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Morelli, Gabriel. "Organisational capabilities for enhancing the sales quotas development process outcomes for pharmaceutical sales forces." Thesis, Cranfield University, 2009. http://hdl.handle.net/1826/4410.
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The improvement of the sales quotas development process in Spanish pharmaceutical
organisations is challenging as the market environment becomes dramatically complex.
Setting sales quotas has always been difficult, exemplified by the difficulties in
quantifying future sales by sales territory. Extensive research has been conducted and
several conceptual models created to facilitate the process of developing sales quotas.
Effective management of this process has proved problematic mainly due to difficulties
in estimating future sales by territory, the complexity of the systems utilised in the
process, the granularity of the data required and the lack of attention to implementation
issues. Therefore, determining organisational capabilities that facilitate developing an
effective sales quotas process is paramount.
This study uses goal setting theory to understand organisational capabilities for the sales
quota development process. A sales quota development process for a mid-sized
pharmaceutical organisation was examined in terms of activities, which satisfied
stakeholders’ expectations. Based on empirical data organisational capabilities were
identified and prioritised. Goal setting theory is advanced through the development of
the SQD Model that includes a set of sixteen organisational capabilities that are critical
for developing an effective sales quotas process for pharmaceutical organisations. This
study created the SQP Maturity Framework, a diagnostic tool that allows organisations
to assess their sales quota development process and understand which capabilities to
acquire or further develop to improve the process. Differences by organisational
contexts are highlighted.
The focus of this research is the pharmaceutical sector in Spain. The organisational
capabilities uncovered and assessed will be relevant to these and other sectors that rely
on sales forces. Areas for future research include the replication of this study in
different geographies and sectors focusing on identifying more organisational
capabilities and routines that facilitate moving organisations towards an optimised level
of maturity.
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Marković, Daniel, and Oskar Andersson. "Att se in i framtiden : En studie om hur konceptet insiktsförsäljning påverkar ett B2B-företags försäljningsprocess." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36321.
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Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ‘insight selling’ claiming that it through insights is possible to be forceful in the, these days, rough sales climate. Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process. Research question: How does insight selling affect the B2B sales process? Methodology: Process mapping through interviews in combination with organizational documents. Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer.
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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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Drotsky, Gert Antonie Petrus. "The role of the sales process at trade shows." Thesis, University of Pretoria, 2016. http://hdl.handle.net/2263/60534.
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Business-to-business (B2B) marketing is one of the most underestimated and under-researched fields in marketing. Due to the unique characteristics of B2B markets, the emphasis has always been on one-on-one communication between the seller and the buyer. This means that in the communication mix, elements such as personal selling and trade shows play an important role in the selling and marketing of a business product and the accompanying services.
There is an indication that there will be a growth in the trade-show industry, as well as in B2B marketing. There is also an element of uncertainty on the role of personal selling, and more specifically, the sales process at trade shows. Previous studies focused on the general activities at trade shows; but none focused on the sales process that is interlinked with trade shows. Therefore, an explorative study was done to determine the role of the sales process at trade shows; so as to guide exhibitors on what to do when exhibiting.
A number of studies (Godar & O`Conner, 2007; Gopalakrishna & Lilian, 1992 and Sharland & Balogh, 1996) pointed to the role that trade shows plays in the buying task and buying stages of attendees at trade shows. In these studies the findings indicated that trade shows do not play such an important role throughout the whole of the buying process of attendees. However, studies by Bresler (2009) and Keswell (2010) pointed to the importance of trade shows in South Africa. Smith, Gopalakrishna and Smith (1999) indicated that trade shows play a major role in attendees moving through the buying process and therefore relates to the faster completion of the sales process resulting in better personal selling efficiency. This study contributes to the before mentioned studies by indicating specific actions in the selling process this can help exhibitors to improve the buying process. The findings of this study can assist the trade show industry to provide guidelines for exhibitors. A multi-stage sample plan was followed; and a self-administered questionnaire was used to gather the data for the study from exhibitors at trade shows. To establish the factors of the stages of the sales process at trade shows, a Principal factor analysis with Varimax rotation that is explorative in nature was done. A further investigation was done for the sales process on the differences regarding (a) salespeople versus non-salespeople; (b) the type of trade show and (c) the business operations of exhibitors were assessed by means of an ANOVA, t-test, and MANOVA.
The findings depict the various factors that make up the different stages of the sales process during the pre- and at-show stage of a trade show. Firstly, the business actions of exhibitors were investigated that included a number of elements such as: trade-show marketing; written objectives; trade-show evaluation and plan, staff improvement, new product and non-financial success to name a few. Thereafter, the stages of sales process at trade shows were investigated. The first stage dealt with pre-show marketing activities used to attract attendees to the trade show indicated two factors: direct communication and promotional elements. The second stage on the at-show marketing activities used to attract attendees to the business exhibit stand at the trade show comprised two factors: trade-show sponsorship and promotional tools. The third stage deals with the sales presentation at a trade show; and it had four factors that were identified, namely: presentation methods; presentation actions; approach method and questions approach. The fourth stage dealt with objections experienced; and two factors were indentified: manifested objections, and latent objections. The fifth stage deals with dealing with objections; the factors identified included standard-objection solutions and product-objection solutions. The last stage dealt with the closing methods; and two factors were identified: typical closing and product closing.
Differences were identified between sales and non-sales persons for "presentation methods", "presentation actions" and "question approach". All of these factors deal with actions during the sales presentation. Non-sales exhibit staff in many cases does not have the experience that sales persons of the business have, especially on how to communicate during the sales presentation. Sales staff will also be more aware of the different sales methods and how to use these methods in different sales situations. From the findings what is of concern is that both sales and non-sales staff indicate that they do not really make use of closing methods to close the sale.
Regarding the type of trade shows (international, national or regional) there were no differences for pre-show marketing activities, at-show marketing activities, the sales presentation and closing method used for the stages of the sales process there were no differences. These findings are very interesting; since for elements, such as the marketing activities before and at the trade show, one would assume that different approaches would be applied. International trade shows would, for example, rely more on electronic and mass-promotional mix elements; since it is not possible for their sales staff to visit all the possible prospects.
Concerning the business operations (sales of goods or service industry/professionals or construction/manufacturing or other) of exhibitors and how they implement the stages of the sales process there were no significant differences evident. That means that the operations of a business have no impact on the sales process at trade shows.
The findings of this study also provides an encouraging outcome for trade show role players in that there are not major differences for sales versus non-sales persons, type of trade show or business operations of the exhibitors. This provides an opportunity for general sales guidelines to be developed to improve the effectiveness of the sales process. Furthermore, the training of exhibit staff can be done more effectively and efficiently since there are no specialised requirements. Trade show organisers will benefit since material developed can be standardised for all types of trade shows.
This study provides an interesting starting point for future research to combine the findings of this study with other studies that focus on the procurement needs of attendees of trade shows, such as Brelser (2009) and Smith et al. (1999). One of the main contributions of this study is that it provides a comprehensive sales process for trade shows with insights into the various sub-stages. Finally, in Chapter 7 a comprehensive figure illustrates the interconnectedness between the various stages of the sale process with trade show activities and the attendees' decision-making buying process. With this holistic overview conceptualisation is provided on how the sales process can be integrated into the buying process and stages of a trade show. The identification of the different actions can be an invaluable tool for researchers that want to expand on/or link the sales process and buying process at trade shows.Thesis (PhD)--University of Pretoria, 2016.
Marketing Management
PhD
Unrestricted
5
Guerrero, Claudia V. "Process evaluation /." Online version of thesis, 2004. http://hdl.handle.net/1850/11798.
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Nilsson, Markus, and Albin Thalin. "Value delivery and sales : A qualitative case study on how IT-startups can improve their sales process." Thesis, Umeå universitet, Företagsekonomi, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-136629.
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Many entrepreneurs pursue the IT-industry, which is characterized by opportunities and international growth. However, due to failures in sales, marketing and operations, many IT-startups never reach profitability and sustainable performance. On behalf of the IT-startup Realbridge, the authors have been asked to investigate how their sales process can be made more efficient. By identifying elements in the sales process, the authors can provide suggestions supported by theories and qualitative data on how Realbridge and similar companies can redesign and improve their sales process. The study further investigates the role of sales in the business model and how a changed sales process impact value delivery and innovate the business model. Consequently, the thesis aims to answer the following research questions: How does a firm’s sales process impact value delivery in the business model? How can small IT-companies similar to Realbridge and their product improve their sales process efficiency? This degree project has several purposes. Firstly, it aims to further investigate the role of sales in value delivery in the business model. This will extend knowledge and research on value delivery and sales, and will further investigate the relationship between components of the business model. Secondly, it will serve as a guide for managers in IT-firms on how they can improve the sales process. Thirdly, it will create an understanding of how IT-firms similar to Realbridge can develop or innovate their business model in terms of changed value delivery, key activities and sales process. As the aim of this study is to extend knowledge in the business model and sales literature, as well as analyze Realbridge’s sales process and culminate in recommendations on how IT-startups can increase their sales efficiency, this degree project takes form as a qualitative case study. Interviews have been conducted with interviewees in four different organizations with three different perspectives: Realbridge’s perspective, customer in the car dealership industry’s perspective and non-customer in the car dealership industry’s perspective. The data has been processed in accordance to thematic analysis. The analysis has led the authors to the conclusion that a changed sales process impact value delivery and consequently innovate the business model. It is also found that the sales process impact value creation and capture. Moreover, in order to effectively design a sales process, Realbridge and similar companies must effectively segment the market, focus on fewer segments initially and target them according to their expected financial contribution. They should state and communicate a specific value proposition related to the approached segment’s main needs. Furthermore, customer preferences have to be accounted for in terms of sales channels and type of relationships, and it can be seen as a financial risk to maximize value creation and value delivery for all customers.
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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 MarketingEsta 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 da empresa x e a um dos key account managers. Para cada uma das entrevistas foi formulado um guião de entrevista adaptado ao tipo de informação que se pretendia recolher. A aplicação destas ferramentas, permitiu efetuar a recolha de dados que conduziram às principais conclusões alcançadas. As ideias a reter é que esta dissertação apresenta conclusões e recomendações que têm como objetivo o melhoramento de procedimentos na empresa x, bem como ideias que se aplicam à generalidade das empresas e às suas áreas comerciais. As principais conclusões são a mudança de ótica consoante o cargo hierárquico responsável pela negociação e contacto com os fornecedores, o perigo da centralização da faturação num grupo pequeno de clientes para a empresa x, a importância crescente que a ótica relacional tem na manutenção dos clientes e a importância que a definição do processo de venda tem para garantir um trato uniforme a todos os clientes, permitindo, é claro, adaptações consoante as caraterísticas de cada um.
This dissertation has as a major goal to analyze the Sales Force Management on company x, that runs on the food industry, more specifically on the pre confectionated and deep frozen food products. The focus will be subdivided on four big issues: Sales Force Management, Relational Marketing, selling process and Key Account Management. The research relies on a qualitative approach through a case study. Moreover, the collected data was reached by semi-structured interviews with company x commercial manager and one of the companies key account managers. For each one of the interviews an interview script was formulated adapted to the type of information pretended. The use of these tools allowed to collect the data that based the main conclusions of this dissertation. Recommendations and conclusions have as goal the improvement of company x procedures, as well as some ideas that could be applied to the most of the companies and their commercial department, are what should be retained. The main conclusions are: the optic change according to the hierarchical position of who is leading the negotiations and suppliers? approach, the danger of consolidating the billing on a small group of clients for company x, the growing importance of the relational perspective on client maintenance and the importance of the standardization of the selling process to ensure an uniform performance to all clients, allowing, however, adaptations according to the characteristics of each one of them.
info:eu-repo/semantics/publishedVersion
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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 apply the core principles of the new sales strategy on an existing sales process and current customer relationship management system. A qualitative research method was used and interviews were conducted to gather data to gain a deeper understanding on the topic of sales. The result exhibits a situation analysis that was conducted to create a representation of SimCorp’s current sales process. With the key elements of insight selling a proposed model of a future state was presented. Lastly, a requirements analysis of the customer relationship management system currently deployed at the company was designed based on the findings. The result indicated that it was possible to apply the key elements of insight selling on the current sales process. The method might be suitable for some situations but it does not replace or eliminate earlier practices.Det är vanligt att uppfatta försäljning som en konst. Sanningen är att det finns väl beprövade metodiker för hur man ska lyckas för att sälja. Med tiden har konsumenter blivit smartare och marknaden förändrats. Detta har resulterat i att många säljmetoder blir avlägsna och inte lika användbara och pålitliga som de var innan. Examensarbetet utfördes i samarbete med SimCorp A/S där syftet är att undersöka begreppet insiktsförsäljning. Konceptet utvecklades från en studie där man analyserade de högpresterande säljarna och identifierade hur de lyckades sälja under en ekonomisk lågkonjunktur. Syftet är att undersöka hur en organisation kan applicera de nya strategierna som presenteras inom insiktsförsäljning på en befintlig försäljningsprocess och det nuvarande kundhanteringssystemet. En kvalitativ forskningsmetod applicerades och intervjuer utfördes för att ackumulera data och få en djupare förståelse av ämnet försäljning. I resultatet presenteras en nulägesanalys av SimCorp’s nuvarande försäljnings-process. Vidare presenteras ett förslag på hur en försäljningsprocess med inslag av strategierna från insiktsförsäljning kan se ut. Slutligen utfördes en kravanalys på insiktsförsäljnings metod för att implementeras och testas på det nuvarande kundhanteringssystemet. Resultatet indikerade att det var möjligt att applicera nyckel elementen från insiktsförsäljning på den nuvarande säljprocessen. Metoden är lämplig för att användas i vissa situationer men ersätter inte eller eliminerar tidigare rutiner.
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Acquavella, Kristin. "Foreign Military Sales : improving contract closeout procedures using process innovation /." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 2000. http://handle.dtic.mil/100.2/ADA386450.
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Feng, Yan. "Evaluation of sales and operations planning in a process industry." Thesis, Université Laval, 2010. http://www.theses.ulaval.ca/2010/27515/27515.pdf.
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Noroozi, Sayeh. "A Framework for Sales and Operations Planning in Process Industries." Licentiate thesis, Linköpings universitet, Produktionsekonomi, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-106709.
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This thesis studies Sales and Operations Planning (S&OP) in process industries. S&OP is a planning process which has a role of balancing demand and supply at an aggregate level. S&OP has traditionally been considered as a generic process meaning that it is independent from the context of the industry in which it is implemented. Process industries do; however, have specific characteristics which affect their planning and control processes, including S&OP. Therefore, the aim in this thesis is to reconcile these two contradictory stances and furthermore investigate how the specific properties in process industries should be included into an S&OP framework. Such a differentiated framework aims to support process industries to design/implement their S&OP process based on their unique requirements in relation to their markets, products and processes while it also takes into account the specific characteristics regarding the continuous production. Consequently, the process industries would realize the expected benefits from S&OP process to a greater extent. The study starts with a literature review on S&OP in process industries in order to build the knowledge foundation for subsequent studies. The results show that the underlying difference between process industries and discrete industries is the object continuity which affects the selection of production processes including resources. Thus, process industries are often hybrids in the sense that their production processes include both continuous production, when the transformed object (material) is continuous, and discrete production when the object (material) turns into discrete products after the discretization point. In other words, process industries deploy both continuous production and discrete production while discrete industries use only discrete production. The specific characteristics of process industries are actually related to the continuous production part and influence the planning processes as well. As the result of this study, the continuous production characteristics that can affect the S&OP process are identified. In the continuation of the thesis and in order to provide a typology for planning and control purposes, the object type (continuous and discrete) is combined with two other dimensions i.e. mode type (onetime, intermittent and continuous) and driver type (customer order driven and forecast driven) into a planning and control typology. The mode type addresses the repetitivity of the flow and the driver type takes into account the trigger of the flow. Each dimension has a transition point – i.e. the discretization point for the object type, mode interface point for the mode type and customer order decoupling point for the driver type – and represents a hybrid situation since different production environments are required before and after each transition point. The typology aims to illustrate how each dimension affects the planning and control issues as well as how the dimensions are interrelated and how this combination influence the managerial decisions. The typology integrates the concepts from both process industries and discrete industries and thus, is applicable for both. Thereafter the typology is applied to the S&OP process and an integrated framework is suggested based on the three dimensions with specific focus on process industries. In this framework, the effects of hybridities within each dimension and cross-hybridities between the dimensions on the S&OP process are also considered. The importance of hybridities and cross-hybridities lies in the fact that the planning of the hybrid systems is a complex task due to the varying managerial decisions before and after the transition points. Finally, implementation steps for the suggested S&OP framework are outlined for the process industries in order to position themselves in the framework, identify the implementing procedures, and obtain potential benefits based on the differentiated S&OP process.
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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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Taawo, Samuel, and Oskar Myhr. "Digitalization of the sales process : Leveraging digital sales and marketing tools to increase time effectiveness of multinational SMEs." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-105438.
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Internationalizing small and medium sized enterprises are limited in resources in comparison to larger enterprises. Through digitalization, smaller sales organizations have been presented with tools to enable the sales representatives to use time more effectively and focus on reaching organizational goals. This study aims to determine how digital sales and marketing tools should be implemented into the traditional sales process to increase time effectivity of sales representatives. Based on previous literature on related topics, sales representatives of Scanmast were interviewed and insights specific to the implementation of digital sales and marketing tools into complex B2B sales processes was gathered. The analysis of the responses in congestion with previous research demonstrated that certain ways of leveraging digital sales and marketing tools increase the time effectivity of sales representatives. These results were found to be especially present in regard to the parts of the sales process where customer interaction is considered to be low.
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Jopling, Mark. "An evaluation of efficiencies from a 'strategic sales organization' based on a sales-process led lateral-network MNC structure." Thesis, University of Warwick, 2016. http://wrap.warwick.ac.uk/103917/.
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Globalization is driving evolution in the organizational model of very large Multi-National Corporations (MNCs). This research is a quantitative case study of one consumer technology MNC, with 64 country business units from all continents, whose role is to maximise sales and profit from the product range. The research question tests for efficiency from an alternative organizational model, where the continental hierarchy is overlaid with a heterarchical structure based on homogenous clusters of country business units. The clusters are based on segmenting the external-selling context on variables chosen by country managers, and then adopt common routines within these clusters in place of continent led processes. The cost of the three key selling processes before and after the adoption of the clusters is measured. The concept of the ‘strategic selling organization’ (Piercy, 2006) has expanded interest in the study of sales-led companies, a significant departure from a product and marketing led strategy. The ‘strategic sales organization’ accepts that product differentiation can be short lived and hence such firms could alternatively build advantage from the way they sell. The literature review suggests that the development of the hybrid model under test could represent a ‘strategic sales organization’ that is located at the junction of higher-order theories in: segmentation analysis for strategic decisions, MNC design evolution from hierarchy to heterarchy, behaviour-based reward mechanisms and the move to a selling orientation from a product orientation, with underlying theoretical roots in contingency theory, knowledge theory, control theory and founded on the shift from the economic to the resource based view of the firm. The results show a lateral network process-based structure running common ‘operating routines’ within clusters is more efficient than a geographical based hierarchy, and countries that have an external selling context most dissimilar to their prevailing continental context gain most from the cluster-based model. Evidence of efficiency of the new model may support a Theoretical Contribution to selling orientation in the field of contingency theory, behavioural control theory linked to sales-led strategy, a strategic basis for segmentation and process-based lateral network organizations in the field of MNC design theories. It is concluded that such a variety of ‘strategic sales organization’ (Piercy, 2006) exists.
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Orrebrant, Richard, and Adam Hill. "Increasing sales forecast accuracy with technique adoption in the forecasting process." Thesis, Tekniska Högskolan, Högskolan i Jönköping, JTH, Industriell organisation och produktion, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-24038.
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Abstract Purpose - The purpose with this thesis is to investigate how to increase sales forecast accuracy. Methodology – To fulfil the purpose a case study was conducted. To collect data from the case study the authors performed interviews and gathered documents. The empirical data was then analysed and compared with the theoretical framework. Result – The result shows that inaccuracies in forecasts are not necessarily because of the forecasting technique but can be a result from an unorganized forecasting process and having an inefficient information flow. The result further shows that it is not only important to review the information flow within the company but in the supply chain as whole to improve a forecast’s accuracy. The result also shows that time series can generate more accurate sales forecasts compared to only using qualitative techniques. It is, however, necessary to use a qualitative technique when creating time series. Time series only take time and sales history into account when forecasting, expertise regarding consumer behaviour, promotion activity, and so on, is therefore needed. It is also crucial to use qualitative techniques when selecting time series technique to achieve higher sales forecast accuracy. Personal expertise and experience are needed to identify if there is enough sales history, how much the sales are fluctuating, and if there will be any seasonality in the forecast. If companies gain knowledge about the benefits from each technique the combination can improve the forecasting process and increase the accuracy of the sales forecast. Conclusions – This thesis, with support from a case study, shows how time series and qualitative techniques can be combined to achieve higher accuracy. Companies that want to achieve higher accuracy need to know how the different techniques work and what is needed to take into account when creating a sales forecast. It is also important to have knowledge about the benefits of a well-designed forecasting process, and to do that, improving the information flow both within the company and the supply chain is a necessity. Research limitations – Because there are several different techniques to apply when creating a sales forecast, the authors could have involved more techniques in the investigation. The thesis work could also have used multiple case study objects to increase the external validity of the thesis.
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Ngae, A. Njama Alain Patrick. "After Sales service : Complaint to Service Recovery Improvement." Thesis, Linnéuniversitetet, Ekonomihögskolan, ELNU, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-23031.
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Abstract Author : Alain Patrick Ngae a Njama Tutor : Peter Caesar Examiner : Pejvak Oghazi Title : After sales service: Complaint to Service Recovery Improvement Keywords : Service Recovery, Complaint handling, service failure, service process, Svetruck AB Background : It is real that everyday people purchase goods for their daily needs and satisfaction, but unfortunately it happen that some of those goods do not live up to the customer expectations. The reality when a failure occurred is something else because is the second chance giving to the service provider to show concern. Many research agreed that good recovery after a service failure can create a positive response from the customer side as example making them loyal and sharing their positive experience to others. Purpose: The purpose of this study is to look into how service recovery influence customer retention. Research question: How Does Company handles customer’s complaint in order to fulfill service recovery ? Method: Three respondents were selected within a heavy industry call Svetruck AB. Due to their position and number of year they have been working for this company. Many section of interview were organized in order to have a clear understanding of the inside out of the service handling process. Conclusion: Complaint handling appears to be very essential for each company willing to stay in the competitive word. Some will differ from the way they handle or treat their customer but the final issue for all companies will be to keep satisfies their customer for long-term relationship, also by reducing the cost of hunting new customers. Suggestion for further research : After the investigation of complaint handling from the service 3 provider side, we can think of other areas to investigate related to this topic. One of it will be to make an investigation on complaint handling from the customer point of view to find out how the customer perceived satisfaction after the service provider have handled their complaint. Another point may be to compare Svetruck complaint handling with the one of one of their mean competitor to see the point that differ them from the others. Further investigations can also be made on unsatisfied customers, those who have experience bad service recovery by then had chosen to switch to competitor.
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Turnbull, Sarah. "The creative development process within U.K. advertising agencies : an exploratory study." Thesis, University of Portsmouth, 2011. https://researchportal.port.ac.uk/portal/en/theses/the-creative-development-process-within-uk-advertising-agencies(23c46a18-e95b-47fa-a26b-fbb09e095905).html.
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Whilst advertising creativity has received attention in the past, the process of advertising creative development has attracted less attention and to date only a limited number of studies have examined this area. Moreover, there is limited empirical evidence on the process within advertising agencies themselves. The aim of this study was to explore the creative development process within advertising agencies and provide evidence of the contextual factors which influence the process. Semi-structured interviews were conducted with 21 advertising agency account management personnel from London based advertising agencies to explore their experience of the advertising creative development process. The results provide evidence that whilst a high degree of customisation takes place, a number of generic stages exist within the creative development process and the study identified a number of previously unreported stages. In addition to the process stages, the study provides evidence of the influence that the client-agency relationship, the provision of resources, the nature of the advertising task and the nature of creativity itself has on the creative development process. The study concludes that the process of creative development within advertising agencies is influenced by a number of factors, including the length, style and stage of the client-ad agency relationship, the level of client involvement, client-ad agency conflict, the provision of resources, the nature of the advertising task and creativity. It was also concluded that strong social bonds do not exist between clients and their agencies. Whilst the small sample size limits the generalisability of the findings, the study makes a valuable theoretical contribution in the area and will benefit researchers and others study advertising processes. In addition, the study offers advertising practitioners, both within the U.K. and in other markets, the opportunity to appraise current practice. The study contributes to both our knowledge of the creative development process and the contextual factors which influence the process and also to our understanding of business-to-business relationships. The study identifies a number of areas that warrant further research and provides a framework of the creative development process which it is hoped will be used as a basis for further examination and qualification.
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Pradi, Adriele, and de Wild Marc Noël. "The Adoption of Sales Innovations in Swedish B2B Companies." Thesis, Umeå universitet, Företagsekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-123527.
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Sales is an essential department for organizations, it connects the products and services with the customers. The literature highlights that sales has faced a number of changes in the past years, especially with the introduction of new technologies that aim to contribute in the sales process, making it more precise and efficient. However, the previous studies have not yet explored how the companies are innovating in their sales process to adopt the new technologies that have been developed. In this research, we are studying how these elements are connected in real life, bringing a perspective of how Swedish B2B companies are adopting technology to innovate in their sales process. As the theme of this research is relatively new to the literature, we adopted an inductive approach, conducting qualitative research. To collect the data we used semi-structured interviews, which allowed our interviewees to speak freely about the research topics. Our aim was to capture new insights and avoid preconceptions based on sales studies executed in another context, such as the USA market. To analyze the data we used thematic analysis, which is based on generating codes and connecting them according to their relationship. The analysis also connected concepts of the Theoretical Framework with the empirical data. Thereby, we identified the connection between sales process innovation and technology adoption in the context of the participants. The results of our research showed that sales process innovation is, most of the time, not a priority for the companies. The participants were using technologies in different ways, according to the particularities of their sales process. The innovation in the sales process is very incremental in the adoption of CRM and Sales Automation Technologies. The companies have not had significant innovations in the way they sell to adopt new technologies. Thus, they are satisfied with the current structure of their sales process and the outcome of it. Our findings contribute to the literature by casting light over sales innovation and technology adoption in a context outside the USA. We also contribute academically by connecting the process innovation and technology adoption models and performing an empirical research on the subject. In the managerial contribution, we presented a variety of insights about the reasons that lead to technology adoption. With our constructionist approach, we also expect to have a contribution to the development of the sales departments in the participant by promoting the reflection and debate around sales process.
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Hattab, Mazin, and Branko Iljic. "Analysis of logistics and sales process : A case study of Company X." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-264413.
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In a market where the customers demand and want reliability, there seems to be no one able to meet these demands fully. It is fairly common that customers leave due to insecurities linked with deliveries. This thesis sets out to identify and discuss the factors related to the ability to provide accurate deliveries and how they relate to the company’s current structure. Due to the lack of organization and structure of the entire sales process, the employees are forced to apply a kind of improvisation, by taking on problems as they arrive without working proactively to prevent these from ever happening again. Through an in-depth study of the company and their delivery rates, with the help of information collected in interviews, an organizational map was created, which enabled a better understanding of how things should be executed. In addition, a state-of-the-art study was conducted and linked to the current situation at Company X to further increase the theoretical knowledge and to corroborate with the changes necessary for the company to avoid unnecessary costs and work. The main findings suggest that Company X must oversee its production processes and how each department handles problems, since the workload is uneven and incorrectly distributed over each department. Company X should also consider alternative transportation methods for deliveries of greater importance. By setting clear boundaries of a department’s obligations and developing standards, in addition to increasing the communication, it will be possible to provide the customer with a satisfactory service and more accurate delivery times.I en bransch där kunderna kräver och vill ha tillförlitlighet verkar det inte finnas någon som kan uppfylla dessa krav fullt ut. Det är ganska vanligt att kunderna lämnar på grund av osäkerheter kopplade till leveranser. Avhandlingen beskriver de faktorer relaterade till förmågan att tillhandahålla pålitliga leveranser och hur de relaterar till företagets nuvarande struktur. På grund av brister inom organisationen och dess struktur, är anställda tvungna att tillämpa en slags improvisation genom att ta problem som de kommer utan att arbeta proaktivt för att förhindra att de någonsin händer igen. Genom en djupgående studie av företaget och dess leveranstider, med hjälp av information som samlats in från intervjuer, skapades en logistikkarta som möjliggjorde en bättre förståelse över hur saker ska utföras. Dessutom genomfördes en studie som kopplade nuvarande logistikteori till den nuvarande situationen hos Company X. Detta gjordes för att ytterligare öka den teoretiska kunskapen och för att finna de förändringar som är nödvändiga för att företaget ska undvika onödigt arbete samt kostnader. De viktigaste resultaten tyder på att Company X måste överse sina produktionsprocesser och se över hur varje avdelning hanterar problem, eftersom arbetsbelastningen är ojämn och felaktigt fördelad över varje avdelning. Company X bör också överväga alternativa transportmetoder för leveranser av större betydelse. Genom att definiera tydliga gränser för en avdelnings förpliktelser och utveckla standarder, förutom att öka kommunikationen, kommer det bli möjligt att ge kunden en mer tillfredsställande tjänst och mer pålitliga leveranstider.
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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 activities; however, it is still uncertain how AI will impact and benefit them. Previous empirical findings and the lack of studies centered on the individual impact of AI confirm the need for more academic reports. Purpose: The aim of this research is to explore how the implementation of Artificial Intelligence and usage of Big Data in Business-to-Business selling processes are impacting sales representatives, in term of performed activities. Further, the aim is also to explore the management of individuals during the implementation of AI. Methodology: This qualitative study is based on a realistic perspective with an inductive research approach. The empirical data has been collected through semi structured interviews with six AI-providers and two consulting firms that have proven experiences in working with AI and sales in B2B companies. Conclusion: AI is characterized by its adapting capability as well as its ability to process and combine a large amount of real-time, online and historical data. As a result, the selling process is constantly provided with more accurate, faster and original insights. Through the analytical capacity of AI, the sales representatives are gaining extensive knowledge about the customer and the external world. Also, AI simplifies the creation and maintenance of long- lasting customer relationships by providing specific and valuable content. Administrative tasks and non-sales activities can also become automated through the usage of AI, which enables sales representatives to focus on their core tasks, for instance relationship building and value-adding activities. The threat of automation and elimination of jobs should be redefined into the possibility to augment human capabilities. By adopting this approach, the importance of the human-machine collaboration is strongly emphasized. In order to increase the willingness for changing working procedures at individual levels, the communication during the process of change should be centered on creating a positive perception and understanding of AI. It is also important to create trust for AI and promote a data-driven culture in order to ensure the systematic usage of the system.
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Solilyak, Maryna. "Gender Differences in Response to Sales Promotion." Master's thesis, Vysoká škola ekonomická v Praze, 2015. http://www.nusl.cz/ntk/nusl-262324.
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Today, more and more similar products in one product line appear on store shelves, and buying decisions have become more complicated for the consumer. Despite this, producers have a clear vision that one of the most effective tools that can be used to distinguish their products is sales promotion. Nevertheless, every customer is unique, and the responses to sales promotion tools differ as well. The reason for sales promotion campaigns success depends on the depth of understanding of consumer behaviour. In order to create a successful communication campaign, marketers should be aware in the best ways of reaching the desired consumers. In this work we will take a look at the gender differences in consumer behaviour. In particular, we would like to see different responses toward men and women toward sales promotion campaigns.
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Carvalho, Ana Lima de. "The intermediate link in planning: a multicase study of the Sales and Operations Execution process." Universidade de São Paulo, 2018. http://www.teses.usp.br/teses/disponiveis/18/18156/tde-16072018-100932/.
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For many years, Sales and Operations Plannning process, or S&OP, had been considered as the promise of alignment between demand and supply that would provide the solution to all planning problems to companies. However, time has shown that in volatile planning environments with high levels of uncertainty, the traditional planning hierarchi, S&OP aligned with MPS, no longer provides all the expected benefits, failing to meet the expectations of numerous organizations that have put great efforts to implement it. As result, in recent years, there have been adaptations of planning processes to meet the need for alignment in highly dynamic environments. These adaptations have often appeared in the form of a weekly \"S&OP\", with short-term horizon, weekly frequency and low level of plans aggregation. However, a more sophisticated solution found to address the need for more agile planning was the creation of a new process that aims to link S&OP to the Master Production Schedule (MPS) called Sales and Operations Execution (S&OE). Although the subject has arisen for some time, studies on the subject are scarce. Thus, the goal of this research is to formalize this process in academic literature in an in-depth way. For this, it was carried out a broad literature review, case studies in four companies that sought to explore how S&OE process occurs in practice. From the analysis resulting from the case studies, both individual and cross-case, it was proposed a model of the process using BPMN language and a list of all the main process characteristics. This model was compared to the existing literature to analyze its convergence and it can be considered transferable given the same conditions of application. It was possible to conclude that S&OE is a process that performs the breakdown of the S&OP plans to the execution in a way that is more aligned with the business goals than the traditional MPS application isolated.Durante muitos anos, o processo de Sales and Operations Plannning, ou S&OP, foi visto como a promessa de alinhamento entre demanda e suprimentos que traria a solução para todos os problemas de planejamento nas empresas. Entretanto, o tempo mostrou que em ambientes de planejamento voláteis e com alto nível de incertezas, a hierarquia de planejamento tradicional, S&OP alinhado ao MPS, já não proporciona todos os benefícios esperados, falhando em atender as expectativas das inúmeras organizações que empregaram grandes esforços em sua implementação. Como resultado, nos últimos anos, surgiram adaptações dos processos de planejamento para atender a necessidade de alinhamento em ambientes altamente dinâmicos. Estas adaptações apareceram, muitas vezes, no formato de um \"S&OP semanal\", com horizonte de curto prazo, frequência semanal e baixo nível de agregação dos planos. Entretanto, uma solução mais sofisticada que o mercado encontrou para sanar a necessidade de planejamentos mais ágeis foi a criação de um novo processo que faz o elo entre o S&OP e o Master Production Schedule (MPS), chamado Sales and Operations Execution, o S&OE. Apesar de já ter surgido há algum tempo, estudos sobre o tema são bastante escassos. Assim, o objetivo desta pesquisa foi formalizar este processo na literatura acadêmica de maneira aprofundada. Para tal, foi realizada uma ampla revisão de literatura, estudos de caso em quatro empresas que buscaram explorar como o processo de S&OE ocorre na prática. A partir da análise resultante dos estudos de caso, tanto individual quanto inter-casos, foi proposto um modelo do processo em linguagem BPMN e uma listagem de todas as principais características do processo. Este modelo foi comparado à literatura existente para analisar sua convergência e pode ser considerado transferível dadas as mesmas condições de aplicação. Foi possível concluir que o S&OE é um processo que desagrega os planos do S&OP para a execução de uma maneira mais alinhada com os objetivos do negócio do que a aplicação isolada tradicional do MPS.
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Bercier, Olivier. "Enhancing the B2B Selling Process Through Social Media." Thesis, Université d'Ottawa / University of Ottawa, 2020. http://hdl.handle.net/10393/40659.
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This study provides insights into understanding social media utilization in the B2B selling process. More specifically, this research details how the different functional blocks of social media are leveraged to benefit the various stages of the selling process. This study adopts a multiple case study design, including six cases from technology-related Canadian firms. Overall, findings show that the functional blocks of social media are mostly leveraged in the prospecting and preapproach stages of the selling process. Furthermore, the marketing strategy of the seller firm seems to influence which functional blocks are leveraged in the process. At last, findings also show that social media should be complemented by analytical tools and traditional media to optimize the selling process with higher lead quality and to facilitate trust-building with potential and existing customers
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STRÖMBERG, HANNA. "Data driven customer insights in the B2B sales process at high technology scaleups." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-296246.
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When scaling a company it is important to implement customer insights to achieve growth of revenue. Understanding and defining a suitable B2B sales process has also been shown to play an important part in enhancing sales, and traditional processes include multiple steps performed by sales representatives. One step revolves around the presentation of the offered product or service. For sales representatives to present a product or service successfully they must acquire or have deep knowledge of the customer, such as their industry trends and general business. This can be achieved by acquiring customer insights that are data driven. Adopting data driven customer insights has also been proven to increase sales. Therefore, this research investigates the connection between the B2B sales process and the generation and implementation of data driven customer insights. In particular, this research explores the steps included in a B2B sales process at a high technology scaleup and hence how data driven customer insights can enhance the presentation step in the B2B sales process. The research is carried out through a case study at a case company labelled as a high technology scaleup. Interviews were conducted with sales representatives working in the commercial team at the case company. The result from this research finds that six steps are included in the B2B sales process at high technology scaleups. The steps are as follows: Lead generation, First meeting, Assessment, Contract proposal, Negotiation and Closed deal. The second step includes presenting the offered product or service, which this research identified as most challenging for the sales representatives to execute successfully due to the technical complexity of the product/service. Findings from this research shows that data driven customer insights can be used to simplify this step in the process. For example, data driven customer insights can help personalize presentation material and enable rapport building. In addition, data driven customer insights help align expectations between buyers and sellers during the first meeting, thus increasing the likelihood of reaching a closed deal.När ett företag ska skalas upp är det viktigt att implementera kundinsikter för att uppnå ökad omsättning. Att förstå och definiera en passande B2B-försäljningsprocess har också visats spela en viktig roll för nå ökade intäkter, och traditionella säljprocesser innehåller flera steg som säljpersonal utför. Ett steg kretsar kring presentationen av den erbjudna produkten eller tjänsten. För att säljpersonal ska kunna presentera en produkt eller tjänst med framgång behöver de förvärva eller ha djup kunskap om kunden, såsom branschtrender och generell verksamhet. Detta kan uppnås genom att anskaffa kundinsikter som är datadrivna. Att använda datadriven kundinsikt har också visats öka försäljningssiffror. Med detta som bakgrund undersöker därför den här forskningen sambandet mellan B2B-försäljningsprocessen och generering och implementering av datadriven kundinsikt. I synnerhet undersöker denna forskning stegen som ingår i en B2B-försäljningsprocess i ett högteknologiskt scale up och därmed hur datadriven kundinsikt kan förbättra presentationssteget i B2B-försäljningsprocessen. Forskningen utförs genom en fallstudie på ett fallföretag som räknas som ett högteknologiskt scale up. Intervjuer genomfördes med försäljningsmedarbetare som jobbar i det kommersiella teamet på företaget. Resultatet från denna forskning visar att sex steg ingår i B2B-försäljningsprocessen vid högteknologiska scale ups. Dessa sex stegen är: Leadsgenerering, Första möte, Utvärdering, Kontraktsförslag, Förhandling och Avslutad affär. Det andra steget innebär att den erbjudna produkten eller tjänsten presenteras, och detta steg identifieras som mest utmanande för försäljningsmedarbetarna att utföra med framgång på grund av produktens/tjänstens tekniska komplexitet. Vidare visar resultat från denna forskning att datadriven kundinsikt kan användas för att förenkla detta steg i processen. Datadriven kundinsikt kan till exempel hjälpa till att personalisera presentationsmaterial och möjliggöra förtroendebyggande. Dessutom möjliggör datadrivna kundinsikter att köpare och säljare delar gemensamma förväntningar på det första mötet, vilket ökar sannolikheten att uppnå en sluten affär.
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Drotsky, GAP, Jager JW de, and EJ North. "The influence of Information and Communication Technology on the selling activities of the orifessional sales representatives." Acta Commercii, 2005. http://encore.tut.ac.za/iii/cpro/DigitalItemViewPage.external?sp=1000925.
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The application of information and communication technology (ICT) has become a reality in selling in the South
African pharmaceutical industry. Low awareness levels exist in the pharmaceutical industry about how the
effective use of ICT can contribute to client services and productivity. The effectiveness of ICT in selling
depends on the way it is managed and implemented by management and accepted by the salespeople and
clients, on how effectively it is applied, and on the influence, it has on the salesperson. A descriptive
research design was used to determine whether the introduction of ICT into the selling
process has influenced the professional sales representatives' activities in a positive way.
The results of this study clearly indicate that pharmaceutical sales representatives, both those appointed before
the introduction of ICT and those appointed there after, are not positive about the introduction of ICT into the
selling process.
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Venter, Karin. "An exploratory investigation of consumers' perceptions and perceptual process regarding food packaging / K. Venter." Thesis, North-West University, 2008. http://hdl.handle.net/10394/4347.
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Rouse, Tyler. "Analysis of marketing strategies and advanced retail sales processes to improve Company A’s position in the segment." Thesis, Kansas State University, 2018. http://hdl.handle.net/2097/38788.
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Master of AgribusinessDepartment of Agricultural Economics
Aleksan Shanoyan
In recent years across the United States, product sales have seen a downward trend when compared to the robust sales figures posted around the 2010 time period across the major players in the product manufacturing space. Due to depressed commodity prices, large product sales have caused a lot of the dealers to shift in its prioritization of sales from a predominant large product business model, to a more diverse large product and small product strategy portfolio to stay profitable amidst economic headwinds. This study will look into ways that the Company A dealer channel could pivot their internal processes around targeting customers who are engaged in the purchase funnel of purchasing small products and how Company A could change the way the company equips their trusted dealer channel to combat competition in this segment. This study will examine new strategies that may be executed through the Company A dealer network and their subsequent retail showrooms to increase sales by focusing on key product differentiating characteristics, unique technical selling points, dealer facility positioning in high potential Metropolitan Statistical Areas, and new retail digital marketing technologies that should be leveraged throughout the sales process to improve market share. Company B is considered to be the primary rival competitor in this small product market, as this firm is one of the fiercest competitors to Company A’s quest for total product sales superiority. This study conducted a mixed method survey to ascertain what areas of marketing and promotional assistance should be prioritized by Company A, to outfit the company’s existing dealer channel with the right tools to combat Company B and other competitors in the U.S. small product market. Additionally new retail showroom technologies and strategies were based upon existing market research studies, focused on which customer’s and product characteristics were the most impactful for positively impacting small product sales in the United States.
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Douglas, Tony. "An investigation into the sales process practiced by Scottish-based food and drink SMEs." Thesis, Edinburgh Napier University, 2013. http://researchrepository.napier.ac.uk/Output/6038.
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This thesis aims to explore selling and the sales process in Small and Medium Enterprises (SMEs) from the selling organisation's perspective. It investigates the sales process between SME manufacturers/distributors and Food retail and Foodservices customers/buyers in a new and a modified selling task situation in Scottish-based Food and Drinks businesses. The research examines the sales process practiced by SMEs and barriers and enablers that hinder and support effective selling practices. According to the Scottish Government, the role played by SMEs in the Food and Drinks industry is vitally important to the Scottish economy. However, given the paucity of literature in the field, knowledge concerning the role and importance of selling in SMEs, particularly in the Food and Drinks industry, is underdeveloped and lacks empirical research. To investigate the thesis research question, the author adopts an interpretivist perspective. Qualitative data was gathered through face-to-face semi-structured interviews. In all, 20 people involved in selling activities and the sales process were interviewed from 15 SMEs across Scotland. The data was then analysed using thematic analysis to establish key findings regarding the sales process The research's findings suggest that the sales process practiced by Scottish-based SMEs in the Food and Drinks industry is complex. Each selling interaction in a new and a modified selling task situation is unique. A number of dimensions impact the sales process. The type of sale varies, from being relatively simplistic with standard product, to being more complicated with customised or seasonal products. It varies from being a straight forward short-term transaction that either achieves a sale or not (usually with a smaller customer), to being a longer-term event (usually with a larger customer). What is evident is that SMEs do not rely entirely on existing customers. Prospecting is required to start the process and a follow up of some kind occurs at the end of the process; whether a sale is concluded or not. The research establishes that the steps in the process are neither wholly sequential nor simultaneous. This study identifies that there are 5 steps in the SME sales process in new and modified selling task situations: prospecting and/ or revisit customer, prepare for the sales meeting, the sales meeting itself, action points arising from the meeting and maintaining contact. In addition to the key findings, five important themes emerged from the data in the form of barriers and enablers that either directly or indirectly affect the operationalisation of the selling process. In theme one, the owner manager of the SME is usually inextricably linked to, and has considerable involvement in, and see themselves as important to the sales process. Theme two identifies that those SMEs with some degree of sales knowledge and/or expertise take a more consistent and systematic approach to their sales process. Theme three highlights that many SMEs utilise technology such as SMART phones but lack awareness of how CRM software technology can assist in the delivery of a coherent sales process. Theme four identifies that power in the seller-buyer dyad is tipped in favour of the buyer but appears to be tolerated or accepted as the norm by the SME. A fifth theme deals with the location of the SME and suggests that interacting face-to-face with customers from their Scottish geographic base, places constraints on how SMEs conduct business. A conceptual framework of the sales process practiced by Scottish-based Food and Drinks SMEs has been constructed to depict the 5 step sales process as identified in the research. This conceptual framework also incorporates 5 important dimensions (type of customer, time perspective, type of problem, type of relationship and sequence of stages) and 5 enablers and barriers that impact the operationalisation of this sales process. Since this research is exploratory in nature, the thesis identifies areas where future research is required in the field alongside suggestions where policy makers and government business development agencies might focus intervention to assist SMEs improve delivery of the sales process.
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Cedronienė, Ieva. "Asmeninis pardavimas parduotuvių tinkle "Mada vaikams"." Bachelor's thesis, Lithuanian Academic Libraries Network (LABT), 2012. http://vddb.laba.lt/obj/LT-eLABa-0001:E.02~2012~D_20120702_112310-21296.
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Teorinėje darbo dalyje išnagrinėta asmeninio pardavimo samprata, asmeninio pardavimo tikslai ir uždaviniai, asmeninio pardavimo proceso etapai, asmeninio pardavimo technikos bei asmeninės pardavėjų savybės pardavimo procese, remiantis lietuvių ir užsienio autorių moksliniais literatūros šaltiniais. Tyrimui atlikti pasirinktas kokybinis tyrimo metodas – stebėjimas. Stebėjime dalyvavo parduotuvių tinklo „Mada vaikams“ 12 pardavėjų. Atlikus stebėjimą nustatyta, kad asmeninio pardavimo proceso etapus naudoja visos pardavėjos, tačiau efektyviausiai naudojami „Susitikimas su klientu“ ir „Prekės pristatymo“ etapai. Stebėjimo metu paaiškėjo, kad darbuotojos geriausiai naudoja neverbaliką ir prezentacijos technikas, o pardavimo procese labiausiai pasireiškusios pardavėjų asmeninės savybės yra prekės išmanymas, dėmesingumas, atkalumas, kantrumas ir lankstumas. Darbo pabaigoje pateiktos išvados ir rekomendacijos, literatūros sąrašas ir priedai.Based on the scientific references from the Lithuanian and foreign authors the theoretical part of the paper considers the personal sales concept, goals and objectives of personal sales, stages of personal sales process, techniques of personal sales, and personal qualities of the sales assistants taking part in the personal sales process. Observation - the qualitative study method was elected for the purpose. 12 sales assistants of the retail network "Mada vaikams" were observed. The observation study showed that all of the sales assistants were applying elements (stages) of personal sales, however the most efficient ones proved to be the stages "Meet the customer" and "Goods presentation". The study also showed that the assistants were most successful in applying non-verbal and presentation techniques, and the personal qualities of the sales assistants showed during the process were attentiveness, persistence, patience and flexibility. Conclusions and recommendations, list of references and supplements are presented at the closing part of the paper.
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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 affärerBackground: 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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Espinoza, Hirose Karla Mercedes, and Kano Kevin Enrique Sifuentes. "Mejora del nivel de servicio en la Empresa Maquinaria Grafica LCH, basado en las herramientas de Ingeniería PVO y AMEF." Bachelor's thesis, Universidad Peruana de Ciencias Aplicadas (UPC), 2020. http://hdl.handle.net/10757/651701.
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En el presente artículo se propone la aplicación de la metodología PVO y el uso de la herramienta AMEF para atacar las causas directas de las demoras en la entrega de su principal modelo de máquina plastificadora, basándose en el estudio de tiempos por muestreo, ubicando el área de mecanizado como foco de atención para el análisis. Por otro lado, se mencionarán las posibles soluciones que se pretenden para lograr el objetivo trazado: aumentar el nivel de servicio, siendo específicos en la planificación (utilizando conceptos de planificación agregada, planeación de requerimiento de materiales o MRP y plan maestro de producción o PMP), tanto de materia prima, como de piezas elaboradas por la misma empresa.This article proposes the application of the methodology PVO and the use of the tool FMEA to attack the direct causes of delays in the delivery of its main model of laminating machine, based on the study of times per sampling, locating the machining area as a focus of attention for analysis. On the other hand, the possible solutions will be mentioned: the main objective is to increase the level of service, being specific in the planning (using concepts of aggregate planning, planning of requirement of materials or MRP and master plan of Production or PMP), both of raw material and of parts elaborated by the same company.
Trabajo de Suficiencia Profesional
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Wendin, Ingrid, and Per Bark. "Data at your service! : A case study of utilizing in-service data to support the B2B sales process at a large information and communications technology company." Thesis, Linköpings universitet, Industriell ekonomi, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-176403.
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The digitalization of our society and the creation of data intense industries are transforming how industrial sales can be made. Large volumes of data are generated when businesses and people use digital products and services which are available in the modern world. Some of this data describes the digital products and services when they are in use, i.e., it is in-service data. Furthermore, data has during the last decade been seen as an asset which can improve decision-making and has made sales activities become increasingly customer specific. The purpose of this study was to explore how knowledge from in-service data can serve B2B selling. To realize this purpose the following three research questions were answered by conducting a single case study of a large company in the information and communications technology (ICT) industry. (RQ1) How does a company in a data intense industry use knowledge from in-service data in the B2B sales process? (RQ2) What opportunities does knowledge from in-service data create in the B2B sales process? (RQ3) What challenges hinder a company from using knowledge from in-service data in the B2B sales process? RQ1: This study has concluded that, in the context of a data intense industry, throughout the steps in the B2B sales process, knowledge from in-service data is actively used by the sales team, however, to varying degrees. In-service data is used in six categories of sales activities: (1) to understand the customer in terms of their technical and strategical needs, which enables lead generation and cross-selling, (2) to make information from in-service data available through data collection, storage, and analyses, (3) to nurture the relationship between buyer and seller by creating understanding, trust and satisfactory offers to the customer, (4) to present solutions with convincing arguments, (5) to solve problems and satisfy the customer’s needs, and (6) to provide post-sale value-adding services. Moreover, three general resources which are used in the activities were identified: An audit report which presents the information of the data, a plan which presents strategic expansions of the solution, and simulations of the solution. Furthermore, four general actors who are performing the activities were identified: the Key Account Manager (KAM) who is responsible for conducting the sales interactions with the customer, the sales team, and the presales team who both support the KAM, and the customer. In addition to the general resources and actors, companies may use step-specific resources and actors. RQ2: Four categories of opportunities were identified: knowledge from in-service data (1) assists KAMs in discovering customer needs, (2) guides the KAM in creating better customer specific solutions, (3) helps the KAM move the sale faster through the sales process, and (4) assists the company in becoming a true partner who provides strategic services, rather than acting as a supplier. RQ3: Finally, four categories of challenges were identified: (1) organizational, (2) technological, (3) cultural, and (4) legal & security. Out of these, obtaining access to the data was identified as the greatest challenge to use in-service data. The opportunities and the challenge to access data are deemed to be general for companies in data intense industries, while the other challenges are depending on the structure, size, and culture of the individual company. The findings of this study contribute to a general understanding of how companies in data intense industries may use knowledge from in-service data, what opportunities this data create for their B2B sales process, and which challenges they face when they pursue activities which use the knowledge from in-service data. To conclude, in-service data serves B2B selling especially as a source of customer knowledge. It is used by salespeople to understand the customer in terms of its technical and strategical needs and salespeople use this knowledge to conduct various customer-oriented sales activities. In-service data creates several opportunities in B2B sales. However, several challenges must be overcome to seize the opportunities. Especially the question of data access.
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Nyström, Emelie, and MADELEINE BERN. "Sales and Operations Planning : Major obstacles faced by complex manufacturing organizations in operationalizing a standard level process." Thesis, KTH, Industriell Management, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-159290.
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Litteraturen om Sälj- & verksamhetsplanering (S&OP) är generellt sett samstämmig kring slutsatsen att en sådan process är överlägsen traditionell planering, där varje funktion planerar sin egen verksamhet. Men även om konceptet och möjliga fördelar är lätta att förstå, så har det visat sig svårt för många företag att operationalisera processen i verkligheten. Syftet med denna studie var därför att undersöka vilka stora hinder ett komplext tillverkande företag ställs inför vid operationaliserandet av en Sälj- & verksamhetsplaneringsprocess. För att fylla detta syfte så genomfördes en djup fallstudie på ett företag med ambitionen att operationalisera en standardprocess. Vidare gjordes en syntes av idag existerande mognadsramverk för processen, för att identifiera det mest passande ramverket för att diagnostisera en organisation och dess mognadsnivå. Genom att syntetisera litteraturen identifierades ramverket framtaget av Grimson och Pyke (2007) som det mest passande ramverket för att diagnostisera en organisation i den specifika kontexten. Vidare identifierades tre problemområden som i störst utsträckning hindrar operationaliserandet av en standardprocess: organisationens komplexitet, produktportföljskomplexitet samt IT-stöd. Denna studie bidrar till både utövare och forskare med vägledning för att framgångsrikt diagnostisera en organisations mognadsnivå inom processen, genom att identifiera och belysa de största hindren en komplex tillverkande organisation möter. För forskare påvisar detta att djupare forskning behövs inom vart och ett av dessa problemområden, och för företag och organisationer belyser denna studie vart resurser ska fokuseras för att möjliggöra ett framgångsrikt operationaliserande av en Sälj- & Verksamhetsplaneringsprocess.In general, literature is unanimous in concluding that Sales & Operations Planning (S&OP) is superior to traditional decoupled planning. But even though the concept and potential benefits of S&OP is easy to comprehend, the process has proven to be difficult for organizations to operationalize in reality. Thus, the objective of this research was to investigate what major obstacles complex manufacturing organizations face while striving to operationalize a standard level Sales & Operations Planning process. In order to fill the research objective, empirical research in an in-depth case study format at a company that have the ambition to operationalize a standard level process was performed. More, a framework synthesis was carried out to identify the most suitable maturity framework for diagnosing organization’s S&OP maturity level. Through the S&OP Maturity Model Synthesis the framework by Grimson & Pyke (2007) is found the most appropriate for diagnosing a company within the specific context. Further, the major obstacles for complex manufacturing organizations identified are: Organizational complexity, product portfolio complexity and IT system support. This study firstly contributes to practitioners and researchers with guidance for organizational diagnosis. Secondly, by investigating and highlighting the major obstacles that complex manufacturing organizations encounter when seeking to evolve in a S&OP process. For researchers this indicates further research within each of these areas, and for practitioners the result signals where to focus time and resources in order to enable S&OP maturity progress.
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Povolná, Blanka. "Analýza podnikových procesů a jejich optimalizace za použití CRM systému." Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-15891.
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Diploma thesis deal with analysis of choice aspects of CRM system implementation in the company. There is demonstrated difference of order process workflow between and after implementation of CRM system. Profitability of contract is identified by statutive margin of profit.
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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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Köhler, Florian. "Reps or agents or both: Managers' rationale behind how to organize the sales function : About the rationale of decision-makers in manufacturing companies of the Swedish prefabricated wooden house industry behind the organization of sales forces." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Företagsekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-30273.
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Problem - Decision makers shape the structure of the sales function, but it is unclear how they go about it and why. The rationale for making certain decisions need to be analyzed in order to understand why different decision makers apply different sales strategies. Topic - The Swedish prefabricated wooden house industry consists of many actors with no clear market leader. The sales force seems to mainly consists of external sales agents (manufacturers' representatives, also called reps), though some manufacturers also employ direct sales agents at the manufacturing company. Prefabricated wooden houses corresponded to 86% of all building permits requested during 2015. Purpose - This thesis aims to explore decision-makers' rationale behind the organization of manufacturers' sales forces in the Swedish prefabricated wooden house industry. Method - Semi-structures interviews with decision makers at manufacturing companies in the Swedish prefabricated wooden house industry have been conducted in order to fulfill the purpose of this study. The empirical findings are then analyzed based on theory that has been collected through partly inductive, partly deductive approaches. Main results - Decision makers use different arguments to justify their strategies. Many different rationale applied translates into no clear pattern besides the one that there seems to be no clear pattern. Arguments for a rationale decision are given without analytical proof for an assumption. Some interviewees are in essence for an integrated sales force, though might also work with reps.
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Glavas, Amina, and Fares Abugharbia. "Sales and Operations Planning : A study into managing the silo culture in an ETO manufacturing." Thesis, Blekinge Tekniska Högskola, Institutionen för industriell ekonomi, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:bth-21858.
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Background: Over the past years, companies have competed in a globalized and dynamic environment which has forced them to implement various incentives in order to gain cost advantages. Companies have tried to implement Sales and Operations Planning (S&OP) but many have not managed to get the expected results. Coordinating sales and operations remains a crucial challenge because of the multiple differences and conflicts in objectives and responsibilities, referred to as having a silo culture. As many companies have encountered this barrier in conjunction with an S&OP implementation, investigating the S&OP process in a company with functional silos and a complex planning process remains. Objectives: The objective with this study is to provide a deeper understanding of how to manage the silo culture challenge, in order to achieve a higher S&OP maturity level in a manufacturing with a complex planning process. Methods: The objective with this study was fulfilled through an in-depth empirical case study research in an Engineering-to-order (ETO) company. Data was collected through semi-structured interviews with employees working in the departments involved in the S&OP process, along with a survey that was used to identify the organizational culture. Moreover, a framework synthesis was carried out in order to identify the most suitable S&OP maturity model for assessing the maturity level. Results: The results revealed that no written rules or policies govern the organizational activities, but an organization chart and some job descriptions exists. The total work is divided, resulting in a functional organizational design. The results showed that the departments facing supply and demand, have different objectives due to their functional specialization and that no common goals exist between the departments. The results also showed that the prevailing organizational culture appeared as different among the departments. The S&OP diagnosis reveled that the S&OP maturity level was low on most of the dimensions except from the IT dimension. Moreover, it revealed the lack of a shared understanding of the S&OP process among the different departments. Conclusions: The main findings for managing the silo culture in order to reach a higher S&OP maturity level was to: (1) possess a organizational design that facilitates cross-functional alignments, (2) focus on people by ensuring that the S&OP process is fully understood, (3) define clear job roles and job descriptions, (4) state goals for each department and incorporate common goals along with metrics for all departments, (5) incorporate a strong organizational culture with shared values and beliefs and (6) have a clear decision making process along with moving towards a decentralization in some areas.Bakgrund: Under de senaste åren har företag konkurrerat i en globaliserad och dynamisk miljö, vilket skapat incitament för att erhålla kostnadsfördelar. Flertalet företag har försökt implementera Sälj- och Verksamhetsplanering (SVP) men få har lyckats erhålla de förväntade resultaten. Koordineringen av försäljning och verksamhet återstår vara en avgörande utmaning på grund av flertalet skillnader och konflikter i mål och ansvarsområden, även kallat för silo kultur. Eftersom många företag stött på detta hinder i samband med en SVP implementering, återstår det att undersöka SVP-processen i ett företag med funktionella områden (avdelningar) och en komplex planeringsprocess. Syfte: Syftet med denna studie är att ge en djupare förståelse för hur man hanterar silo kultur utmaningen, för att uppnå en högre SVP-mognadsnivå i en tillverkande industri med en komplex planeringsprocess. Metod: För att uppnå syftet med studien genomförde författarna en djup empirisk fallstudie i ett kundorderstyrt företag. Data samlades in genom semi-strukturerade intervjuer med anställda som tillhör de avdelningar som är involverade i SVP-processen, och genom en enkät som användes för att identifiera organisationskulturen. Dessutom genomfördes en syntes av befintliga SVP-ramverk för att identifiera den mest lämpliga SVP-mognadsmodellen för att bedöma mognadsnivån. Resultat: Resultaten visade på att inga skriftliga regler eller riktlinjer reglerar organisationsaktiviteterna, men att ett organisationsschema och ett fåtal arbetsbeskrivningar existerar. Det totala arbetet är uppdelat mellan olika avdelningar, vilket resulterar i en funktionell organisationsdesign. Resultaten avslöjade även att de avdelningar som står inför utbud och efterfrågan har olika mål på grund av sin funktionella specialisering och att det inte finns några gemensamma mål mellan avdelningarna. Dessutom visade resultaten att den nuvarande organisationskulturen uppfattas som annorlunda mellan avdelningarna. SVP-diagnosen avslöjade att SVP-mognadsnivån var låg på de flesta dimensioner förutom IT-dimensionen. Vidare avslöjar resultatet bristen på en gemensam förståelse för SVP-processen mellan de olika avdelningarna. Slutsatser: Huvudresultaten för att hantera silo kulturen för att uppnå en högre SVP-mognadsnivå var att: (1) ha en organisationsdesign som främjar tvärfunktionella anpassningar, (2) fokusera på människorna genom att säkerställa att SVP-processen är fullt förstådd, (3) definiera tydliga arbetsroller och arbetsbeskrivningar, (4) ange mål för varje avdelning och inför gemensamma mål tillsammans med gemensamma mätvärden för alla avdelningar, (5) inför en stark organisationskultur som präglas av gemensamma värderingar och övertygelser och (6) erhåll en tydlig beslutsprocess tillsammans med att gå mot en decentralisering inom vissa områden.
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Nordström, Kjell A. "The internationalization process of the firm : searching for new patterns and explanations." Doctoral thesis, Handelshögskolan i Stockholm, Institute of International Business (IIB), 1991. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-1651.
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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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Bacalhau, Silvia Sofia Pinheiro. "Fatores de sucesso e insucesso na venda: análise da gestão de vendas de uma empresa do setor do lazer." Master's thesis, Escola Superior de Ciências Empresariais, 2013. http://hdl.handle.net/10400.26/5122.
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Dissertação de Mestrado em Ciências Empresariais Ramo de Gestão de Pequenas e Médias EmpresasA ambição do presente projeto é compreender quais os fatores que contribuem e/ou determinam o sucesso ou insucesso numa venda, especificamente no setor do lazer. Partindo desta premissa, foi efetuado um estudo de caso à gestão de vendas de uma empresa líder numa das áreas do sector. Através das informações apreendidas nas entrevistas exploratórias, questionário e na análise da performance da força de vendas, foi possível definir áreas de hipótese relativas aos fatores de sucesso e insucesso numa venda. Para compreender a relevância e significância destas áreas de hipótese, foi analisado o processo de venda da empresa e a técnica de venda usada pela força de vendas. Foi ainda analisado o estudo de mercado realizado aos clientes e prospetos da empresa. Compreender as constantes evoluções da natureza da relação cliente-comercial, representa a validação do pressuposto transformacional e de mutação comportamental do consumidor atual. Como tal, compete à gestão comercial repensar e redefinir estratégias que permitam o sucesso do negócio e a perenidade da empresa. A análise efetuada ao estudo de caso permitiu identificar algumas falhas, deficiências e áreas que potencialmente poderão ser desenvolvidas nos campos de atuação da empresa. Nesta base, foram detetadas oportunidades, identificadas propostas e sugeridas ações a desenvolver nesses âmbitos.
The ambition of this project is to understand which factors contribute and / or determine the success or failure of a sale, specifically in the leisure sector. Starting from this state, a case study was conducted to the sales management of a leading company in one of the sector’s areas. Through the information acknowledged in the exploratory interviews, questionnaire and analysis of the sales force performance, it was possible to define areas of hypothesis concerning the factors of success and failure in a sale. To understand the relevance and significance of these hypothesis areas, the process of selling used by the company and the selling technique used by the sales force were analyzed. It was also analyzed the market survey focussed in the customers and prospects of the company. Understanding the nature of the constant evolution of salesperson-client relationship is the validation of the assumption of the transformation and the changing of the consumer behaviour nowadays. It is a task for the sales management to rethink and redefine strategies for business success and sustainability of the company. This analysis allowed identifying some flaws, weaknesses and areas that could potentially be developed by the company. On this basis, we detected opportunities, identified proposals and suggested plans to develop in those areas.
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Green, Yvette Nicole Julia. "An Exploatory Investigation of the Sales Forecasting Process in the Casual Theme and Family Dining Segments of Commercial Restaurant Corporations." Diss., Virginia Tech, 2001. http://hdl.handle.net/10919/26139.
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Sales forecasting is an essential tool for the planning function of corporate restaurant management. Accurate sales forecasts allow functional areas, such as marketing, advertising, human resources, and finance, to effectively develop programs to advance the company. Examples of these programs include budgets, promotion and advertising campaigns, training programs, and capital equipment proposals. Research in restaurant sales forecasting will aid restaurant corporations in properly allocating resources for more efficient utilization.
Utilizing a descriptive sales forecasting benchmarking model developed by Mentzer et al. (1996; 1999), and adapting the model into the restaurant industry, the research sought to determine the relationship that the dimensions of the sales forecasting benchmarking model (functional integration, approach, systems, and performance measurement) had with level of accuracy of the sales forecast and level of managers'; satisfaction with the sales forecasting process. The adapted model addressed two research questions. The first question was what is the relationship of the four dimensions of the sales forecasting benchmarking process (Mentzer et al., 1996; 1999) with the level of accuracy of the sales forecast in the commercial restaurant setting? The second question was what is the relationship of the four dimensions of the sales forecasting benchmarking process (Mentzer et al., 1996; 1999) with the level of managers' satisfaction with their sales forecasting process in the commercial restaurant setting?
A qualitative research methodology combining McCracken's (1988) 4-step method of inquiry and Strauss & Corbin's (1990) grounded theory research methodology allowed investigation of this phenomena. Two propositions guided the research and a scheme was developed that allowed for analyzing the company participants based on the constructs of functional integration, approach, systems, and performance measurement, level of accuracy of the sales forecast and level of managers' satisfaction with the sales forecasting process.
The analysis revealed that there was a relationship between the dimensions of the sales forecasting benchmarking model and the level of managers' satisfaction with the sales forecasting process. The analysis also revealed that the constructs of performance measurement and level of accuracy of the sales forecast might actually be one construct. Another dimension emerged, training, and scenarios were developed to relate training to the original dimensions. Recommendations were developed based on the research findings and hypotheses were developed based on the propositions. The findings suggest that there is a positive correlation between the dimension of the sales forecasting benchmarking model and the level of managers' satisfaction with the sales forecasting process. That is to say the more evolved a company may be in a dimension, the higher the level of managers' satisfaction with the sales forecasting process.Ph. D.
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Ylitalo, Frida. "Development of digital sales processes with help of the See-Think-Do-Care model." Thesis, Umeå universitet, Institutionen för tillämpad fysik och elektronik, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-185555.
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Digital commerce is a natural part of our everyday life. To fast and easily be able to make purchases from our home without stress has become a matter of course for us. But the new way to make purchases places new demands on the sales, not least at the important customer meeting. The interaction between customer and seller disappears completely and known marketing methods must be adapted to the new conditions. How does the customer journey change when the step from discovering a product to buying it is just a few clicks away? The study aims to investigate and develop a digital sales process for a mobile game aimed for children. The process is based on the marketing framework See-Think-Do-Care and tries to answer questions like which components are needed in a sales flow? How can a product be adapted to different types of users and can UX design be used to get interested customers to buy the product? The method is divided into two different sections. One section for evaluating the chosen marketing framework and another for the development of the sales process. The development of the sales process was made stepwise by prototypes in different degrees of fidelity. The first part of the result ended up in the implementation of the marketing framework, a developed customer journey, and a compilation of ten guidelines to adhere to for increasing the conversion of new customers. The sales flow was then developed step by step from only showing the routing to be a clickable solution similar to the intended end product. The di↵erent prototypes were evaluated by user testing and it was shown that the largest problem was not to make users understand the sales flow, it was to make them understand the actual product. The hope is that the result of the study will be able to be tested in production and be used in the real sales of the product.
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Noroozi, Sayeh. "Sales and operations planning based on a modularized view of supply chains : Supporting process industries and discrete manufacturing industries." Doctoral thesis, Linköpings universitet, Produktionsekonomi, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-133243.
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The purpose of this dissertation is to propose a framework for sales and operations planning (S&OP), which is based on a modularized view of supply chains. The framework should support both process industries and discrete manufacturing industries in their quest for performance. S&OP has been highlighted in this framework due to its essential role in integrating different functions within a company and integrating a company with its supply chain partners (referred to as horizontal integration), and linking different planning levels in a company (referred to as vertical integration). As an integrator, S&ÖP influences companies’ performance. Originally, S&OP was developed as a generic process but still in line with the requirements of discrete manufacturing industries. The specific requirements of process industries have not been emphasized in this process to the same extent. In order to suggest a modularized S&OP framework for both process industries and discrete manufacturing industries, a systematic literature review is performed to understand the specific characteristics of S&OP in process industries. As a result, the importance of continuity/discontinuity of materials and its influence on the required production processes are highlighted. This indicates that the production process in process industries is actually a hybrid of continuous production and discrete production, whereas the discrete manufacturing industries often only deploy discrete production. Continuous production has specific characteristics that would be beneficial to include in the S&OP process; nonetheless, this is in contrast to the view in the literature that considers S&OP a generic process. Generic here means that S&OP is independent of the context in terms of, for example, the industry in which it is implemented. This issue is investigated in this dissertation by identifying the requirements, which can be considered in the S&OP of process industries as add-ons to the generic S&OP. In addition to this, two other concepts addressing the properties of the production process are identified as important in planning and control, including S&OP. One addresses the level of repetitivity of the production process in response to the market demand, and the other concerns the trigger of the production flow. The three concepts are related to three different types of decoupling points and are the basis for a typology developed herein that provides a modularized view of supply chains. The application of the typology to S&OP leads to a modularized S&OP framework applicable to both process industries and discrete manufacturing industries. The modularized view of supply chains has been long emphasized as an effective and efficient way to support companies’ performance and their competitive position. The typology and the S&OP framework are developed through conceptual research methods. To study how the modularized S&ÖP framework is related to companies’ performance measures, different performance measures (including sustainable performance measures) at the S&OP level are extracted from the literature. The performance measures are then classified according to the typology, and linked to strategic performance attributes. Aligning performance measures at S&OP levels and strategic performance attributes would help in enhancing companies’ performance. Sustainable performance measures are included in this classification to provide additional support for companies’ performance. Finally, this approach in classification of performance measures is studied in four case companies, and the empirical performance measures are linked to the companies’ strategic performance attributes and competitive strategies. The results of this empirical study have, to some extent, verified the results from the classification of performance measures based on the literature. This dissertation contributes to the development of knowledge in S&OP. First, it identifies three key concepts in planning and control of manufacturing companies. Second, it investigates how S&OP should be tailored to the specific characteristics of companies and their supply chains. The modularized S&OP framework developed in this dissertation is based on the three identified concepts. This framework provides a foundation for fulfilling the supply chains needs by suggesting decision-making processes, planning techniques, and performance measures for different modules. More specifically, this work investigates how S&OP should be designed and implemented in process industries, which has not been extensively studied before. Third, this dissertation shows how S&OP level performance measures can be selected in line with the specific characteristics of supply chains. Finally, by integrating the sustainable performance measures in the S&OP process, this dissertation expands the scope of S&OP and its potential in supporting companies’ performance.
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Charvátová, Veronika. "Význam koučinku v přímém prodeji na příkladu společnosti Southwestern." Master's thesis, Vysoká škola ekonomická v Praze, 2012. http://www.nusl.cz/ntk/nusl-142198.
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The main objective of this thesis is to explore the dependence between coaching and sales results of sales people during the Southwestern Company internship. In the theoretical part, I describe the concept of coaching and its history, on the basis of available literature and internet sources. Further, I devote to coaching models and tools that coaches use for improving the performance of coached people. At the end of the theoretical part, I define the specifics of direct sales and I depict the importance of direct sales nowadays. The practical part is devoted to the Southwestern Company, which uses direct sales to distribute educational products. I introduce the history of the company, its product portfolio and summer Southwestern Advantage Internship for university students. The centre of this thesis is the research, which I did during the summer 2012, when I applied coaching in communication with the sales people I worked with. The conclusion of this thesis is the link between theory and experience and also the following recommendations to apply coaching to increase the volume of production of the Southwestern sales people.
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Nordström, Maria. "Processjämförelse : säljprocessen inom ett internationellt företag." Thesis, Högskolan på Gotland, Institutionen för humaniora och samhällsvetenskap, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:hgo:diva-1117.
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Sales is the foundation for all commercial business and companies that have the best sales process in conjunction with efficient deliveries will do well in the long run. The author of this report was tasked by the Organisation in South Africa to study new/alternative ways of attracting Swedish companies to South Africa and sell the services of the Organisation to these same companies (defined as the sales process in this report) by analysing how similar international service companies do the same. A benchmarking process has been conducted with four similar service organizations in South Africa to examine how these companies work in comparison to the Organization. Surveys have been used for purposes of this study, as the methodology is well suited to provide the author a view on the opinions, perceptions and experiences of the respondents. The project aimed to develop new methods to attract Swedish companies to South Africa or improve and streamline the existing methods. The aim was also to develop new ways to sell the organization's services to Swedish companies. The study concludes that there is little focus on marketing of services within the Organisation. Focus seems to lie more on general customer calls. In addition there is often a lack of clarity regarding customer requirements and needs reducing the ability of the Organisation to match companies with specific opportunities on the South African market. Furthermore, the segmentation can be improved. This report concludes with a number of practical recommendations, which should be implemented immediately in order to improve the sales process short term. The Organisation is, among other things, recommended to improve marketing of opportunities to Swedish companies in order to reach a point where the Organisation has a long term focus to increase the number of potential customers that contacts the Organisation by their own initiative. The author of this report does however, recommend that the Organisation start a long-term process of restructuring marketing within the Organisation. Furthermore, segmentation should be reconsidered to ensure that the Organisation can identify opportunities and relay these to the right type of existing customers, alternatively to new customers.Försäljning utgör grunden i alla kommersiella företag och det företag som på bästa sätt sköter sin försäljning tillsammans med leveransen av varan eller tjänsten kommer att vinna i längden. Författaren har fått i uppdrag av Organisationen i Sydafrika att undersöka nya/alternativa sätt för att attrahera svenska företag till Sydafrika och sälja Organisationens tjänster till dessa företag (definierat som säljprocessen i denna undersökning) genom att analysera hur liknande internationella tjänsteföretag i Sydafrika gör. En processjämförelse har därför genomförts med fyra liknande tjänsteföretag i Sydafrika för att undersöka hur dessa företag arbetar i jämförelse med Organisationen. I denna undersökning har metoden surveyundersökning använts. Intervjuer lämpade sig bra då författaren får en insikt i respondentens åsikter, uppfattningar och erfarenheter. Syftet med projektet var att utveckla nya metoder för att attrahera svenska företag till Sydafrika alternativt förbättra och effektivisera den existerande metoder. Syftet var även att utveckla nya sätt att sälja Organisationens tjänster till de svenska företagen. Undersökningen konstaterade att organisationen arbetar väldigt lite med marknadsföring av sina tjänster och förlitar sig mer på generella kundsamtal. Det är dessutom ofta oklart vad det är kunderna efterfrågar vilket innebär att Organisationen har begränsad kapacitet att matcha företag med specifika möjligheter på den Sydafrikanska marknaden. Vidare kan segmenteringen inom Organisationen förbättras. Denna rapport avslutas med ett antal praktiska rekommendationer som bör implementeras med omedelbar verkan för att på kort sikt förbättra säljprocessen. Organisationen rekommenderas bl.a. att förbättra arbetet med att marknadsföra affärsmöjligheter till de svenska företagen för att komma till ett läge där Organisationen försöker arbeta långsiktigt och öka antalet potentiella kunder som själva kontaktar organisationen. Författaren rekommenderar dock att Organisationen påbörjar ett arbete med att på längre sikt omstrukturera marknadsföringen inom Organisationen. Vidare bör man även se över segmenteringen för att försäkra sig om att Organisationen kan identifiera möjligheter och förmedla dessa till rätt typ av existerande kunder, alternativt till nya kunder.
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Fainas, Paulius. "Gyvybės draudimo ir ilgalaikio investavimo produktų pardavimo proceso tobulinimas UAB „Finsaltas“." Bachelor's thesis, Lithuanian Academic Libraries Network (LABT), 2009. http://vddb.library.lt/obj/LT-eLABa-0001:E.02~2009~D_20090617_095936-22018.
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Darbo tema Gyvybės draudimo ir ilgalaikio investavimo produktų pardavimo proceso tobulinimas UAB „Finsaltas“; Darbo tikslas Išanalizuoti, įvertinti ir pateikti rekomendacijas kaip pagerinti gyvybės draudimo ir ilgalaikio investavimo produktų pardavimo procesą; Darbo uždaviniai • Išanalizuoti esamą UAB „Finsaltas“ pardavimo procesą; • Identifikuoti pardavimo proceso tobulintinas sritis, naudojant kokybinio tyrimo metodą. • Parengti pasiūlymus pardavimo proceso tobulinimui; Tyrimo metodai • Giluminis interviu; Darbo rezultatai Darbo metu buvo pasiūlyti vadybiniai sprendimai, padėsiantys: 1. pagerinti pardavimo procesą; 2. palengvinti naujų konsultantų įvedimo į darbą procesą; 3. užtikrinti kryptingą konsultantų kvalifikacijos kėlimą; 4. sumažinti nutraukiamų sutarčių skaičių (t.y. pagerinti pardavimų ir aptarnavimo kokybę); 5. rezultate – padidinti pardavimus.Work title Improvement of Life Insurance and Long Term Investment Products Sales' Process at UAB „Finsaltas“; Work goal To analyze, evaluate and provide recommendations for improvement of the sales process of life insurance and long term investment products at a life insurance agency; Work tasks • To analyze sales process at UAB „Finsaltas“; • Using qualitative research identify sales process areas which require improvement,. • Give recommendations for sales process improvement; Methods of analysis • Depth interview Work outcomes There were recommended management solutions leading to: 1. Sales process improvement; 2. Facilitation of the process of introducing new agents to work; 3. Ensuring coherent process of agents’ qualification improvement; 4. Decrease of the number of lapsed policies (i.e. to improve sales and service quality); 5. As a result – to increase sales volume.
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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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Zatloukalová, Klára. "Analýza procesů firmy za účelem výběru nového pokladního systému." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2018. http://www.nusl.cz/ntk/nusl-378377.
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This thesis deals with process analysis selected by the company to build criteria to select a new cashier system and technical means needed for that. First part is focused on theoretical knowledge from the field of information systems, legislation of retail, process and analytical tools to understand the whole topic. In the following section there is a current state of the company being discussed, when besides basic informations there are also analyzes of internal and external influences performed, which company identify better. This section also defines processes to which the cash register is linked and on which basis the criteria for choosing it are set. Finally the suitable candidates for system suppliers and technical equipment are presented. It includes recommendations and economic evaluation that is an integral part of the supplier selection criteria.
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Ramos, Mariana da Fonseca. "A influência da WEB 2.0 no processo de venda : caso de estudo na indústria farmacêutica." Master's thesis, Instituto Superior de Economia e Gestão, 2018. http://hdl.handle.net/10400.5/17057.
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Mestrado em MarketingO processo de venda da indústria farmacêutica sofreu algumas mudanças ao longo dos últimos anos. Contudo, a utilização de novas tecnologias baseadas na web 2.0 tem sido morosa ou inexistente devido à restrição legal existente no sector. Neste sentido, a presente dissertação pretende perceber qual a influência da web 2.0 no processo de venda. A grande maioria dos processos de venda existentes baseiam-se num modelo que compreende sete etapas: prospeção, pré-abordagem, abordagem, apresentação, superação de objeções, fecho e follow-up. Por forma a responder a este problema de investigação efetuou-se a caracterização do processo de venda na indústria farmacêutica explorando quais as fases do processo de venda e como estas fases foram afetadas pela web 2.0. O estudo seguiu uma pesquisa exploratória, desenvolvida através de método qualitativo. A recolha de dados foi feita através de um inquérito por meio de entrevista semiestruturada aplicado a uma amostra não probabilística e intencional. Relativamente à análise de resultados concluiu-se que o processo de venda da indústria farmacêutica segue as "7 etapas de vendas"; existem alterações marcadas no processo de venda, principalmente ao nível do relacionamento e da forma de comunicação; algumas etapas do processo de venda, nomeadamente a fase de prospeção, apresentação, superação de objeções e follow-up foram afetadas pelo aparecimento da web 2.0; o departamento de marketing tem um papel crucial no processo de venda; e, atualmente, apesar da importância atribuída à web 2.0, esta ainda não tem um papel pertinente no processo de venda da Indústria Farmacêutica.
The selling process in the pharmaceutical industry has undergone some changes over the last few years. However, the use of web 2.0 technologies has been slow or inexistent due to legal constraints in the sector. In this sense, the present dissertation intends to understand the influence of the web 2.0 in the selling process. The vast majority of existing sales processes are based on a model comprising seven steps: prospecting, pre-approach, approach, presentation, objection overrun, closure, and follow-up. In order to respond to this research problem, the sales process was characterized, exploring its phases and how these phases were affected by web 2.0. The study followed an exploratory research, developed through a qualitative method. The data collection was done through a semi-structured interview survey applied to a non-probabilistic and intentional sample. It was concluded that the sales process of the pharmaceutical industry follows the "7 sales stages"; there are marked changes in the sales process, mainly at the level of the relationship and communication; some stages of the sales process, namely the prospecting, presentation, objection and follow-up phases were affected by the appearance of web 2.0; the marketing department plays a crucial role in the sales process; and currently, despite the importance attributed to web 2.0, it still does not have a relevant role in the selling process of the Pharmaceutical Industry.
info:eu-repo/semantics/publishedVersion
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Labašta, Petr. "Analýza a optimalizace vybraných podnikových procesů ve společnosti Gorenje spol. s r.o." Master's thesis, Vysoká škola ekonomická v Praze, 2012. http://www.nusl.cz/ntk/nusl-142234.
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Work theoretically and practically deals with process management - the process analysis and optimization of business processes in the company. The theoretical part describes the process control and its features and benefits, describes the term of process and the types of processes. The theoretical part also describes the theoretical basis of process analysis. At the end of the theoretical part is the explanation of the concept of business process optimization. In the practical part at first author presents company, which then performs a SWOT analysis of the company. Furthermore, in the practical part is a process analysis of selected business processes in EPC notation. After the analysis, followed by optimization - improve the business processes. The last point of this work is the evaluation of work and conclusion.