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Dissertations / Theses on the topic 'Sales management'

Author: Grafiati

Published: 4 June 2021

Last updated: 25 July 2025

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1

SESKAUSKIS, ZYGIMANTAS, and ROKAS NARKEVICIUS. "Sales forecasting management." Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-10685.

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The purpose of this research is to investigate current company business process from sales forecasting perspective and provide potential improvements of how to deal with unstable market demand and increase overall precision of forecasting. The problem which company face is an unstable market demand and not enough precision in sales forecasting process. Therefore the research questions are:  How current forecasting process can be improved?  What methods, can be implemented in order to increase the precision of forecasting? Study can be described as an action research using an abductive approa

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2

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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<p>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 comp

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3

Sandau, A. (Alexander). "Influence of change in sales networks on a firm’s sales strategy." Master's thesis, University of Oulu, 2014. http://urn.fi/URN:NBN:fi:oulu-201401171034.

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This research revolves around two major theoretical topics: international network and international sales. The study aims to combine both distinct research areas in order to understand how changes in the sales network influence the sales strategy of the firm. The focus is hereby on born global companies respectively international new ventures. For this reason a framework is introduced that explains the inherent dynamics between sales network and sales strategy with a cycle model. Hereby it is argued that sales network characteristics have influence on specific dimensions of the sales strategy

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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.<br>Cataloged from PDF version of thesis.<br>Includes bibliographical references (pages 66-67).<br>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. Whil

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5

Suchanek, Mireille A. M. F. "Exploring the sales control function formal sales control practices that drive business excellence /." [Maastricht : Maastricht : Universiteit Maastricht] ; University Library, Maastricht University [Host], 1998. http://arno.unimaas.nl/show.cgi?fid=8541.

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6

Chen, Yi Xin. "Customer concentration and sales smoothing." Thesis, University of Macau, 2018. http://umaclib3.umac.mo/record=b3959239.

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7

Reddy, Ann-Marie. "The effect of the virtual sales person's customer centricity based on their sales manager's leadership style." Thesis, Capella University, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3682353.

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<p> The purpose of this study was to establish if a sales manager's leadership style could influence a salesperson's selling behavior to effectively align their selling approach in a buyer-seller exchange. Transformational and transactional leaders have the ability to affect the selling behavior of their salespeople. The research was nonexperimental quantitative study that used survey monkey to collect the data from Canadian mortgage brokers to determine if a transformational or transactional leadership style affected their selling or customer orientation. The significance of the study is that

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8

Schreiber, Klaus. "After-Sales-Management : eine theoretische und empirische Untersuchung /." München : TCW, Transfer-Centrum, 2010. http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=018668300&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA.

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9

Reis, João Miguel Carvalho dos. "Sales force management : case study da empresa X." Master's thesis, Instituto Superior de Economia e Gestão, 2016. http://hdl.handle.net/10400.5/12934.

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Mestrado em Marketing<br>Esta dissertação tem como objetivo analisar o Sales Force Management na empresa x, que atua no setor alimentar, mais concretamente na área dos produtos alimentares pré-confecionados e ultracongelados. O foco vai estar subdividido em quatro grandes temas: Sales Force Management, o marketing relacional, o processo de venda e o Key Account Management. A investigação foi realizada partindo da adoção de uma abordagem qualitativa, através de um case study research. A recolha de dados foi realizada através da aplicação de entrevistas semi-estruturadas ao diretor comercial

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10

Almkvist, Larsson Michaela. "Streamlining Sales and Operational Planning through Knowledge Management." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-279587.

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In today’s competitive market it is more important than ever to have effective and efficient Supply Chain Planning. Despite its wide adoption and many years of development, Sales and Operational Planning, one of the most commonly applied tactical Supply Chain Planning processes, is not generating the desired results as companies are still experiencing difficulties in synchronizing demand and supply. Furthermore, a company’s competitiveness depends on its knowledge management and how that knowledge is disseminated across functions. Therefore, a case study was conducted with the purpose to inves

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11

Schreiber, Klaus. "After-Sales-Management eine theoretische und empirische Untersuchung." München TCW, Transfer-Centrum, 2009. http://d-nb.info/997754931/04.

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12

Schmidt, Adelia. "Measuring marketing productivity : linking marketing expenditure to sales." Thesis, Stellenbosch : Stellenbosch University, 2012. http://hdl.handle.net/10019.1/20056.

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Thesis (MComm)--Stellenbosch University, 2012.<br>ENGLISH ABSTRACT: Over the past two decades company performance has become the mantra of corporate theory. It follows that marketers have recently become understandably preoccupied with measuring the performance of marketing activity. In fact, the pressure for financial accountability has led to widespread concern over the role of the marketing function within a company. Some go as far as contemplating the demise of marketing professionals unless marketers develop an understanding of the marketing-finance interface and are able to enter in

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13

Murtha, Brian Robert. "Zigzagging across the boundary examining the interplay of marketing activities within and between firms /." Diss., Atlanta, Ga. : Georgia Institute of Technology, 2008. http://hdl.handle.net/1853/24701.

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Thesis (Ph.D.)--Management, Georgia Institute of Technology, 2009.<br>Committee Co-Chair: Goutam Challagalla; Committee Co-Chair: Sundar Bharadwaj; Committee Member: Ajay Kohli; Committee Member: Alka Citrin; Committee Member: Koert van Ittersum

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14

Thobani, Shaheen. "Improving e-Commerce sales using machine learning." Thesis, Massachusetts Institute of Technology, 2018. http://hdl.handle.net/1721.1/118511.

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Thesis: S.M. in Engineering and Management, Massachusetts Institute of Technology, System Design and Management Program, 2018.<br>Cataloged from PDF version of thesis.<br>Includes bibliographical references (pages 68-70).<br>Trends show promising growth of the online e-Commerce industry. While the e-Commerce companies are aggressively moving towards digital sales and marketing, the customers are being bombarded with frequent and often irrelevant marketing communication from myriad sources. The thesis proposes understanding the digital purchase journeys of the customers from the lenses of both

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Friend, Scott B. "Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure." Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/marketing_diss/16.

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Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these faile

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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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<p>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.</p><p>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

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Cyvoct, Alexandra, and Shirin Fathi. "Artificial Intelligence in Business-to-Business Sales Processes : The impact on the sales representatives and management implications." Thesis, Linköpings universitet, Företagsekonomi, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-157988.

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Background: The sales representatives in B2B companies are experiencing several changes in their environment, which have already altered their performed activities. In order to meet the new customer needs, Artificial Intelligence (AI) provides an effective usage of the large amount of complex data that is available, defined as Big Data. AI is developing intelligence that is human-like and is expected to impact occupational roles while threating to automate tasks typically performed by humans. Previous technologies have already impacted sales representatives in the performance of their sales ac

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18

Rouziès-Ségalla, Dominique. "The effects of a salespeson's utilities on optimal sales force compensation structures." Thesis, McGill University, 1992. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=39335.

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Marketing analytical studies of optimal salesforce compensation policies typically rely on a set of restrictive assumptions. In this paper, a model of decentralized salesforce compensation is developed, wherein some of the classical assumptions are challenged. Response Surface Methodology is used to optimize decentralized compensation policies over a set of simulated conditions. The proposed approach is then illustrated with two empirical applications in artificial and real settings. The objective is to provide some preliminary evidence about decentralized structures and to recommend salesforc

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19

Smith, Brent A. "Relationship management in the sales organization : an examination of leadership style and cultural orientation in sales manager and salesperson dyads /." Philadelphia, Pa. : Drexel University, 2004. http://dspace.library.drexel.edu/handle/1860/274.

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20

Van, Zyl Jaco. "A deliverable sales strategy for Mercedes-Benz Claremont." Thesis, Stellenbosch : University of Stellenbosch, 2009. http://hdl.handle.net/10019.1/937.

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Thesis (MBA (Business Management))--University of Stellenbosch, 2009.<br>ENGLISH ABSTRACT: The economic downturn in South Africa since mid 2008 has transformed the motor vehicle industry into a seriously competitive marketplace. Both large and small dealerships are finding their volumes and margins under increasing pressure. Sandown Motor Holdings (Pty) Ltd has a new vision to become the finest motor group in the world. An openness to ideas and to the external environment in the learning organisation means that it can excel by exceeding customer expectations and benchmarking against the be

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21

Xiao, Weizhong. "Nested logit model analysis of aggregate sales response." Thesis, Massachusetts Institute of Technology, 1997. http://hdl.handle.net/1721.1/10543.

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22

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.<br>Includes bibliographical references (leaves 71-72).<br>(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 compa

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23

Ferreira, Fábio André Sobral. "Sales force management na indústria farmacêutica : um estudo de caso." Master's thesis, Instituto Superior de Economia e Gestão, 2015. http://hdl.handle.net/10400.5/10465.

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Mestrado em Marketing<br>A indústria Farmacêutica é um setor altamente regulamentado que nos últimos anos tem vindo a sofrer grandes alterações que se refletem na situação atual das empresas farmacêuticas. Neste sentido, na presente dissertação, as seguintes questões de investigação são formuladas: 1. Quais as características de Sales Force Management na Indústria Farmacêutica?; 2. Qual a importância das equipas de vendas na IF?; 3. Quais as tendências na organização das equipas de vendas na IF? e 4. Como são motivadas e compensadas as equipas de vendas na IF?. A investigação foi realizada a

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24

Vazzana, Michelle. "Relationships Between Sales Management Control, Salesperson Role, and Salesperson Performance." ScholarWorks, 2017. https://scholarworks.waldenu.edu/dissertations/4687.

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Organization theory proposes that managers exert control over the behavior of salespeople and the outcomes salespeople are expected to deliver. The purpose of this quantitative, nonexperimental study was to examine the relationships between activity control, capability control, and outcome control and salesperson performance, as well as the moderating effects of product complexity, task complexity, and number of accounts on the control-performance relationships for business-to-business sales personnel. The framework for the study was based in the concept of organizational control. Data analysi

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Šebesta, Miroslav. "Sales promotion strategies in Procter&Gamble." Master's thesis, Vysoká škola ekonomická v Praze, 2017. http://www.nusl.cz/ntk/nusl-359294.

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The thesis gives comprehensive overview on the topic of sales promotions. The special focus is devoted to activities of Procter & Gamble on the Czech market. With increasing importance of sales promotions on the Czech market, the thesis aims to introduce main academic findings concerning sales promotions and test them on brands of Procter & Gamble. The next goal is to find out whether sales promotion strategies of Procter & Gamble provide a competitive advantage for the company on the Czech market. Using statistical and comparative methods, the thesis brings valuable conclusions for both marke

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Postiglioni, Renato. "Sales forecasting within a cosmetic organisation : a managerial approach." Thesis, Stellenbosch : Stellenbosch University, 2006. http://hdl.handle.net/10019.1/21980.

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Thesis (MBA)--Stellenbosch University, 2006.<br>Although most businesses require accurate sales forecasts in order to survive and to be successful, very little attention has been devoted to examine how sales forecasting processes should be managed, and the behavioural factors associated with the management of forecasting. Sales forecasting activities and research have by and large concentrated on the techniques or on the systems used, rather than on the forecasting management philosophy, which considers the organisational, procedural, and personnel aspects of the process. Both forecast

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Levy, Marlow H. "Allocating non-monetary incentives for Navy Nurse Corps Officers menu method vs. bid method Combinatorial Retention Auction Mechanism (CRAM) /." Thesis, Monterey, California : Naval Postgraduate School, 2010. http://edocs.nps.edu/npspubs/scholarly/theses/2010/Mar/10Mar%5FLevy.pdf.

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Thesis (M.S. in Management)--Naval Postgraduate School, March 2010.<br>Thesis Advisor(s): Gates, William R. ; Coughlan, Peter. "March 2010." Author(s) subject terms: Combinatorial Retention Auction Mechanism, auction mechanism, auction, Nurse Corps, Nurse Corps retention, retention, retention mechanism, Menu Method, Bid Method. Includes bibliographical references (p. 95-99). Also available in print.

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Kleintjies, Ivan Graham. "Spar's category management strategy to enhance future sales and meet customers' needs." Thesis, Stellenbosch : Stellenbosch University, 2001. http://hdl.handle.net/10019.1/49705.

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Thesis (MBA)--Stellenbosch University, 2001.<br>ENGLISH ABSTRACT: As Spar began to grow, its stores became increasingly proactive resulting in the better SPAR stores wanting to compete and to expand but being frustrated by their many conservative SPAR retail colleagues. In order to increase effectiveness and competitive advantage, SPAR had to consider a new approach. This came in the form of Category Management and the extent to which it would be understood, evaluated and implemented. SPAR was being forced to do things in different ways. Many consumer packaged goods companies believe th

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Kloos, Konstantin [Verfasser], and Richard [Gutachter] Pibernik. "Allocation Planning in Sales Hierarchies / Konstantin Kloos ; Gutachter: Richard Pibernik." Würzburg : Universität Würzburg, 2020. http://d-nb.info/1223851257/34.

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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 t

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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

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Mahala, A. (Abinash). "Strategic management of sales as globalization increased:a study on global account management, strategy and drivers." Master's thesis, University of Oulu, 2017. http://urn.fi/URN:NBN:fi:oulu-201702231231.

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Global Account Management (GAM) is a global strategic, relationship oriented and marketing management program. In today’s highly competitive business scenario GAM has become one of the most significant strategic alliance by many companies with their customers to have the competitive advantage over their counter-part. It is a systematically approached program specifically in sales for managing strategically important customers globally. It is an ongoing process since many years now for all the global companies even though the rate of success is not so fast. Globalization has got an important ro

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Targett, Paul Barrie. "Marketing Strategies to Improve Online Sales." ScholarWorks, 2018. https://scholarworks.waldenu.edu/dissertations/6134.

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Marketing executives of traditional retail firms who lack strategies to expand e-commerce business, can experience inhibited growth, higher transaction costs, and a loss of competitive advantage. The purpose of this qualitative single case study was to explore marketing strategies that marketing executives of a traditional retail firm used to improve online sales. Eight purposefully selected marketing executives in the head offices of a large traditional retail business in South Africa who had implemented effective marketing strategies to improve online sales participated in the study. Social

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Перова, Д. О. "Управління збутовою діяльністю підприємства на ринку обладнання для професійного клінінгу". Thesis, Одеський національний економічний університет, 2021. http://local.lib/diploma/Perova1.pdf.

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Доступ до роботи тільки на території бібліотеки ОНЕУ, для переходу натисніть на посилання нижче<br>У роботі розглядаються теоретичні аспекти управління збутовою діяльністю підприємства. Проаналізовано збутову діяльність, складові зовнішнього та внутрішнього середовища ТОВ «Ювента». Запропоновано заходи з покращення управління збутовою діяльністю ТОВ «Ювента», шляхом впровадження на підприємство відділу маркетингу. The work deals with the theoretical aspects of the management of sales activities of the enterprise.<br>Author analysis sales activities, components of the external and intern

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Aronsson, Henrik. "Modeling strategies using predictive analytics : Forecasting future sales and churn management." Thesis, KTH, Skolan för informations- och kommunikationsteknik (ICT), 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-167130.

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This project was carried out for a company named Attollo, a consulting firm specialized in Business Intelligence and Corporate Performance Management. The project aims to explore a new area for Attollo, predictive analytics, which is then applied to Klarna, a client of Attollo. Attollo has a partnership with IBM, which sells services for predictive analytics. The tool that this project is carried out with, is a software from IBM: SPSS Modeler. Five different examples are given of what and how the predictive work that was carried out at Klarna consisted of. From these examples, the different pr

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Bahls, Melanie. "The impact of sales management control on salesperson behaviour and performance." Thesis, University of Warwick, 2013. http://wrap.warwick.ac.uk/59635/.

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This research combines the Anderson and Oliver (1987) and Jaworski (1988) sales management control (SMC) conceptualisations by integrating behaviourbased, compensation-based and informal SMC into a single research framework. It examines the separate effects of SMC dimensions on performance, in particular salesperson behaviour performance, salesperson outcome performance and sales organisation effectiveness, and on salesperson behaviour, in particular salesperson risk-taking behaviour, salesperson ethical behaviour and salesperson organisational citizenship behaviour (OCB). The study implements

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Syvänen, T. (Topi). "The strategic role of the sales manager in key account management." Master's thesis, University of Oulu, 2016. http://urn.fi/URN:NBN:fi:oulu-201609082732.

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The purpose of this thesis is to describe different strategic roles of the sales manager in key account management. This thesis looks at the different strategic roles of the key account management (KAM) from the perspective of the sales manager. Previous researches have mainly based on fact that sales manager responds to top-management, and key account manager responds to sales manager. Sales manager is typically seen as key account manager’s direct superior and at the same time, sales manager is responsible for key account manager’s performance to the top-management. According Flaherty and o

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Sousek, Nicholas D. "Enhancing grain marketing decisions: farm breakeven analysis and grain sales management." Thesis, Kansas State University, 2015. http://hdl.handle.net/2097/35770.

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Master of Agribusiness<br>Department of Agricultural Economics<br>Daniel M. O'Brien<br>In recent years, the price volatility in agricultural commodity prices, as well as agricultural input costs, has drastically increased. Today’s famer is faced with difficult decisions concerning when to market their crop, as well as when to secure various inputs. An increase in information availability, coupled with increasing price fluctuations, can make these decisions even more difficult for producers. Although seasonal trends, forecasts, and technical market analysis can be helpful, market efficiency pre

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Lemmens, Regis. "The impact of relationship selling on the sales force control function." Thesis, Robert Gordon University, 2008. http://hdl.handle.net/10059/246.

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Sales management control and sales force performance has received substantial attention by researchers in the past decades. Researchers have been investigating the construct of sales control, its antecedents and its consequences on both the individual sales person and on sales force performance. This research project analyses how and why the sales control systems are implemented the way they are. The basis for this approach is drawn from the organisational or management control literature which treats behaviour and outcome approaches as dimensions rather than categories. Organisational control

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Bernecker, Bernd C. "Multinational sales management of foreign subsidiaries : a case study on the German Mittlestand." Thesis, University of Gloucestershire, 2015. http://eprints.glos.ac.uk/2928/.

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This research study provides insights into “How to manage foreign subsidiaries in a multinational company (MNC) belonging to the German Mittelstand” by applying a contingency perspective. Existing MNC knowledge focuses on large MNCs whereas contributions regarding an application to the German Mittelstand are scant. In particular, a framework for multinational sales management with patterns for foreign subsidiaries is missing for both academia and management. Thus, the findings of this research study contribute to existing MNC knowledge and provide ideas and guidance for managerial practice. A

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

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Zbib, Imad J. (Imad Jamil). "Sales Forecasting Accuracy Over Time: An Empirical Investigation." Thesis, University of North Texas, 1991. https://digital.library.unt.edu/ark:/67531/metadc332526/.

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This study investigated forecasting accuracy over time. Several quantitative and qualitative forecasting models were tested and a number of combinational methods was investigated. Six time series methods, one causal model, and one subjective technique were compared in this study. Six combinational forecasts were generated and compared to individual forecasts. A combining technique was developed. Thirty data sets, obtained from a market leader in the cosmetics industry, were used to forecast sales. All series represent monthly sales from January 1985 to December 1989. Gross sales forecasts from

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Osadchenko, Igor. "Risk Assessment of International Sales Contracts in Beverages Market." Master's thesis, Vysoká škola ekonomická v Praze, 2015. http://www.nusl.cz/ntk/nusl-264266.

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The aim of my thesis was to analyze and identify main types of risks and uncertainties, which can be faced by international companies. I also described main ways and methods of avoidance and minimisation of such risky situations. AB Inbev was chosen as an example since I was working in the branch of this company located in Prague, Czech Republic. This explains my concentration mainly on the market for beverages.

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McKay, Mark. "Economic lot scheduling with stochastic demands and lost sales /." Thesis, Connect to this title online; UW restricted, 1999. http://hdl.handle.net/1773/8726.

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Ooi, Tjan-Chao, and Nils Pundurasi. "PIVOTING TOWARDS AN INSIGHT SELLING METHODOLOGY WITH A SALES PROCESS." Thesis, KTH, Skolan för informations- och kommunikationsteknik (ICT), 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-128558.

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Sales are a subject that most people consider to be an art. The truth is that there are several sophisticated methodologies on how to successfully close a deal. However, time goes by, customers get smarter and the markets shifts. As a result sales methods start to fade away and do not necessarily work the way they used to. This thesis was conducted in co-operation with SimCorp A/S and aims to examine the concept of Insight Selling. The concept was developed by analysing top performers and how they manage to sell in an economic downturn. The purpose is to investigate how an organisation can app

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Yu, Ting-ji, and 禹廷季. "Earning Management with Asset Sales." Thesis, 2004. http://ndltd.ncl.edu.tw/handle/29733335281185952641.

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碩士<br>國立雲林科技大學<br>財務金融系碩士班<br>92<br>Earnings management means managers use some techniques to manipulate financial statement. This action can make accounting earnings to meet with their forecast. Sometimes we name earnings manipulation. This article is discusses whether managers manipulate earnings through the timing of income recognition from disposal of asset. This article examined the hypothesis that predicts current performance and asset sale should have a negative relation. There are 705 firm-year observations in Taiwan stock market over the ten years period from 1993 to 2002. The empiric

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Lin, Yi-hsuan, and 林怡萱. "A STUDY OF CUSTOMER KNOWLEDGE MANAGEMENT, SALES METHOD, EMOTIONAL INTELLIGENCE AND SALES PERFORMANCE ON SALES METHOD." Thesis, 2012. http://ndltd.ncl.edu.tw/handle/58507113720829660777.

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碩士<br>南華大學<br>企業管理系管理科學碩博士班<br>100<br>Customer are known as a brilliant source of knowledge for the companies, due to the development of sales selling and the changes in consumption patterns, sales selling becomes a popular way for customer to purchase products in Taiwan. Selling requires face-to-face selling skill, therefore, sales not only need to provide suitable products but also have to offer nice service. Recently, the operation of sales selling have changed from fabricate production to strategic management, and especially focuses on customers’ demand. 　　　Currently, there are not many r

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WENG, WEI-HSIANG, and 翁緯翔. "Sales Improvement Using Six Sigma Management." Thesis, 2009. http://ndltd.ncl.edu.tw/handle/86120705123884654525.

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碩士<br>清雲科技大學<br>企業管理系暨經營管理研究所<br>97<br>Six sigma management is one kind of management philosophy to reduce the cost, the error, the time, and the waste. Most of the management planning focus on OUTPUT to make more products, and create more sale skill. Six sigma management is based upon QUALITY to reduce the defects down to 3.4 parts per million. It is also a measurement standard to set up the strategy, objectives, and systematical approach to improve customer satisfaction and increase the sales. In this research, the sales process and root cause of sales will be analyzed to improve the sales

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Nowlin, Edward L. "Sales unit knowledge leveraging mechanisms a mixed method analysis of leveraging salesperson market knowledge /." 2009. http://proquest.umi.com/pqdweb?did=1934063391&sid=6&Fmt=2&clientId=14215&RQT=309&VName=PQD.

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Thesis (Ph.D.)--University of Nebraska-Lincoln, 2009.<br>Title from title screen (site viewed February 25, 2010). PDF text: vi, 157 p. : col. ill. ; 4 Mb. UMI publication number: AAT 3386758. Includes bibliographical references. Also available in microfilm and microfiche formats.

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Gao, Jing. "Sales forecast accuracy analysis in retailer management." 2006. http://www.lib.ncsu.edu/theses/available/etd-05182006-005159/unrestricted/etd.pdf.

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