeded implementation, covering S&OP basic elements: i) People - Whatever is a process managed and operated by people, they need to be acknowledgeable, trained and understand what is expected of them. They also need to operate the process in accordance with agreed-upon principles, policies and procedures; ii) Process - A process needs to be formalized, defining process steps, inputs, outputs, roles, responsibilities, and measurements; iii) Tools - Need to be available allowing people to fulfill their part in the process. These tools may include hardware, software, manual and communication systems. This project also wants to discuss Sales and Operations Planning potential benefits and limitations, demonstrating the improvements the Business Division achieved related to teamwork, customer service and asset management, due to the S&OP process implementation
Mestrado
Planejamento e Gestão Estrategica da Manufatura
Mestre em Engenharia Mecânica
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Brewis, Willem Christiaan Coenraad. "The influence of performance management systems on employee engagement." Thesis, Nelson Mandela Metropolitan University, 2014. http://hdl.handle.net/10948/d1019957.

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This study focused on investigating different performance management systems and the possibility to introduce a performance management system (PMS) into the sales environment of a company. The company the researcher is working for does not have an official PMS and feel the need to investigate the possibility to introduce a PMS. The study investigated an appropriate PMS that promotes engagement levels with employees that will be the ideal system for the sales environment in the company. Both the PMS and engagement impact on employees were addressed and the suitable PMS was selected. Implementing a system within a selected division the researcher will compile a road map for implementing a PMS into the rest of the company with the background and learning done while implementing the system. The employees participated willingly in a survey. The questionnaire assessed the employees understanding of what a PMS is. Further, the questionnaire assessed if the company does have a PMS system in place. The engagement levels of employees were measured and this allowed management to make the appropriate changes to get the employees engaged in the workplace. The results from the survey show that the employees understand and have a need for a PMS. They do understand how a PMS in the workplace work. The company has a system in place to compensate employees for work done. The company does not deal with underperformance and engagement levels are very low. The factors of engagement tested were very low and it addressing the engagement factors integrated in a PMS will increase engagement levels with employees.
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Ohiomah, Alhassan Abdullahi. "The Technology-to-Performance Chain: How Lead Management Systems Drive Inside Sales Performance." Thesis, Université d'Ottawa / University of Ottawa, 2015. http://hdl.handle.net/10393/32736.

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Understanding how technology usage influences performance in the inside sales industry has become an important issue for practitioners. Yet, there is a dearth of literature in this area. Inside sales are sales that are performed remotely using the phone or Internet technologies. Leads (i.e., potential customers) are the life-blood of any inside sales setting, and their effective management is crucial for business success. Lead management systems are information technology (IT) tools designed to automate and support effective lead management. This study developed a conceptual model based on the Technology-Task-Fit (TTF) theory, capturing the impact of lead management systems on inside sales performance through the following mediating mechanisms: task characteristics (call productivity and effort on lead follow-up), selling behaviour (adaptive selling) and salesperson characteristics (salesperson’s competency). To validate this model, we conducted an empirical study with 108 responses collected from sales managers and decision makers. Using PLS-SEM for the analysis, our findings show that the use of lead management systems affects inside sales performance via improving salespeople’s adaptive selling, effort on lead follow-up and competency. The findings of this study contributes to the inside sales literature, and also educate practitioners of the key enablers of inside sales performance and technology usage approaches to the inside sales process.
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Duran, Serhan. "Optimizing Demand Management in Stochastic Systems to Improve Flexibility and Performance." Diss., Georgia Institute of Technology, 2007. http://hdl.handle.net/1853/16154.

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In this thesis we analyze optimal demand management policies for stochastic systems. In the first system considered, a manufacturer decides how to manage demand from customers that differ in their priority level and willingness to pay. He has limited production capacity and predetermined prices throughout the horizon. We find an optimal production and inventory strategy that rations current and future limited capacity between customer classes through reserving inventory for the future and accepting orders now for future delivery. Next, we extend these results to the case when the customers have different tolerance to delayed fulfillment, namely, first-class customers never accept backlogging whereas second-class customers agree to wait one period for a discount. We find an optimal policy similar to the production and inventory strategy that is used for the first system based on threshold values. The third system considers a firm whose recent performance in meeting quoted leadtimes affects future demand arrivals. We assume that the probability of a customer placing an order depends on the quoted leadtime, and both customer arrivals and processing times are stochastic. When capacity of the firm is infinite, we find the optimal leadtime to quote, and when capacity is finite and leadtime is industry-dictated, we determine that the optimal demand acceptance policy does not necessarily have a nice structure. We comment on the structure of the optimal policy for a special case and develop several heuristics for the general case. The final system considered in this thesis is the Sports and Entertainment industry, where demand is managed for a season of several performances by selling season tickets initially and single events later in the selling horizon. We specifically study the optimal time to switch between these market segments dynamically as a function of the state of the system and show that the optimal switching time is a set of time thresholds that depend on the remaining inventory and time left in the horizon.
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Basso, Renato Gioielli. "Estratégia de planejamento de produção e os sistemas ERP em ambientes sujeitos ao fenômeno hockey-stick." Universidade de São Paulo, 2015. http://www.teses.usp.br/teses/disponiveis/3/3136/tde-19072016-120435/.

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O ambiente competitivo atual tem colocado pressão no processo de tomada de decisão no mundo corporativo. Os trade-offs das prioridades competitivas discutidos na elaboração da estratégia como custo, qualidade, serviço e flexibilidade já não são suficientes. Estes trade-offs, embora importantes no curto prazo, devem ser compatibilizados de modo que as empresas que tenham o melhor balanço entre eles devam ter resultado superior. Um dos trade-offs bastante discutido é o equilíbrio entre serviço e estoque. A percepção é que seja improvável alcançar excelência no serviço sem ter um considerável nível de estoque. Deste cenário nasce então o paradoxo do uso de sistemas MRP (Material Requirement Planning) versus sistemas JIT (Just in Time), ou melhor, sistemas empurrados versus puxados, já que a escolha por um ou outro sistema tem ligação íntima com a gestão de estoque. Se por um lado os sistemas MRP são largamente utilizados, via softwares ERP, por outro sistemas JIT têm trazido importantes melhorias nos resultados. Embora muitas empresas considerem a adoção exclusiva de um ou outro sistema, algumas delas têm adotado um processo híbrido com o objetivo de tirar o melhor de cada sistema e gerar assim desempenho superior. O objetivo deste trabalho é investigar como as empresas inseridas em mercados caracterizados pela concentração de demanda no final do mês (fenômeno conhecido como hockey-stick), e baixo acerto nas previsões de demanda, estão aplicando suas estratégias de planejamento de produção e seus ERP. Se por um lado a baixa acurácia nas previsões causa um problema na aplicação de estratégias empurradas de planejamento, pois requer um alto estoque de segurança associado, por outro a concentração de embarque dificulta a adoção de uma estratégia puramente puxada, já que o sistema não tem a estabilidade necessária. Para cumprir com este objetivo seis estudos de caso foram conduzidos e os resultados encontrados, suportados pela teoria, sugerem o aparecimento de um modelo híbrido eficaz para planejamento no ambiente estudado assim como o aparecimento de um sistema DSS (Decision Support System). Outra contribuição desta pesquisa foi identificar, em um dos casos, uma empresa que conseguiu atacar de maneira eficaz o fenômeno em sua causa raiz neutralizando assim seus efeitos.
The highly competitive environment of modern times has put pressure on the decision-making process in the corporate world. The trade-offs of competitive priorities such as cost, quality, service and flexibility are no longer enough. These trade-offs, albeit important in the short term, must be matched so that companies that have the best balance between them should have superior results. One of the tradeoffs widely discussed is the balance between service level and inventory. The perception is that excellence is not likely to be achieved in service without having a significant level of inventory. From this scenario comes the paradox of using MRP systems (Material Requirement Planning) versus JIT systems (Just in Time), or rather \"pushed\" systems versus \"pulled\" systems since the option for one or the other system has a close connection with inventory management. On the one hand, MRP systems are widely used in industry through ERP software; on the other hand, JIT systems have obtained better results. While many companies consider adopting one or another system, some of them adopt a hybrid process with the goal of taking the best of each system and generate superior performance. The purpose of this research is to investigate how companies inserted in markets characterized by sales peak at the end of the month (hockey-stick phenomenon), and low accuracy in demand forecasts, are applying their production planning strategies and their ERP. Low forecast accuracy causes a problem in applying pushed strategies as it requires a high safety stock associated. Conversely, the sales peak hinders the adoption of a purely pull strategy since the system does not have the necessary stability. To meet this goal, six case studies were conducted and the results found and supported by the theory suggest the emergence of an effective hybrid model for planning in the environment studied as well as the appearance of a DSS (Decision Support System). Another contribution of this research was to identify in one of the cases a company that managed to effectively tackle the phenomenon in the root cause, neutralizing its effects.
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Knorst, Kendra, and Erica Sahlgren. "Culture’s impact on gamification : A study of the effect of masculinity on motivation in Volkswagen." Thesis, Linköpings universitet, Företagsekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-131998.

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Today we are no longer only motivated by a paycheck, the new generation needs to feel that the work they are doing is stimulating, fun, and challenging. Gamification is based on the old concept of sales competitions. It is about using game elements in non-game contexts to bring out the fun in work. However, one has to keep in mind the culture in which the gamified system in implemented. Since it is in culture, values and goals are developed. These goals and values have an effect on our motivation, by affecting how we are motivated. Masculinity is one of Hofstede’s six cultural dimensions. Masculine cultures are more focused in achievements and rewards. This is something that is also commonly employed in gamified systems. Consequently, what is researched is: Does the cultural dimension of masculinity have an impact on the motivation from gamification? – Why, or why not? The question is studied with theoretical foundation from three perspectives: motivation, gamification, and culture. Furthermore, to answer this question, both qualitative and quantitative research was conducted. The study was done with Volkswagen in Sweden and their employees, and it centered around Volkswagen’s use of gamification in their sales department, and employee motivation. The results indicated that the employees generally appreciate the sales competitions and that they generally feel motivated. However, the results also indicated that they were not motivated in accordance with traditional gamification elements and theory. Nevertheless, it could be concluded that in Volkswagen’s case, gamification does have a motivational impact on the employees, even though they belong to a feminine culture.
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Li, Po-Chien. "Effects of sales force control systems on salesperson job outcomes : a psychological climate and contingency perspective /." free to MU campus, to others for purchase, 1999. http://wwwlib.umi.com/cr/mo/fullcit?p9946274.

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Miao, Chenjie. "Salesforce control systems an integrated approach /." Diss., Columbia, Mo. : University of Missouri-Columbia, 2007. http://hdl.handle.net/10355/4811.

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Thesis (Ph. D.)--University of Missouri-Columbia, 2007.
The entire dissertation/thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file (which also appears in the research.pdf); a non-technical general description, or public abstract, appears in the public.pdf file. Title from title screen of research.pdf file (viewed on December 6, 2007) Vita. Includes bibliographical references.
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Jessen, Andreas, and Carina Kellner. "Forecasting Management." Thesis, University of Kalmar, Baltic Business School, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hik:diva-1868.

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In a world that is moving faster and faster, a company’s ability to align to market changes is becoming a major competitive factor. Forecasting enables companies to predict what lies ahead, e.g. trend shifts or market turns, and makes it possible to plan for it. But looking into the future is never an easy task.

“Prediction is very difficult, especially if it’s about the future.” (Niels Bohr, 1885-1962)

However, progress in the field of forecasting has shown that it is possible for companies to improve on forecasting practices. This master thesis looks at the sales forecasting practices in MNCs primarily operating in emerging and developing countries. We examine the whole process of sales forecasting, also known as forecasting management, in order to develop a comprehensive model for forecasting in this type of companies. The research is based on a single case study, which is then later generalized into broader conclusions.

The conclusion of this master thesis is that forecasting is a four-step exercise. The four stages we have identified are: Knowledge creation, knowledge transformation, knowledge use and feedback. In the course of these four stages a company’s sales forecast is developed, changed and used. By understanding how each stage works and what to focus on, companies will be able to improve their forecasting practices.

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Dingus, Rebecca. "Recognizing uncertainty and managing appropriately| How should sales managers do it?" Thesis, Kent State University, 2014. http://pqdtopen.proquest.com/#viewpdf?dispub=3618901.

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This dissertation explores the effects of sales managers' behaviors on sales force performance, given various situations that sales forces face. Using a structure-conduct-performance framework, the most appropriate behaviors that sales managers should engage in are determined by assessing performance relative to sales managers' conduct in the presence of varied structural factors.

Assuming that a sales manager's conduct varies based on the structural (i.e., situational) variables facing a sales force, a framework of transaction cost economics is used to identify the structural variables of transaction specific assets and uncertainty (both external and internal). As these structural conditions vary, the appropriateness of particular sales manager behaviors also changes. Sales manager conduct is considered with respect to (1) sales manager's control (behavior-based, outcome-based) of the sales force, (2) sales manager's trust in the sales force, and (3) a sales manager's adaptability to the sales force and related situations. Unique conceptualizations are provided for both control (challenging its traditional single continuum) and adaptability of the sales manager (extending beyond adaptive selling behavior). The sales force is the unit of analysis and, accordingly, performance is assessed as sales force performance.

Thirteen hypotheses are formed to predict relationships between the structure, conduct, and performance variables. Using self-assessed, sales manager data, they are empirically tested. A survey created by adapting scales from the literature assesses the structural conditions sales managers are facing, the behaviors in which they engage, and how their sales forces perform. Participating sales managers were recruited through two university sales centers and through social ties. Respondents in the sample represent large, reputable firms in several different countries. The data was analyzed using structural equation modeling (SEM) with several competing models. As comparisons are made at the sales force level, this dissertation introduces a new unit of analysis to the sales literature.

The study's hypotheses are largely confirmed. Findings indicate that sales managers' control, trust, and adaptability positively influence the sales force's performance; additionally, a moderating effect indicates that uncertainly influences the effect of control on sales force performance. Further identifying the important role of uncertainty, this dissertation is a springboard for additional analyses. This dissertation provides contributions to both theory and practice with its unique conceptualizations of conduct variables and its complex, integrative model.

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32

Henricsson, Marcus. "Interface Design for Decision Support Systems: A Case Study of a Sales Performance Management Tool." Thesis, Mälardalens högskola, Akademin för innovation, design och teknik, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-31919.

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In this thesis a case study is presented, which explored what structural and visual aspects of a sales performance management tool's user interface that generated most recurrent problems for novice users. The purpose of the case study was to investigate if identified problems related to structural and visual aspects could help improve the current user interface of the sales performance management tool. In order to investigate these objectives was evaluation research conducted, this in the form of five direct user observations, which adopted the think aloud protocol. Qualitative data obtained from the observational study were analyzed using thematic analysis, which helped identify recurring themes within the data. The results from the case study indicate that it is possible to reveal structural and visual problems within a user interface with novice users, this through using the direct observation technique with the think aloud protocol. Problems identified in the observational study showed to be rather superficial, which indicate that evaluating a user interface with novice users has its limitations. Evident from the case study was that all novice users either found or encountered some problems related to structural and visual aspects. Moreover, the results from the case study indicates that evaluating a user interface with novice users can help improve a system's user interface. However, the improvements are likely to be incremental and not radical.
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33

Chu, Brandon B. "Applying an enterprise architecting framework to design enterprise sales and operations planning." Thesis, Massachusetts Institute of Technology, 2008. http://hdl.handle.net/1721.1/43822.

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Thesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management; and, (S.M.)--Massachusetts Institute of Technology, Engineering Systems Division; in conjunction with the Leaders for Manufacturing Program at MIT, 2008.
Includes bibliographical references (p. 63).
Raytheon Company, a leader in aerospace and defense, has experienced tremendous growth through mergers and acquisitions. In particular, the company's Space and Airborne Systems (SAS) business unit was largely formed through acquisitions of E-Systems and Texas Instruments and a merger with Hughes Aircraft Company. To assimilate the legacy organizations, Raytheon and SAS have undertaken great efforts to work as "One Company." One such example has been to strive for an enterprise sales and operations planning process. Five years ago, Raytheon Space and Airborne Systems (SAS) Operations leaders recognized the need to be more proactive in comprehending forecasted business and subsequent impacts to SAS' manufacturing network. As a result, Program Requirements and Operations Planning (PROP) was born to enable improved supply chain planning for factory labor and capital resources. Over time, the complexity of SAS' business has proven to be a challenge for PROP to achieve its intended objectives.- This thesis considers PROP as an enterprise rather than a process and proposes re-designing it using a holistic enterprise architecting framework including a thorough examination of the current state of PROP with respect to seven architectural views (strategy, policy/external factors, process, organization, knowledge, IT, and products/services). A future state PROP design is derived from the analysis and then validated against a detailed case study of the Army's Firefinder radar product line manufactured at Raytheon's Forest, Mississippi facility.
by Brandon B. Chu.
S.M.
M.B.A.
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34

Karlsson, Johan, and Fredrik Meyer. "Säljarbete på distans, hur fungerar det? : En kvalitativ tvärsnittsstudie om Covid-19 pandemins påverkan på säljkårer." Thesis, Linköpings universitet, Företagsekonomi, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-176944.

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Bakgrund: Den pandemi som drabbade världen under 2020 tvingade många organisationer att ställa om till arbete på distans. Denna typ av plötslig omställning skapar många olika utmaningar, två av dessa är hur en säljkår skall styras samt hur själva försäljningsarbetet behöver anpassas. Syfte: Syftet med denna uppsats är att öka förståelsen för hur Covid-19 pandemin påverkade säljprocessen och säljstyrningen i B2B säljkårer samt vilka lärdomar som kan dras från detta. Metod: Studien utgår från den kritiska realismen och har ett abduktivt angreppssätt. Vidare använder studien sig av en kvalitativ metod där fyra semistrukturerade intervjuer har utförts med individer som arbetar med B2B försäljning. Studien är designad som en tvärsnittsstudie där fokus ligger på att hitta mönster och samband mellan de olika fallföretagen. Val av respondenter skedde genom ett målstyrt urval från författarnas professionella nätverk där krav utformades för att säkerställa att relevanta företag ställde upp. Slutsats: Studien mynnar ut i att hur säljkårer förändrar sig beror till stor det på vilken typ av försäljning som bedrivs samt vilka externa och interna faktorer som finns. Samtliga fallföretag genomförde någon form av förändring i styrningen, för att öka mätbarheten eller tydligheten i arbetet. Den sociala styrningen påverkades negativt och är en mycket viktig aspekt i styrningen av en säljkår som behöver hanteras när arbete sker på distans. Digitala möten fungerar bra för de flesta företag och kommer troligtvis vara något de fortsätter med i framtiden, i alla fall till en viss grad. Vid komplex försäljning fungerade digitala möten inte alltid lika bra på grund av den höga grad av tillit som krävs för sådana affärer
Background: During 2020 the world was struck by a pandemic, forcing many organizations to switch to remote work. A sudden change like this creates many different challenges, two of these are how a salesforce should be managed and how the sales-process should be adapted to this new scenario.  Purpose: The purpose of this paper is to increase the understanding of how Covid-19 affected the sales process and sales management control systems in B2B salesforces and what lessons can be drawn from this. Method: This study is based on critical-realism and has an abductive approach. Furthermore, the study uses a qualitative method for which four semi-structured interviews were executed with individuals working with B2B sales. The design of the study is cross-sectional were the focus lies on discovering patterns and connections between the different case-companies. The participants of the study were chosen from the authors professional networks where requirements were formed to make sure the participants were relevant.  Conclusion: The study shows that how salesforces change is largely dependent on what kind of sales they are performing and what internal and external factors are present. All investigated companies went through some type of change to increase the measurability or clarity of the work. Social control was affected in a negative way, it turns out that this is a very important aspect of sales management that needs to be addressed for a salesforce working remotely. Digital meetings worked well for most companies and will most likely be something they will be doing in the future, at least to some extent. However, during very complex sales, digital meetings did not work as well because of the high grade of trust required in that type of business.
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35

Verdugo, Orietta Parra. "Coordination of inventory distribution & price markdowns for clearance sales at Zara." Thesis, Massachusetts Institute of Technology, 2010. http://hdl.handle.net/1721.1/59180.

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Thesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management; and, (S.M.)--Massachusetts Institute of Technology, Engineering Systems Division; in conjunction with the Leaders for Global Operations Program at MIT, 2010.
Cataloged from PDF version of thesis.
Includes bibliographical references (p. 83-86).
There is an essential need in the retail industry, of integrating inventory planning and pricing strategies. In the fast-fashion world of retail, inventory is treated as a perishable item leading to short selling periods. It is a common practice for retailers to liquidate unsold merchandise via clearance markdown policies. Joint marketing and production decisions are important and challenging in retailing. Clearance sales depend on the pricing, seasonal effects, and the assortment of goods available to the customer. Errors in inventory distribution and clearance pricing result in loss of potential revenue or excess inventory to be salvaged. In the case of Spanish-based retailer Zara, thirteen percent of annual revenues are attributed to clearance sales. To maximize these revenues a supply chain tool is designed to facilitate the inventory distribution decisions for the clearance season while considering price markdowns. A two part linear optimization model considers the demand forecast, pricing decisions, and logistic costs in determining the allocation of excess inventory. The business case is very similar to other retailers where revenues need to be maximized. However, Zara's business model and vertically integrated supply chain makes this case very unique. In a forecast error comparison test, the proposed solution improved the forecast error from 8 to 4 percent in respect to the current forecast process.
by Orietta Parra Verdugo.
S.M.
M.B.A.
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36

Botes, J. A. "Customer Loyalty and Employee Enthusiasm: An eclectic paradigm for strategic sales improvement at MB Silicon Systems." Thesis, Milpark Business School, 2008. http://www.milpark.co.za.

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The objective of this study was to examine the role that customer loyalty and employee enthusiasm can play as a strategic objective to increase sales at MB Silicon Systems. In order to address these two factors from a strategic perspective, elements from various concepts have been used to gain a new understanding of customer loyalty, employee enthusiasm and strategy. The final goal of the study was to use the knowledge gained throughout the report to propose a management framework which can be implemented to give MB Silicon Systems a competitive advantage in its competitive industry.The literature review suggested that a strategy of customer loyalty and employee enthusiasm will result in above average financial performance. Customer loyalty and employee enthusiasm cannot be separated from each other and they are linked by leadership, the vision and core values of the organisation. It is not possible to achieve customer loyalty and employee enthusiasm without the proper formulation and execution of a strategy. Such a strategy needs to utilize core management tools like the Balanced Scorecard which will bridge the vision of the organisation with goal setting mechanisms of motivation. The Balanced Scorecard will ensure that strategic objectives of the organisation will be mapped into the Balanced Scorecard while employees will be rewarded according to achieved targets of these objectives.Surveys which were conducted with customers and employees have shown that MB Silicon Systems performs below international standards with respect to customer loyalty and that the organisation is failing with its existing strategy. The surveys have also shown that employees are demotivated. This state of demotivation results in a lack of teamwork and mistrust between employees. The lack of teamwork and mistrust is only the symptoms of organisational problems which need to be resolved by organisational redesign, implementation of management principles and healthy corporate governance. The low base of loyal customers and the demotivated state of employees is resulting in below average financial performance.A management framework was recommended that will transform a strategy of customer loyalty and employee enthusiasm by using proven management tools. Implementation of the framework will ensure a competitive advantage to MB Silicon Systems which will result in above average financial performance.
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HUI, Sun Yuen. "Managing sales and product returns under the word-of-mouth effect : pricing, quality, and restocking fee decisions." Digital Commons @ Lingnan University, 2017. https://commons.ln.edu.hk/cds_etd/16.

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This paper considers a two-echelon supply chain involving a manufacturer and a retailer who make their pricing, quality, and restocking fee decisions under the word-of-mouth (WOM) effect. To investigate the decision-making problem for the sales and product returns, we construct a leader-follower game model in which the manufacturer first determines his quality effort and the wholesale price and the retailer then decides on her retail price and the restocking fee. Our results show that the wholesale and retail prices under no WOM effect are smaller than those when the WOM effect exists; and, as the WOM has a higher impact on consumer purchases, the retailer should increase her retail price, and the manufacturer should also spend more quality control effort and raise his wholesale price. In addition, when the WOM effect exists, both the restocking fee and the retail price are decreasing in the mismatch probability. It is interesting to learn that a positive WOM may not help achieve more total sales and realized sales than a negative WOM, and the realized sales under the full refund policy may be lower than those under a partial refund policy. We also find that the manufacturer and the retailer may not benefit under the WOM effect, which mainly depends on how consumers are sensitive to the restocking fee and the WOM. The retailer can benefit from the full refund policy when the mismatch chance is not high, whereas the manufacturer can always benefit from the full refund policy.
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38

Johansson, Ellen, and Stephanie Härdig. "IT’s Role on Knowledge Management in the Sales Forecasting Process at IKEA: A Focus on the Statistical Perspective." Thesis, Linköpings universitet, Informatik, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-168071.

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Title: IT’s Role on Knowledge Management in the Sales Forecasting Process at IKEA: A Focus on Statistical Perspective Definition: Knowledge Management (KM) can be summarized as tools, methods and philosophies that are used to create, share, develop and organize knowledge within an organization. Information Technology (IT) refer to the technologies utilized in promoting Knowledge Management. Sales forecasting is the process of estimating future sales and is part of an organization's daily operations. Purpose: To offer an insight into knowledge management in sales forecasting, and the role of IT in the process. Method: This case study adopts a qualitative research method and an abductive research approach. Data has been collected through semi-structured interviews with employees at IKEA who are developing a statistical sales forecast model. A thematic analysis method has been implemented to identify themes and patterns in the collected data. Target group: Parties with an interest in ITs role to manage knowledge within an organization. Conclusion: It is found that the use of IT is crucial in the development of a statistical sales forecast model. IT is clearly required since it involves data science and machine learning. It can be said that IT has an important role in the continuous creation of sales forecasts as it provides historical sales data on which they are based. Furthermore, it appears that the development of a statistical sales forecast model requires a high level of knowledge management, and that IT serves a central role in this development. We find that the use of IT supports the knowledge-creation processes on individual and organizational levels in order to create the sales forecasting model. However, IT is not the source of knowledge creation, it can rather be seen as a support in knowledge management initiatives.
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39

Boulin, Juan Manuel. "Call center demand forecasting : improving sales calls prediction accuracy through the combination of statistical methods and judgmental forecast." Thesis, Massachusetts Institute of Technology, 2010. http://hdl.handle.net/1721.1/59159.

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Thesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management; and, (S.M.)--Massachusetts Institute of Technology, Engineering Systems Division; in conjunction with the Leaders for Global Operations Program at MIT, 2010.
Cataloged from PDF version of thesis.
Includes bibliographical references (p. 79-81).
Call centers are important for developing and maintaining healthy relationships with customers. At Dell, call centers are also at the core of the company's renowned direct model. For sales call centers in particular, the impact of proper operations is reflected not only in long-term relationships with customers, but directly on sales and revenue. Adequate staffing and proper scheduling are key factors for providing an acceptable service level to customers. In order to staff call centers appropriately to satisfy demand while minimizing operating expenses, an accurate forecast of this demand (sales calls) is required. During fiscal year 2009, inaccuracies in consumer sales call volume forecasts translated into approximately $1.1M in unnecessary overtime expenses and $34.5M in lost revenue for Dell. This work evaluates different forecasting techniques and proposes a comprehensive model to predict sales call volume based on the combination of ARIMA models and judgmental forecasting. The proposed methodology improves the accuracy of weekly forecasted call volume from 23% to 46% and of daily volume from 27% to 41%. Further improvements are easily achievable through the adjustment and projection processes introduced herein that rely on contextual information and the expertise of the forecasting team.
by Juan Manuel Boulin.
S.M.
M.B.A.
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40

St, Clair Donald Philip. "MIXED METHODS STUDY OF FACTORS INFLUENCING BUSINESS TO BUSINESS (B2B) SALES PERFORMANCE: THE ROLE OF DESIGN ATTITUDE." Case Western Reserve University School of Graduate Studies / OhioLINK, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=case1522852069581315.

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41

CARVALHO, ALESSANDRO BORGES DE. "INTEGRATED INFORMATION SYSTEMS FOR SUPPLY CHAIN MANAGEMENT: A STUDY FROM THE PERSPECTIVE OF THE DISTRIBUTION AND SALES OF SONY ELECTRONICS IN BRAZIL." PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIRO, 2005. http://www.maxwell.vrac.puc-rio.br/Busca_etds.php?strSecao=resultado&nrSeq=7737@1.

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A gestão da cadeia de suprimentos (Supply Chain Management - SCM) vem sendo introduzida com o intuito de gerar vantagens competitivas através de uma redução de custos ao longo da cadeia e de um aumento no nível de serviço prestado aos clientes. A tecnologia de informação é um viabilizador para o sucesso da SCM, onde os sistemas (ou aplicativos, ou softwares) têm um papel muito importante. A presente dissertação tem como objetivos propor um modelo de referência que incorpore os principais sistemas de informação (SI) integrados utilizados para SCM e aplicá-lo de forma a analisar os principais macro-processos de negócio de uma empresa de eletroeletrônicos na forma de um estudo de caso sob a perspectiva da distribuição e vendas. Esta análise é feita em conjunto ao mapeamento dos macro-processos de negócios da empresa. A empresa escolhida foi a divisão da Sony Electronics que atua no Brasil como Sony Brasil Indústria e Comércio Ltda, que nesta dissertação é chamada de Sony Brasil. O estudo de caso contou também com dois operadores logísticos e com um grande varejista que fazem parte da cadeia de suprimentos da Sony Brasil. A metodologia científica incluiu: uma revisão bibliográfica da literatura referente ao tema; diversas entrevistas estruturadas e não estruturadas; observações diretas e visitas in loco em diversas instalações pertencentes à cadeia analisada. Esta dissertação é concluída com uma análise crítica da SCM da Sony Brasil sob a perspectiva dos sistemas de informação voltados para as atividades de distribuição e vendas.
Supply Chain Management (SCM) - has been introduced aiming to create competitive advantages through cost reduction alongside the chain and of an increase of service rendered to clients. IT (Information Technology) makes feasible the SCM success, where the systems (or application or softwares) play a very important role. The current dissertation has as objectives to propose a reference pattern which incorporates the main integrated information systems utilized for SCM and employ it in order to form, map and analyse the main macro business processes of an electro-electronical company in the form of a case study, under distribution and sales perspective. This analysis is conducted together with the mapping of the macro business processes of the company. The chosen company was Sony Electronics division, which acts in Brazil as Sony Indústria e Comércio Ltda that in the dissertation is called Sony Brazil. The case study also counted on with two logistic operators and with a big retailer which are both part of Sony Brazil supply chain. The scientific methodology included: bibliographic review of literature relating to the theme; several structured and non-structured interviews and direct observations; and in loco visits, in several facilities belonging to the analysed chain. This dissertation is completed with a critical analysis of Sony Brazil SCM, under the information systems perspective backed to distribution and sales activities.
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42

Young, Brett. "The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project." Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/cis_diss/40.

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The literature emphasizes the important role played by stakeholder perceptions in explaining success and failure of IT-enabled change efforts. However, our knowledge of how stakeholder perceptions evolve and interact with outcomes during change processes is still limited. Consequently, this study adapts technological frames of reference (TFR) to explore the dynamics of stakeholder perceptions based on action research into an IT-enabled sales process innovation project at VoiceTech. The study attempts to answer the following research questions: How can TFR be adapted and applied to support action research into IT-enabled change efforts? What was the role of stakeholder perceptions during IT-enabled sales process innovation at VoiceTech? How do stakeholder perceptions evolve and interact with outcomes during IT-enabled change efforts? The study develops TFR as a theory for investigating stakeholder perceptions during IT-enabled change and it offers a process model of how frame interactions, incongruencies, and inconsistencies contribute to frame shifts and change outcomes over time. In addition, the study provides detailed insights into how the IT-enabled sales process innovation at VoiceTech shaped and was shaped by shifts in stakeholder perceptions over time.
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43

Ponelis, S. R. (Shana Rachel). "Data marts as management information delivery mechanisms: utilisation in manufacturing organisations with third party distribution." Thesis, University of Pretoria, 2002. http://hdl.handle.net/2263/27061.

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Customer knowledge plays a vital part in organisations today, particularly in sales and marketing processes, where customers can either be channel partners or final consumers. Managing customer data and/or information across business units, departments, and functions is vital. Frequently, channel partners gather and capture data about downstream customers and consumers that organisations further upstream in the channel require to be incorporated into their information systems in order to allow for management information delivery to their users. In this study, the focus is placed on manufacturing organisations using third party distribution since the flow of information between channel partner organisations in a supply chain (in contrast to the flow of products) provides an important link between organisations and increasingly represents a source of competitive advantage in the marketplace. The purpose of this study is to determine whether there is a significant difference in the use of sales and marketing data marts as management information delivery mechanisms in manufacturing organisations in different industries, particularly the pharmaceuticals and branded consumer products. The case studies presented in this dissertation indicates that there are significant differences between the use of sales and marketing data marts in different manufacturing industries, which can be ascribed to the industry, both directly and indirectly.
Thesis (MIS(Information Science))--University of Pretoria, 2002.
Information Science
MIS
unrestricted
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44

Heimicke, Jonas, Sascha Pfau, Linda Vetten, and Albert Albers. "Entwicklung einer agil-strukturierten Prozesslösung mittels ASD: Agile Systems Design für das technische Änderungsmanagement im After Sales eines OEM der Automobilindustrie." Thelem Universitätsverlag & Buchhandlung GmbH & Co. KG, 2021. https://tud.qucosa.de/id/qucosa%3A75870.

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Die Anwendung agiler Arbeitsweisen rückt zunehmend in den Interessensfokus unterschiedlicher Bereiche in produzierenden Unternehmen. Eine erhöhte Reaktionsfähigkeit auf unvorhergesehene Veränderungen im Kontext, Steigerung der Transparenz bezüglich Arbeitsinhalt und Auslastung im Entwicklerteam sowie das erschaffen und Vorantreiben einer übergeordneten Teamvision und damit verbundene Performancesteigerungen sind nur einige der positiven Effekte, die hierdurch erzielt werden sollen. Da die genutzten Ansätze jedoch meist auf Best Practices aus der Branche der Softwareentwicklung resultieren, stellen sie die Bereiche in produzierenden Unternehmen vor neue Herausforderungen, wie den Umgang mit Normen und Standards im agilen Arbeiten, Datenschutz bei der Erfassung von Arbeitsaufwänden und den Umgang mit physischen Produkteigenschaften. Damit die Einführung von Agilität in die Abläufe produzierender Unternehmen nachhaltig erfolgt, wurde eine Methodik entwickelt, mittels derer ein individueller Prozess bestehend aus agilen und strukturierenden Elementen abgeleitet werden kann. Im vorliegenden Beitrag soll diese Methodik hinsichtlich ihrer Zweckmäßigkeit untersucht werden, um daraus in zukünftigen Forschungsarbeiten eine Weiterentwicklung dieser Methodik abzuleiten. Dies erfolgt in einem realen Anwendungsfall – dem Änderungsmanagement eines deutschen OEMs in der Automobilindustrie. Hierzu wurde der hier existierende Prozess beobachtet und erfasst, Interviews mit betroffenen Mitarbeitern geführt und Potentiale für eine Prozessverbesserung durch die Integration agiler Elemente definiert. Diese wurden im Anschluss ebenfalls im Zuge der Methodik zur Entwicklung der individuellen agilen Prozesslösung durch eine zum Anwendungsfall passende Gesamtmethode realisiert. Die Evaluation des Vorgehens hat gezeigt, dass der Anspruch der Individualität der entwickelten Gesamtmethode gegeben ist, jedoch noch kleinere Verbesserungspotentiale bestehen.
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45

Dvořáková, Monika. "Vliv zákaznické spokojenosti a dalších ukazatelů na tržní podíl společnosti." Master's thesis, Vysoká škola ekonomická v Praze, 2014. http://www.nusl.cz/ntk/nusl-192443.

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In the present hypercompetitive market environment of car producers established especially at the developed west european markets is very difficult to gain new customers and increase the market share. The car producing companies have to build and increase customer loyalty to ensure the sustainable growth of market share in the future. One possibility how to improve customer's loyality to brand is to provide the highest standard at both sales and service department and carefully monitor the customer satisfaction. From the satisfaction and performance indicators of the car producing company is possible to construct a mathematical model producing the market share in a given country as an output. Key indikators of customer satisfaction, sales and service and also the macroeconomical data has been used as the inputs for the model. As a target market for my analysis has been chosen Germany. This thesis presents a set of recommendations and proposals, whose implementation should ensure the improvement of the market share of the given brand on german market. The recommendation does not include only the tips for improvement of the key indicators but it also gives the overview of how to make the marketing strategy more efficient using Customer relationship management.
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Drdla, Jiří. "Systém pro marketingové šíření agendy on-line prodeje." Master's thesis, Vysoké učení technické v Brně. Fakulta informačních technologií, 2015. http://www.nusl.cz/ntk/nusl-234959.

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This paper describes the design of an information system for online sales. There is the problem definition in first chapter, then the requirements are defined and competitive software solutions are analyzed. In the next chapters, individual functions and their implementations are described in detail and result of the chapter is the design of information system.
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47

Xavier, Wagner. "Sistemas de informa????es - SIG como ferramenta de apoio a gest??o do setor de vendas de empresas clientes de uma "Software House" nacional." FECAP - Faculdade Escola de Com??rcio ??lvares Penteado, 2003. http://132.0.0.61:8080/tede/handle/tede/328.

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Made available in DSpace on 2015-12-03T18:32:59Z (GMT). No. of bitstreams: 1 Wagner_Xavier.pdf: 1543722 bytes, checksum: 1b13c015233e32ca6816325902c0071e (MD5) Previous issue date: 2003-06-23
The science advancement on last thirty years caused a dramatic growth on products based in new techonology information relationated with computation, telecommunication, automation and robotic. These technologies, in whole world, are introducing important transformations in companies atmosphere, affecting directly on formulation of their business strategy. In a interval of few decades, the technology of information transformed our culture, defining the paradigms for a new era organized around by the big media. On this scene, the System Information Management (SIM), became important tools for the management process organization, providing the necessary information for the decisions and collaborating, in this way, for the companies to keep competitives in relation of the market that they participate. Considering the kind of system and his foolscap on management of the organizations, this study had as an objective to ckeck the perception of the companies in relation of the results obtained after the introduction of the system. More specifically, the objective was relacionate the introduction of SIM with the acquisition of better results, increasing the productivity or profitability and practical results of the companies??s commercial process. Delimiting the study, the focus of the SIM analysis was concentred on the sales area, having as a sample a joint of companies that use the same management system of sales. It was expected that the result of this research could indicate the available resources and utilizated by the organizations on utilizing of the SIM, the characteristics of the system introducing and how effectively the executives realize the financial results obtained.
Os avan??os da ci??ncia intensificados nos ??ltimos 30 anos provocaram um dram??tico crescimento de produtos baseados em novas tecnologias de informa????o relacionadas com a computa????o, telecomunica????o, automa????o e rob??tica. Essas tecnologias, no mundo inteiro, est??o induzindo importantes transforma????es no ambiente organizacional das empresas, afetando diretamente na formula????o das suas estrat??gias de neg??cios. Num intervalo de poucas d??cadas, a tecnologia de informa????o transformou a nossa cultura, definindo os paradigmas para uma nova era organizada em torno dos grandes meios de comunica????o de massa. Neste cen??rio, os Sistemas de Informa????es Gerenciais (SIG) t??m se tornado ferramentas importantes para a gest??o de processos nas organiza????es, fornecendo as informa????es necess??rias para as tomadas de decis??es e colaborando, desta forma, para que as empresas se mantenham competitivas em rela????o ao mercado em que atuam. Considerando-se esse tipo de sistema e seu papel no gerenciamento das organiza????es, este estudo teve como objetivo verificar a percep????o das empresas em rela????o aos resultados obtidos ap??s a implanta????o do sistema. Mais especificamente, objetivou-se relacionar a implanta????o do SIG com a obten????o de melhores resultados, aumento de produtividade ou lucratividade e resultados pr??ticos no processo comercial das empresas. Delimitando o estudo realizado, o foco de an??lise do SIG concentrou-se na ??rea de vendas das empresas, tendo-se como amostra um conjunto de empresas usu??rias de um mesmo sistema de gest??o de vendas. Esperou-se que o resultado da pesquisa pudesse indicar os recursos dispon??veis e utilizados pelas organiza????es na utiliza????o do SIG, as caracter??sticas da implanta????o do sistema e o quanto efetivamente os executivos percebem os resultados financeiros obtidos.
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48

Rodrigues, Terezinha Vieira. "Fatores que influenciam a tomada de decisão relacionada ao plano de vendas: um estudo em empresas de micro e pequeno porte oriundas de incubadora de empresas." Universidade Presbiteriana Mackenzie, 2011. http://tede.mackenzie.br/jspui/handle/tede/883.

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With this study aimed to identify which are the main cognitive aspects that influence the decision making process of entrepreneurs business managers of micro and small businesses when they make decisions regarding the assembly of the sales plan in the context of information management system. The study was done with five managers of micro and small businesses, located in Santa Rita do Sapucaí - MG and derived from the business incubator of INATEL - National Institute of Telecommunications. A decision process is quite complex and can be studied through the prism of some subjects such as Economics, Psychology and Cognitive Neuroscience. Was adopted in this study an interdisciplinary approach, using as a reference model whose focus Decision making is the way of information processing, powered by the cognitive and affective. This dissertation was developed based on qualitative approach, using semi-structured interviews. For data analysis we used the content analysis. The results showed the existence of nine categories, eight categories associated with the process of Decision Making, indicating that, as expected, the managers consider that the process is predominantly rational, but are influenced by affective and a category named - Behavioral Aspect Entrepreneur. Observed the sample homogeneity, all the interviewed companies adopt the budget as a management tool, probably the result of training received during the incubation process. We identified an emphasis on social decision and the need for structured search for information about the external environment. The sales plan, the object of study, basic to the processes of the company, may have external adjustments depending on the information collected from non-systematic way. Not found a formal instrument to capture such information or management information systems associated with them. From the data have been mapped external mechanisms to capture information, emphasizing the aspects considered essential to facilitate the management and the process of delegation of this task. The mapped data can be used to develop a management information system to capture external information. Stands out as a limitation of this study, the fact of having only interviewed the partner responsible for the commercial area, the inclusion of other partners may be a suggestion for future studies.
Com esse estudo objetivou-se identificar quais são os principais aspectos cognitivos que influenciam o processo de decisão de empreendedores gestores de empresas de micro e pequeno porte quando estes tomam decisões relacionadas à montagem do plano de vendas, no contexto do sistema de informação gerencial. O estudo foi feito junto a cinco gestores de empresas de micro e pequeno porte, localizadas na cidade de Santa Rita do Sapucaí - MG e oriundas da incubadora de empresas do INATEL - Instituto Nacional de Telecomunicações. Um processo decisório é bastante complexo e pode ser estudado sob o prisma de algumas disciplinas, tais como: Economia, Psicologia Cognitiva e Neurociência. Adotou-se neste estudo uma abordagem interdisciplinar, utilizando-se como referência um modelo de Tomada de Decisão cujo foco é a forma do processamento da informação, alimentado pelos domínios cognitivo e afetivo. Essa dissertação desenvolveu-se com base no enfoque qualitativo, usando-se entrevistas semiestruturadas. Para análise dos dados utilizou-se a análise de conteúdo. Os resultados mostraram a existência de nove categorias, sendo oito categorias associadas ao processo de Tomada de Decisão, indicando que, conforme esperado, os gestores consideram que o processo é predominantemente racional, mas sofrem a influência de aspectos afetivos e uma categoria nomeada Aspecto Comportamental do Empreendedor. Observou-se a homogeneidade da amostra, todas as empresas entrevistadas adotam o orçamento como uma ferramenta de gestão, provavelmente fruto do treinamento recebido durante o processo de incubação. Identificou-se ênfase na decisão social e na necessidade de busca estruturada de informações sobre o ambiente externo. O plano de vendas, objeto do estudo, fundamental para os processos produtivos da empresa, pode ter ajustes dependendo das informações externas coletadas de maneira não sistemática. Não foi encontrado instrumento formal para a captação dessas informações ou sistemas de informação gerencial a elas associados. A partir dos dados foram mapeados os mecanismos externos de captação de informação, destacando-se os aspectos considerados essenciais para facilitar a gestão e o processo de delegação dessa tarefa. Os dados mapeados poderão ser utilizados para o desenvolvimento de um sistema de informação gerencial para captação das informações externas. Destaca-se como limitação desse estudo o fato de ter-se entrevistado somente o sócio responsável pela área comercial, a inclusão dos demais sócios pode ser uma sugestão para futuros estudos.
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49

Enerbäck, Hanna, and Amanda Jägsell. "Utveckling av administrativa reklamationshanteringsprocesser : En fallstudie om effektivisering hos eftermarknadsavdelningen på ett tillverkande företag." Thesis, Jönköping University, JTH, Logistik och verksamhetsledning, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-53987.

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Studiens syfte var att öka kunskapen om effektiva administrativa reklamationshanteringsprocesser. För att uppfylla syftet kunde det brytas ned i två frågeställningar: 1. Vilka faktorer påverkar effektivitet i administrativa reklamationshanteringsprocesser? 2. Hur bör administrativa reklamationer av defekta produkter hanteras? För att möjliggöra besvarande av studiens frågeställningar och därmed uppfylla studiens syfte genomfördes en fallstudie, som bestod av observationer och intervjuer. Vid observationerna var observatörerna deltagande och renodlade. Intervjuerna hade en låg grad av strukturering och låg grad av standardisering. Insamlad empiri granskades för att sedan jämföras med redan befintlig teori. Genom studien kunde slutaster kring effektiv reklamationshantering dras. Det identifierades tre områden där förbättringsmöjligheter fanns. Dessa innefattade utnyttjande av systemstöd som stöder verksamheten, effektivt arbete med returns management för att minska antalet inkomna reklamationer samt arbetet med ständiga förbättringar för att fortsatt vara konkurrenskraftiga. Studien bidrog inte till nya teorier, men genom analys stärktes uttalanden och teorier från tidigare forskning. Genom studien har medvetenheten om administrativa reklamationshanteringsprocesser ökat, och genom detta underbyggt redan befintlig forskning. Studiens empiriska bidrag var identifiering av faktorer som påverkar effektivitet inom dessa processer. Genom identifierade åtgärder kunde sedan reklamationshanteringsprocesser gynnsamt utformas.
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50

Dudík, Michal. "Informační systém realitní kanceláře." Master's thesis, Vysoké učení technické v Brně. Fakulta informačních technologií, 2008. http://www.nusl.cz/ntk/nusl-235911.

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This work deals with the requirements analysis of the online content management system of real estate agency. The aim of the work is to suggest and implement this system. The emphasis is mainly on the possibility of data synchronization with Czech real estate servers. On the basis of the appreciation of several different methods used for the data exchange there are illustrated their benefits and disadvantages. Ascertained matter will be used for the proposal of the method of synchronization among real estate systems. System is built by using PHP 5 and MySQL, XML, XSLT, XHTML, CSS, JavaScript, XML-RPC technologies.
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