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SESKAUSKIS, ZYGIMANTAS, i ROKAS NARKEVICIUS. "Sales forecasting management". Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-10685.
Pełny tekst źródłaTarar, Shahid Iqbal. "Web based sales management system". Thesis, Mälardalen University, School of Innovation, Design and Engineering, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-10368.
Pełny tekst źródłaParamount Salt Handicraft A wholesale Himalayan salt company was previously doing business in traditional way and was limited only to the local market. However from the start day management was planning to expand the business to more locations and to attract more customers. So to expand the business and to attract the international customers and customers from other cities of Sweden it was necessary to make it available over the internet so that customers can easily get knowledge about the company’s products and purchase them. So the need of an online web shop was realized to bring the company’s plan into reality. The online shop will be act as a medium of interaction between the customers and the company and it will enable the customers to buy products online and make payments electronically and after that the products will delivered to them. Throughout the process the customers can easily track the overall status of their orders.
Sandau, A. (Alexander). "Influence of change in sales networks on a firm’s sales strategy". Master's thesis, University of Oulu, 2014. http://urn.fi/URN:NBN:fi:oulu-201401171034.
Pełny tekst źródłaMarvin, Heath (Heath Allen). "Dynamics of sales compensation systems for complex sales in the semiconductor industry". Thesis, Massachusetts Institute of Technology, 2016. http://hdl.handle.net/1721.1/106256.
Pełny tekst źródłaCataloged from PDF version of thesis.
Includes bibliographical references (pages 66-67).
The semiconductor industry has entered a new phase where growth is in line with the rest of the economy. This change from rapid growth to average growth is forcing changes in how business is done across the industry. One area that can be inspected is incentivization and compensation of companies' sales forces. While the state of the practice in the industry is to pay commissions on sales made, research indicates that the semiconductor sales process may be more effective without commissions. This thesis uses System Dynamics modeling and simulation techniques to analyze the differences that result from different types of incentive plans for salespeople in order to test the robustness of a non-commissioned model against the more traditional commissioned model. The results show which incentive approach is more robust in the new economy. The modeling of these different incentive approaches shows that a non-commissioned sales force is superior in every scenario. While a commissioned sales force can drive growth, the sales force is less effective when paid commissions so price advantage must be used as a lever to drive sales to the level that a non-commissioned sales force can achieve. In growth, recession, and stability, a non-commissioned sales force is shown to be more effective when selling a complex product in a complex industry.
by Heath Marvin.
S.M. in Engineering and Management
Suchanek, Mireille A. M. F. "Exploring the sales control function formal sales control practices that drive business excellence /". [Maastricht : Maastricht : Universiteit Maastricht] ; University Library, Maastricht University [Host], 1998. http://arno.unimaas.nl/show.cgi?fid=8541.
Pełny tekst źródłaChen, Yi Xin. "Customer concentration and sales smoothing". Thesis, University of Macau, 2018. http://umaclib3.umac.mo/record=b3959239.
Pełny tekst źródłaReddy, Ann-Marie. "The effect of the virtual sales person's customer centricity based on their sales manager's leadership style". Thesis, Capella University, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3682353.
Pełny tekst źródłaThe purpose of this study was to establish if a sales manager's leadership style could influence a salesperson's selling behavior to effectively align their selling approach in a buyer-seller exchange. Transformational and transactional leaders have the ability to affect the selling behavior of their salespeople. The research was nonexperimental quantitative study that used survey monkey to collect the data from Canadian mortgage brokers to determine if a transformational or transactional leadership style affected their selling or customer orientation. The significance of the study is that it may provide virtual managers with new insights on how to effectively support their salesperson's performance and assist in guiding their team's behavior so that salespeople can effectively align their sales approach within the buyer and seller exchange. The findings from the data collected suggested there was no relationship between a sales manager's leadership style and the salesperson's customer orientation.
Schreiber, Klaus. "After-Sales-Management : eine theoretische und empirische Untersuchung /". München : TCW, Transfer-Centrum, 2010. http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=018668300&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA.
Pełny tekst źródłaReis, 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.
Pełny tekst źródłaEsta 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
Almkvist, Larsson Michaela. "Streamlining Sales and Operational Planning through Knowledge Management". Thesis, KTH, Skolan för industriell teknik och management (ITM), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-279587.
Pełny tekst źródłaDagens konkurrenskraftiga marknad gör att det är viktigare än någonsin att ha en effektiv planering av försäljningskedjan. Sälj- och verksamhetsplanering är en av de mest tillämpade taktiska processerna för planering av försäljningskedjan. Trots sin breda användning och många år av utveckling så genererar inte processen de önskade resultaten då företag fortfarande upplever svårigheter i att synkronisera utbud och efterfrågan. Fortsättningsvis finns det korrelation mellan ett företags konkurrenskraft och kunskapsspridning samt hur kunskap sprids internt mellan funktioner. Därför genomfördes en fallstudie med syftet att undersöka hur kunskapshantering kan integreras i sälj- och verksamhetsplaneringen för att effektivisera processen. Studien presenterar ett ramverk baserat på tidigare forskning, om hur sälj- och verksamhetsplaneringen kan effektiviseras genom kunskapshantering. Ramverket belyser vikten av samspel mellan mål och information samt kontinuerlig dokumentation för effektivisering av processen. Vidare illustrerar studien kopplingar mellan stadierna att skapa, sprida och använda kunskap genom att tillämpa ramverket på det undersökta företaget. Studien identifierar ett forskningsgap där kombinationen av sälj- och verksamhetsplanering och kunskapshantering inte har undersökts fullständigt. Detta forskningsgap adresseras genom skapandet av ramverket. Det praktiska bidraget består av både systematiska, funktions-baserade och individ-baserade områden inom kunskapshantering som kan arbeta för att effektivisera processen.
Schreiber, Klaus. "After-Sales-Management eine theoretische und empirische Untersuchung". München TCW, Transfer-Centrum, 2009. http://d-nb.info/997754931/04.
Pełny tekst źródłaSchmidt, Adelia. "Measuring marketing productivity : linking marketing expenditure to sales". Thesis, Stellenbosch : Stellenbosch University, 2012. http://hdl.handle.net/10019.1/20056.
Pełny tekst źródłaENGLISH ABSTRACT: Over the past two decades company performance has become the mantra of corporate theory. It follows that marketers have recently become understandably preoccupied with measuring the performance of marketing activity. In fact, the pressure for financial accountability has led to widespread concern over the role of the marketing function within a company. Some go as far as contemplating the demise of marketing professionals unless marketers develop an understanding of the marketing-finance interface and are able to enter into a dialogue with top management regarding the value that marketing adds to the company. Modern financial theory prescribes that the primary financial objective of any company should be shareholder value maximisation. Value based management (VBM) involves the appropriate allocation of scarce resources using prioritisation and cost-benefit analyses of different strategies to ensure that managers remain focused on shareholder value creation. The VBM philosophy embraces four fundamental driving forces impacting on the creation of value, the first of which is the profitable growth of sales. Since marketers are the custodians of brand sales the recognition of sales as a value driver places marketing at the centre of the value culture. The role of the marketing function is to create customer value that will translate into marketing assets (brand equity) and by doing so serves to add value to a company. The brand value chain summarises the process through which marketers can create value by carefully investing in various marketing tactics (or expenditures). These expenditures are encapsulated by the marketing mix. Simply, the marketing mix can be described as the sum of all expenditures intended to build brand equity and can be classified into four components known as the 4Ps (product, price, place and promotion). Concern has been raised that marketers focus too much attention on the stages in the brand value chain where marketing strategy is formulated and too little attention on the latter stages where the strategy is linked back to the value created through the implementation thereof. Despite the plethora of marketing metrics available the key to measuring the impact of marketing activity lies in maintaining a balance between non-financial, efficiency metrics and financial effectiveness metrics. To this end, there is a need for the development of aggregate-level models that link marketing tactics (expenditures) to to financial impact (e.g. sales) in order to communicate the value created by marketing. As a first step toward the objective of developing such models, it is important to understand the nature of the relationship between marketing expenditures (in terms of the 4Ps) and sales). Therefore, the primary objective in this study was to establish whether there is a relationship between the expenditures of different marketing components (4Ps) and sales. To this end, the proposition formulated elucidated that the variance in sales of a product is attributable to fluctuations in marketing expenditures. A meta analysis study was undertaken and two South African fast moving consumer goods brands’ financial data were investigated for the period of July 2001 to the end of June 2005. The marketing expenditures incurred for each of the respective brands were dissected and allocated according to the 4Ps of marketing. The metohod applied to investigate the relationship between marketing expenditures and sales originated through the adoption of multiple regression analysis between the indepent variables (marketing expenditures) and the dependent variable (sales). However, due to the fact that the data were collected over time it was anticipated that the time-related characteristics in the data might have offended inherent assumptions on which multiple regression analysis is based. Therefore, a time series regression analysis was subsequently adopted to account for time-related characteristics such as trend or seasonality. Counteracting dummy variables were included in the regression analysis to better understand the effect of trend and seasonality. In the case of Brand A, it was necessary to include dummy variables to counteract the effect of trend in the regression analysis., the results revealed that there is a statistically significant relationship between the expenditures of different marketing components (4Ps) and sales. Only distribution expenditures and price (along with trend) explained unique variance in sales. In the case of Brand B, it was necessary to include dummy variables for both trend and seasonality before the model was suitable for analysis. Once again, the results revealed a statistically significant relationship between the expenditures of different marketing components (4Ps) and sales. However for Brand B, only production expenditures (along with trend and seasonality) explained unique variance in sales. Therefore, in conclusion of the results found there were important findings to note. Firstly, when investigating data colllected over time it is imperative to understand the impact of time-related characteristics in the data and subsequently adopt the appropriate model to investigate relationships in the data. Secondly, despite a statistically significant relationship detected between marketing expenditures and sales the different components of the 4Ps have varying prominence for different brands and the appropriate allocation of resource will depend on the nature of the product and the strategy in mind.
AFRIKAANSE OPSOMMING: Die prestasie van ’n maatskappy het oor die afgelope twee dekades die mantra van korporatiewe teorie geword. Dit volg dus dat bemarkers onlangs afgetrokke is met die meet van die prestasie van mark aktiwiteit. Die druk vir finansiële verantwoordbaarheid het in wye kommer oor die rol van die bemarkingsfunksie binne ’n maatskappy, uitgeloop. Daar word bespiegel oor die ondergang van professionele bemarkers tensy bemarkers ’n begrip van die bemarking-finansie skeidingsvlak ontwikkel en in staat is om ’n dialoog met topbestuur aan die gang te sit rakende die waarde wat bemarking tot ’n maatskappy voeg. Moderne finansiële teorie stel voor dat die primêre finansiële doelwit van enige maatskappy die verhoging van belanghebbende waarde moet wees. Waarde-gebaseerde bestuur (WGB) sluit die gepaste toewysing van skaars hulpbronne, deur die gebruik van vooropstelling en koste-voordeel analise van verskeie strategieë, in, om te verseker dat bestuurders op die belanghebbende waarde skepping gefokus bly. Die WGB filosofie omarm vier grondliggende dryfsmagte wat op die skep van waarde, waarvan eerstens die winsgewende groei van verkope is, ’n impak het. Aangesien bemarkers die bewaarders van die handelsnaam verkope is, plaas die erkenning van verkope as ’n waarde drywer, bemarking in die middelpunt van die waarde kultuur. Die rol van die bemarkingsfunksie is om kliënt waarde te skep wat omgesit sal word in bemarkingsbates (handelsmerk billikheid) en dien so om waarde tot ’n maatskappy by te dra. Die handelsmerk waarde ketting som die proses op waardeur bemarkers waarde kan skep deur versigtig in verskeie bemarkingstaktieke (of uitgawes) te belê. Hierdie uitgawes word saamgevat deur die bemarkingsmengsel. Die bemarkingsmengsel kan kortliks beskryf word as die som van alle uitgawes wat bedoel is om handelsmerk billikheid te bou en kan in vier komponente, wat as die 4Ps (produk, prys, plek en promosie) bekend staan, geklassifiseer word. Daar is reeds kommer uitgespreek dat bemarkers te veel aandag aan die stadiums in die handelsmerk waarde ketting bestee waar bemarkings strategie geformuleer word en te min aandag word aan die latere stadiums geskenk waar die strategie teruggeskakel word aan die waarde wat deur die implementering daarvan geskep word. Ten spyte van die menigte beskikbare bemarkings metrieke lê die sleutel tot die meet van die impak van bemarkingsaktiwiteite in die onderhou van ’n balans tussen nie-finansiële, doeltreffende metrieke en finansiële effektiwiteit metrieke. Daar is dus ’n behoefte aan die ontwikkeling van gemiddelde-vlak modelle wat bemarkings taktieke (uitgawes) aan finansiële impak (bv. verkope) skakel om sodoende die waarde wat deur bemarking geskep word, te kommunikeer. Dit is belangrik om, as ’n eerste treë na die doelwit om sulke modelle te ontwikkel, die aard van die verhouding tussen bemarkingsuitgawes (in terme van die 4Ps) en verkope te verstaan. Die hoofdoel in hierdie studie was dus om vas te stel of daar ’n verhouding tussen die uitgawes van verskillende bemarkingskomponente (4Ps) en verkope bestaan. Die voorstel wat geformuleer is, het verklaar dat die verskeidenheid in verkope ’n produk is wat toegeskryf kan word aan fluktuering in bemarkings uitgawes. ’n Meta analise studie is onderneem en twee Suid-Afrikaanse vinnig-bewegende gebruikers goedere handelsmerke se finansiële data vir die typerk van Julie 2001 tot einde van Junie 2005 is ondersoek. Die bemarkings uitgawes wat vir elk van die handelsmerke aangegaan is, is ontleed en toegeken volgens die 4Ps van bemarking. Die metode wat toegepas is om die verhouding tussen bemarkings uitgawes en verkope te ondersoek het ontstaan deur die aanneem van meervoudige agteruitgang analise tussen die onafhanklike veranderlikes (bemarkings uitgawes) en die afhanklike veranderlikes (verkope). Daar is egter verwag, as gevolg van die feit dat die data oor tyd versamel is, dat die tyd-verwante kenmerke in die data inherente aannames mag beledig het, waarop meervoudige agteruitgang analise gebaseer is. ’n Tydsreek agteruitgang analise is gevolglik aangeneem om verantwoordbaar te wees vir tydsverwante kenmerke soos neiging of seisoenaliteit. Teenwerkende fop veranderlikes is by die agteruitgang analise ingesluit om die effek van neiging of seisoenaliteit beter te verstaan. In die geval van Handelsmerk A, was dit nodig om fop veranderlikes in te sluit om die effek van neiging in die agteruitgang analise teen te werk. Die uitslae het gewys dat daar ’n statisties noemenswaardige verhouding tussen die uitgawes van verskillende bemarkingskomponente (4Ps) en verkope is. Slegs verspreiding uitgawes en prys (tesame met neiging) het unieke verskille in verkope verduidelik. In die geval van Handelsmerk B was dit nodig om die fop veranderlikes in te sluit vir beide neiging en seisoenaliteit voordat die model gepas was vir analise. Die uitslae het weereens gewys dat daar ’n duidende verhouding tussen die uitgawes van verskillende bemarkingskomponente (4Ps) en verkope is. Slegs produksie uitgawes (tesame met neiging en seisonaliteit) het egter unieke verskille in verkope vir Handelsmerk B verduidelik. Daar was dus, in gevolgtrekking tot die uitslae wat gevind is, belangrike bevindings om van kennis te neem. Dit is eerstens van uiterste belang om die impak van tyd-verwante kenmerke in die data te verstaan en om vervolgens die gepaste model aan te neem om verhoudings in die data te ondersoek. Tweedens, ten spyte van ’n statistiese noemenswaardige verhouding wat bespeur is tussen bemarkings uitgawes en verkope, het die verskeie komponente van die 4Ps verskillende vernaamheid vir verskillende handelsmerke en die gepaste toekenning van bronne sal afhang van die aard van die produk en die strategie wat beoog word.
Murtha, Brian Robert. "Zigzagging across the boundary examining the interplay of marketing activities within and between firms /". Diss., Atlanta, Ga. : Georgia Institute of Technology, 2008. http://hdl.handle.net/1853/24701.
Pełny tekst źródłaCommittee Co-Chair: Goutam Challagalla; Committee Co-Chair: Sundar Bharadwaj; Committee Member: Ajay Kohli; Committee Member: Alka Citrin; Committee Member: Koert van Ittersum
Thobani, Shaheen. "Improving e-Commerce sales using machine learning". Thesis, Massachusetts Institute of Technology, 2018. http://hdl.handle.net/1721.1/118511.
Pełny tekst źródłaCataloged from PDF version of thesis.
Includes bibliographical references (pages 68-70).
Trends show promising growth of the online e-Commerce industry. While the e-Commerce companies are aggressively moving towards digital sales and marketing, the customers are being bombarded with frequent and often irrelevant marketing communication from myriad sources. The thesis proposes understanding the digital purchase journeys of the customers from the lenses of both sellers and customers to make online sales and marketing efforts relevant and intelligent. The thesis applies the improved customer journey framework to identify the needs of the customers and goals of the seller at various stages of customer purchase journey. It discusses the need to take an integrated view of the purchase journey to improve the customer experience at the journey level. It illustrates with an example how to design end-to-end journeys - a starting point for consciously shaping the purchase journeys. Larger companies are using Machine Learning to improve marketing technologies and processes to create a competitive advantage and capture market share through digital presence. The thesis aims to understand and illustrate the applications of Machine Learning to digital sales and marketing ecosystem for the e- Commerce industry. It first understands the e-Commerce touchpoints using which customers interact with the brands and delves deeper into the underlying technologies powering these touchpoints. Then it illustrates and analyzes the application of Machine Learning to the e-Commerce website which includes search, recommendation system, and Product Detail Page with an aim to improve conversion, and to the advertising ecosystem which includes Data Management Platform and Demand Side Platform in order to enable prospecting and customer targeting. The thesis also illustrates and proposes the use of a framework called 'Machine Learning Canvas' to systematically apply Machine Learning to any system while keeping value proposition for the business in the center.
by Shaheen Thobani.
S.M. in Engineering and Management
Friend, Scott B. "Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure". Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/marketing_diss/16.
Pełny tekst źródłaLaxmidhar, Mohammad, i 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.
Pełny tekst źródłaThe 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.
Cyvoct, Alexandra, i 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.
Pełny tekst źródłaRouziès-Ségalla, Dominique. "The effects of a salespeson's utilities on optimal sales force compensation structures". Thesis, McGill University, 1992. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=39335.
Pełny tekst źródłaSmith, Brent A. "Relationship management in the sales organization : an examination of leadership style and cultural orientation in sales manager and salesperson dyads /". Philadelphia, Pa. : Drexel University, 2004. http://dspace.library.drexel.edu/handle/1860/274.
Pełny tekst źródłaVan, Zyl Jaco. "A deliverable sales strategy for Mercedes-Benz Claremont". Thesis, Stellenbosch : University of Stellenbosch, 2009. http://hdl.handle.net/10019.1/937.
Pełny tekst źródłaENGLISH ABSTRACT: The economic downturn in South Africa since mid 2008 has transformed the motor vehicle industry into a seriously competitive marketplace. Both large and small dealerships are finding their volumes and margins under increasing pressure. Sandown Motor Holdings (Pty) Ltd has a new vision to become the finest motor group in the world. An openness to ideas and to the external environment in the learning organisation means that it can excel by exceeding customer expectations and benchmarking against the best in the class (Clarke & Clegg, 2000:5). In this light, Sandown Motor Holdings needs to adopt certain strategies, policies and practices that allows for the implementation of new ideas and quick reactions to changes in the external environment. They need to know what customer expectations are and then exceed them to enable Sandown Motors to make this vision a reality. This research report analyses the external and internal environment of Sandown Motor Holdings (Pty) Ltd in the Western Cape in an attempt to gain insight into the realities facing the company. The report becomes more focused on Mercedes-Benz Claremont as a dealership and its pre-owned vehicle sales department as the key department which serves as an outlet for trade-in pressures, but also as a profit centre which needs to be developed. Much work is done around market segmentation, product profiling and trading policies that would positively influence both pre-owned and new vehicle sales. The pre-owned strategy that emerges also highlights the necessity for an e-commerce strategy to serve as another platform from which to trade even more pre-owned vehicles. This strategy specifically aims to establish an online auction system open to traders only. The report concludes by taking a look at the new vehicle sales department. The approach taken is customer centric and relies heavily on the customer experience as a source of competitive advantage over competitors. Processes and performance indicators are reviewed and an action plan is compiled and put in place. A detailed twelve-month marketing plan is also developed and is included as an appendix. The author believes these strategies are crucial for short-term profitability, long-term survival and the satisfaction of all stakeholders. AFRIKAANSE OPSOMMING: Die ekonomiese afplatting in Suid-Afrika sedert die middel van 2008 het die motor-industrie in ‘n streng kompeterende arena omskep. Beide groot- en kleinhandelaars ondervind toenemende druk op hulle volumes en winsmarges. Sandown Motor Holdings (Pty) Ltd het ‘n nuwe visie om die beste motorgroep ter wêreld te word. ‘n Openheid teenoor idees oor die eksterne omgewing in die leergierige organisasie, beteken dat dit kan presteer deur kliënteverwagtinge te oortref en hulself te kan meet teen die beste in die klas (Clarke & Clegg, 2000:5). In die lig hiervan moet Sandown Motor Holdings sekere strategieë, beleidsrigtings en praktyke aanvaar wat die implementering van nuwe idees en vinnige reaksie op veranderinge in die eksterne omgewing moontlik maak. Hulle moet weet wat die kliënte se verwagtinge is en dit dan oortref ten einde Sandown Motors se visie ‘n realiteit te maak. Hierdie navorsingsverslag analiseer die eksterne en interne omgewing van Sandown Motor Holdings (Pty) Ltd in die Wes-Kaap in ‘n poging om insig te verkry in die realiteite wat die maatskappy in die gesig staar. Die verslag fokus op Mercedes-Benz Claremont as ‘n alleenstaande handelaarskap en sy Gebruikte-Voertuie Verkoopsafdeling as die sleuteldepartement wat dien as ‘n uitlaat vir inruil druk, maar ook as ‘n winssentrum wat verder ontwikkel moet word. Baie werk is gedoen rondom marksegmentasie, produkprofiele en handelsbeleid wat positiewe impak op beide nuwe en gebruikte verkope sal hê. Die gebruikte-voertuig strategie wat hieruit spruit beklemtoon verder die behoefte aan ‘n webgebaseerde strategie wat as ‘n verdere afsetpunt kan dien vir nog meer gebruikte-voertuie verkope. Hierdie strategie is spesifiek gemik op die daarstel van ‘n op-tyd aanlyn veilingstelsel, uitsluitlik vir die gebruik van motorhandelaars. Die verslag sluit af deur te kyk na die Nuwe-Voertuig Verkoopsafdeling. Die benadering wat gevolg word is kliëntgesentreerd en berus op die kliënt se ervaring as ‘n bron van kompeterende voordeel bo die kompetisie. Prosesse en indikators om prestasie te meet word hersien en die nodige aksieplan word opgestel en toegepas. ‘n Gedetaileerde twaalf-maande bemarkingsplan is ook ontwikkel en word ingesluit in die aanhangsels. Die skrywer glo hierdie strategieë is krities vir korttermyn winsgewendheid, langtermyn oorlewing en die bevrediging van alle belanghebbendes.
Xiao, Weizhong. "Nested logit model analysis of aggregate sales response". Thesis, Massachusetts Institute of Technology, 1997. http://hdl.handle.net/1721.1/10543.
Pełny tekst źródłaKenny, Timothy, i 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.
Pełny tekst źródłaIncludes 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
Ferreira, Fábio André Sobral. "Sales force management na indústria farmacêutica : um estudo de caso". Master's thesis, Instituto Superior de Economia e Gestão, 2015. http://hdl.handle.net/10400.5/10465.
Pełny tekst źródłaA indústria Farmacêutica é um setor altamente regulamentado que nos últimos anos tem vindo a sofrer grandes alterações que se refletem na situação atual das empresas farmacêuticas. Neste sentido, na presente dissertação, as seguintes questões de investigação são formuladas: 1. Quais as características de Sales Force Management na Indústria Farmacêutica?; 2. Qual a importância das equipas de vendas na IF?; 3. Quais as tendências na organização das equipas de vendas na IF? e 4. Como são motivadas e compensadas as equipas de vendas na IF?. A investigação foi realizada adotando uma abordagem qualitativa, com uma estratégia de Case Study, a uma empresa multinacional do setor farmacêutico que representa um caso ilustrativo. A recolha de dados foi realizada, através da aplicação de um guião de entrevista com 28 perguntas, numa entrevista conjunta com os responsáveis de vendas e marketing da empresa farmacêutica. Após a análise dos dados conclui-se que: 1. As equipas de vendas são uma parte integrante e importante das empresas farmacêuticas porque são a principal forma de contacto entre empresas do setor e a classe médica; 2. A organização da força de vendas é definida, fundamentalmente, por estrutura geográfica. A adoção de Key Account Management (KAM) não está completamente implementado e 3. A motivação e compensação são implementadas através de sistemas de incentivo mistos, salário base e prémios de desempenho quando os objetivos de vendas são superados.
The highly regulated pharmaceutical Industry has been suffering great changes in these last years. These alterations have affected the present situation of the pharmaceutical businesses. Considering the aforementioned situation, in the present dissertation the following research questions are formulated: 1. Which are the Sales Force Management characteristics in the Pharmaceutical Industry? ; 2. What is the importance of the sales teams in the PI? ; 3. Which are the organisational tendencies in the sales teams in PI? ; 4. How are the sales teams motivated and rewarded in the PI? The multinational pharmaceutical company chosen for de research, represents an illustrative case. The research conducted adopted a qualitative approach, using the same strategy as in a Case Study. The collection of data was obtained by using a questionnaire, consisting of 28 questions, which was administered simultaneously in an interview setting, held with respective heads of both sales and marketing departments of a pharmaceutical company. Upon analysis of the data, it was concluded that: 1. The sales teams are an important and essential part of the pharmaceutical companies because they are the main source of contact among industry companies and the medical community; 2. The sales force is fundamentally organized according geographical structure. The implementation of the Key Account Management (KAM) is not fully complete; 3. A combination of incentives are used for motivational and compensation purposes. When sales objectives are met, the payment structures are applied through a base salary plus performance bonuses.
Vazzana, Michelle. "Relationships Between Sales Management Control, Salesperson Role, and Salesperson Performance". ScholarWorks, 2017. https://scholarworks.waldenu.edu/dissertations/4687.
Pełny tekst źródłaŠebesta, Miroslav. "Sales promotion strategies in Procter&Gamble". Master's thesis, Vysoká škola ekonomická v Praze, 2017. http://www.nusl.cz/ntk/nusl-359294.
Pełny tekst źródłaPostiglioni, Renato. "Sales forecasting within a cosmetic organisation : a managerial approach". Thesis, Stellenbosch : Stellenbosch University, 2006. http://hdl.handle.net/10019.1/21980.
Pełny tekst źródłaAlthough most businesses require accurate sales forecasts in order to survive and to be successful, very little attention has been devoted to examine how sales forecasting processes should be managed, and the behavioural factors associated with the management of forecasting. Sales forecasting activities and research have by and large concentrated on the techniques or on the systems used, rather than on the forecasting management philosophy, which considers the organisational, procedural, and personnel aspects of the process. Both forecasting modelling and IT systems form the basis for the forecasting process, but the third element, namely the organisation, is potentially the most important one. Researchers have argued that improvements in this area could have a greater impact on the level of forecasting accuracy than improvements with regard to other aspects. After developing predetermined forecasting standards and principles, an audit on the author's organisation was conducted. This revealed that no formal forecasting --- existed, and that a number of business practices were in effect contaminating procedures and possibly affecting the integrity of the data. Very little forecasting knowledge existed, sales were predicted very sporadically, and simple averaging techniques were adopted. Life cycles of products, trends, seasonality or any other cyclical activity were never modelled. This obviously resulted in a very poor level of forecast accuracy, affecting a number of business activities. A decision was made to research the topic of forecasting management, develop a best practice model, and apply it to the organisation. The best practice model was based predominantly on the research work of Armstrong and Mentzer. This model requires the forecasting process to be developed in two specific phases, namely a strategic phase, in which the forecast is aligned to the organisation, the internal processes and the people, and the operational phase, in which more tangible aspects of the forecasting process are identified and constructed. This new forecasting approach and a dedicated forecasting software programme were successfully implemented, improving the overall accuracy level of the forecast.
Levy, Marlow H. "Allocating non-monetary incentives for Navy Nurse Corps Officers menu method vs. bid method Combinatorial Retention Auction Mechanism (CRAM) /". Thesis, Monterey, California : Naval Postgraduate School, 2010. http://edocs.nps.edu/npspubs/scholarly/theses/2010/Mar/10Mar%5FLevy.pdf.
Pełny tekst źródłaThesis Advisor(s): Gates, William R. ; Coughlan, Peter. "March 2010." Author(s) subject terms: Combinatorial Retention Auction Mechanism, auction mechanism, auction, Nurse Corps, Nurse Corps retention, retention, retention mechanism, Menu Method, Bid Method. Includes bibliographical references (p. 95-99). Also available in print.
Kleintjies, Ivan Graham. "Spar's category management strategy to enhance future sales and meet customers' needs". Thesis, Stellenbosch : Stellenbosch University, 2001. http://hdl.handle.net/10019.1/49705.
Pełny tekst źródłaENGLISH ABSTRACT: As Spar began to grow, its stores became increasingly proactive resulting in the better SPAR stores wanting to compete and to expand but being frustrated by their many conservative SPAR retail colleagues. In order to increase effectiveness and competitive advantage, SPAR had to consider a new approach. This came in the form of Category Management and the extent to which it would be understood, evaluated and implemented. SPAR was being forced to do things in different ways. Many consumer packaged goods companies believe that Category Management is the "new way". These companies are expanding great amounts of energy and cash to be the player in the category management arena. Category Management is regarded as a process that involves managing product categories as business units and customizing them on a store-by-store basis to satisfy customer needs. The ideal in this process is to identify the optimal mix and stock each store with specific products customers wish to purchase. In simple terms, Category Management can be identified as the process of bringing the right product to the consumer at the right time and price. As a discipline, this process is in its infancy within the boarders of South Africa. The scope of the study is to introduce the Spar model for implementing Category Management into the voluntary trading environment. The biggest challenge identified is that if a robust analysis process is not undertaken by SPAR, the actions of going forward would be insufficient to develop clear Category Management strategies which could be included in the overall business strategy. Without successful analysis, SPAR will not be able to transform itself successfully. Organizationally, culturally, and technically, Category Management is fundamentally different to what has gone before. Many facets of the SPAR business have to change in a relatively short space of time for Category Management to work. Category Management helps establish new strategic intents and plans. It is a go-to market strategy that, when adopted within an organization, sets the tone and direction for all strategic and tactical decisions. The Category Management process is consumer focused and is the most effective and efficient means whereby the retailer and its suppliers can together generate value for their end customer.
AFRIKAANSE OPSOMMING: Namate SPAR begin groei het, het sy winkels toenemend proaktief begin word, wat daartoe gelei het dat die beste SPAR-winkels wou meeding en uitbrei, maar deur hul talle konserwatiewe SPAR-kleinhandelskollegas gedwarsboom is. Ten einde doeltreffendheid en mededingende voordeel te verhoog, moes SPAR 'n nuwe benadering oorweeg. Dit het die vorm van Kategoriebestuur en die mate waarin dit verstaan, geëvalueer en geïmplementeer sou word, aangeneem. SPAR is genoodsaak om dinge anders te doen. Baie maatskappye wat verpakte verbruikersgoedere verkoop, is van mening dat Kategoriebestuur die "nuwe rigting" is. Hierdie maatskappye bestee groot hoeveelhede energie en kontant om dié speler in die kategoriebestuursarena te wees. Kategoriebestuur word beskou as 'n proses wat behels dat produkkategorieë as sake-eenhede bestuur word wat op 'n winkelgrondslag pasgemaak word ten einde in kliëntebehoeftes te voorsien. Die doelwit van hierdie proses is om die optimale mengsel te identifiseer en elke winkel te bevoorraad met bepaalde produkte wat kliënte wil koop. In eenvoudige terme kan Kategoriebestuur omskryf word as die proses om die regte produk op die regte tyd en teen die regte prys aan die verbruiker te bied. As 'n dissipline staan hierdie proses in sy kinderskoene binne die grense van Suid-Afrika. Die omvang van die studie is om die SPAR-model bekend te stel vir die implementering van Kategoriebestuur in die vrywillige handelsomgewing. Die grootste uitdaging is dan indien SPAR nie 'n deeglike ontledingsproses onderneem nie, die aksies vorentoe nie voldoende sal wees om duidelike Kategoriebestuurstrategieë te formuleer wat in die algehele sakestrategie ingesluit kan word nie. Sonder 'n suksesvolle ontleding sal SPAR homself nie suksesvol kan transformeer nie. Organisatories, kultureel en tegnies verskil Kategoriebestuur fundamenteel van dit wat voorheen gegeld het. Vir Kategoriebestuur om te werk, sal talle fasette van die SPAR-onderneming in 'n betreklik kort tydjie moet verander. Kategoriebestuur dra by tot die formulering van nuwe strategiese doelwitte en planne. Dit is 'n bemarkingstrategie wat, indien dit binne 'n organisasie gevolg word, die toon en rigting vir alle strategiese en taktiese besluite aangee. Die Kategoriebestuursproses is verbruikersgerig en is die doeltreffendste wyse waarop die kleinhandelaar en sy produkverskaffers tesame waarde vir hul eindkliënt kan genereer.
Kloos, Konstantin [Verfasser], i Richard [Gutachter] Pibernik. "Allocation Planning in Sales Hierarchies / Konstantin Kloos ; Gutachter: Richard Pibernik". Würzburg : Universität Würzburg, 2020. http://d-nb.info/1223851257/34.
Pełny tekst źródłaOhiomah, Alhassan Abdullahi. "The Technology-to-Performance Chain: How Lead Management Systems Drive Inside Sales Performance". Thesis, Université d'Ottawa / University of Ottawa, 2015. http://hdl.handle.net/10393/32736.
Pełny tekst źródłaLynch, Ronald. "Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance". Thesis, University of North Texas, 2000. https://digital.library.unt.edu/ark:/67531/metadc2463/.
Pełny tekst źródłaMahala, A. (Abinash). "Strategic management of sales as globalization increased:a study on global account management, strategy and drivers". Master's thesis, University of Oulu, 2017. http://urn.fi/URN:NBN:fi:oulu-201702231231.
Pełny tekst źródłaTargett, Paul Barrie. "Marketing Strategies to Improve Online Sales". ScholarWorks, 2018. https://scholarworks.waldenu.edu/dissertations/6134.
Pełny tekst źródłaПерова, Д. О. "Управління збутовою діяльністю підприємства на ринку обладнання для професійного клінінгу". Thesis, Одеський національний економічний університет, 2021. http://local.lib/diploma/Perova1.pdf.
Pełny tekst źródłaУ роботі розглядаються теоретичні аспекти управління збутовою діяльністю підприємства. Проаналізовано збутову діяльність, складові зовнішнього та внутрішнього середовища ТОВ «Ювента». Запропоновано заходи з покращення управління збутовою діяльністю ТОВ «Ювента», шляхом впровадження на підприємство відділу маркетингу. The work deals with the theoretical aspects of the management of sales activities of the enterprise.
Author analysis sales activities, components of the external and internal environment of LLC «Juventa». Measures to improve the management of sales activities of LLC «Juventa» by introducing a marketing department to the enterprise.
Aronsson, Henrik. "Modeling strategies using predictive analytics : Forecasting future sales and churn management". Thesis, KTH, Skolan för informations- och kommunikationsteknik (ICT), 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-167130.
Pełny tekst źródłaDetta projekt har utforts tillsammans med ett foretag som heter Attollo, en konsultfirma som ar specialiserade inom Business Intelligence & Coporate Performance Management. Projektet grundar sig pa att Attollo ville utforska ett nytt omrade, prediktiv analys, som sedan applicerades pa Klarna, en kund till Attollo. Attollo har ett partnerskap med IBM, som saljer tjanster for prediktiv analys. Verktyget som detta projekt utforts med, ar en mjukvara fran IBM: SPSS Modeler. Fem olika exempel beskriver det prediktiva arbetet som utfordes vid Klarna. Fran dessa exempel beskrivs ocksa de olika prediktiva modellernas funktionalitet. Resultatet av detta projekt visar hur man genom prediktiv analys kan skapa prediktiva modeller. Slutsatsen ar att prediktiv analys ger foretag storre mojlighet att forsta sina kunder och darav kunna gora battre beslut.
Bahls, Melanie. "The impact of sales management control on salesperson behaviour and performance". Thesis, University of Warwick, 2013. http://wrap.warwick.ac.uk/59635/.
Pełny tekst źródłaSyvänen, T. (Topi). "The strategic role of the sales manager in key account management". Master's thesis, University of Oulu, 2016. http://urn.fi/URN:NBN:fi:oulu-201609082732.
Pełny tekst źródłaSousek, Nicholas D. "Enhancing grain marketing decisions: farm breakeven analysis and grain sales management". Thesis, Kansas State University, 2015. http://hdl.handle.net/2097/35770.
Pełny tekst źródłaDepartment of Agricultural Economics
Daniel M. O'Brien
In recent years, the price volatility in agricultural commodity prices, as well as agricultural input costs, has drastically increased. Today’s famer is faced with difficult decisions concerning when to market their crop, as well as when to secure various inputs. An increase in information availability, coupled with increasing price fluctuations, can make these decisions even more difficult for producers. Although seasonal trends, forecasts, and technical market analysis can be helpful, market efficiency prevents accurate prediction of agricultural prices. Because marketing decisions can be difficult to make, the easiest decision for a producer to make is to not make one at all. However, failure to make sound risk management decisions can be extremely costly to a producer. There are two primary factors that impact a producer’s bottom line: cost of production and grain marketing decisions. Each producer has their own unique cost of production that changes throughout the year. Variable input costs can be volatile within a single growing year, and often the need for certain inputs changes. Marketing decisions and timing can be an even bigger factor in a producer’s gain or loss. Since price prediction is impossible, a producer’s time may be better spent focusing on information they can control. The purpose of this thesis was to test and evaluate a cost of production, crop insurance, and grain marketing calculator with a group of corn and soybean producers in Southeast Nebraska. It is hypothesized that providing customers with a multifaceted, integrated farm management and marketing decision making tool should help them be able to make more profitable risk management and marketing decisions. By knowing how factors as changing expenses impact cost of production and how grain sales impact revenues and profitability per acre, it is hypothesized that users will make more profitable farm management and marketing decisions. In October and November of 2014, twenty corn and soybean farmers were presented with the Grain Marketing Calculator. Grain sales in the 2014 and 2015 crop years were to be entered into the calculator by participating producers as they make their grain sales. Annual production history (APH), revenue protection insurance information, actual or expected yields, and total acres of each crop were entered into the calculator during the initial producer calculator rollout. Generalized costs were entered into the calculator prior to the producer rollouts. Participants were able to change the generalized costs to their actual costs if they chose to do so. Data were gathered from the participants using the Grain Marketing Calculator in March of 2015. Participants weighted average futures sales, weighted average cash sales, percent of APH sold, and percent of total production sold were collected. In March of 2015, the same information from another group of producers who did not use the Grain Marketing Calculator was collected. The two groups average results were compared to each other and regression analyses were done to determine statistical significance of the impact on the test groups’ results. At the end of the experiment, feedback was gathered from participants and improvements were suggested.
Lemmens, Regis. "The impact of relationship selling on the sales force control function". Thesis, Robert Gordon University, 2008. http://hdl.handle.net/10059/246.
Pełny tekst źródłaBernecker, Bernd C. "Multinational sales management of foreign subsidiaries : a case study on the German Mittlestand". Thesis, University of Gloucestershire, 2015. http://eprints.glos.ac.uk/2928/.
Pełny tekst źródłaJessen, Andreas, i Carina Kellner. "Forecasting Management". Thesis, University of Kalmar, Baltic Business School, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hik:diva-1868.
Pełny tekst źródłaIn a world that is moving faster and faster, a company’s ability to align to market changes is becoming a major competitive factor. Forecasting enables companies to predict what lies ahead, e.g. trend shifts or market turns, and makes it possible to plan for it. But looking into the future is never an easy task.
“Prediction is very difficult, especially if it’s about the future.” (Niels Bohr, 1885-1962)
However, progress in the field of forecasting has shown that it is possible for companies to improve on forecasting practices. This master thesis looks at the sales forecasting practices in MNCs primarily operating in emerging and developing countries. We examine the whole process of sales forecasting, also known as forecasting management, in order to develop a comprehensive model for forecasting in this type of companies. The research is based on a single case study, which is then later generalized into broader conclusions.
The conclusion of this master thesis is that forecasting is a four-step exercise. The four stages we have identified are: Knowledge creation, knowledge transformation, knowledge use and feedback. In the course of these four stages a company’s sales forecast is developed, changed and used. By understanding how each stage works and what to focus on, companies will be able to improve their forecasting practices.
Osadchenko, Igor. "Risk Assessment of International Sales Contracts in Beverages Market". Master's thesis, Vysoká škola ekonomická v Praze, 2015. http://www.nusl.cz/ntk/nusl-264266.
Pełny tekst źródłaMcKay, Mark. "Economic lot scheduling with stochastic demands and lost sales /". Thesis, Connect to this title online; UW restricted, 1999. http://hdl.handle.net/1773/8726.
Pełny tekst źródłaZbib, Imad J. (Imad Jamil). "Sales Forecasting Accuracy Over Time: An Empirical Investigation". Thesis, University of North Texas, 1991. https://digital.library.unt.edu/ark:/67531/metadc332526/.
Pełny tekst źródłaOoi, Tjan-Chao, i 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.
Pełny tekst źródłaDet 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.
Yu, Ting-ji, i 禹廷季. "Earning Management with Asset Sales". Thesis, 2004. http://ndltd.ncl.edu.tw/handle/29733335281185952641.
Pełny tekst źródła國立雲林科技大學
財務金融系碩士班
92
Earnings management means managers use some techniques to manipulate financial statement. This action can make accounting earnings to meet with their forecast. Sometimes we name earnings manipulation. This article is discusses whether managers manipulate earnings through the timing of income recognition from disposal of asset. This article examined the hypothesis that predicts current performance and asset sale should have a negative relation. There are 705 firm-year observations in Taiwan stock market over the ten years period from 1993 to 2002. The empirical result finds current performance (CP) is not consistent with our hypothesis. Then we discuss the reason why CP is not consistent with our hypothesis. Managers can adjust financial forecast in Taiwan market. This may cause our result is not consistent with hypothesis.
Lin, Yi-hsuan, i 林怡萱. "A STUDY OF CUSTOMER KNOWLEDGE MANAGEMENT, SALES METHOD, EMOTIONAL INTELLIGENCE AND SALES PERFORMANCE ON SALES METHOD". Thesis, 2012. http://ndltd.ncl.edu.tw/handle/58507113720829660777.
Pełny tekst źródła南華大學
企業管理系管理科學碩博士班
100
Customer are known as a brilliant source of knowledge for the companies, due to the development of sales selling and the changes in consumption patterns, sales selling becomes a popular way for customer to purchase products in Taiwan. Selling requires face-to-face selling skill, therefore, sales not only need to provide suitable products but also have to offer nice service. Recently, the operation of sales selling have changed from fabricate production to strategic management, and especially focuses on customers’ demand. Currently, there are not many researches concerning customer knowledge management. Most managers are only concerned about collecting customer information or setting a database of customers, and the importance of analyzing customer information is ignored. To understand the customer knowledge flow of direct selling industry, which can be divided into the creation, sharing and application of customer knowledge. There is still room for improvement to discover the creation of customer knowledge database in terms of customer characteristics and preferences. 1.To verify the importance of customer knowledge in marketing performance of corporations and the market information in group activities. With proper process like creation, sharing, and application, knowledge can be an asset to a company and ca improve the performance of the company
WENG, WEI-HSIANG, i 翁緯翔. "Sales Improvement Using Six Sigma Management". Thesis, 2009. http://ndltd.ncl.edu.tw/handle/86120705123884654525.
Pełny tekst źródła清雲科技大學
企業管理系暨經營管理研究所
97
Six sigma management is one kind of management philosophy to reduce the cost, the error, the time, and the waste. Most of the management planning focus on OUTPUT to make more products, and create more sale skill. Six sigma management is based upon QUALITY to reduce the defects down to 3.4 parts per million. It is also a measurement standard to set up the strategy, objectives, and systematical approach to improve customer satisfaction and increase the sales. In this research, the sales process and root cause of sales will be analyzed to improve the sales revenue by using DMAIC (Define, Measure, Analyze, Improve, Control) approach of Six Sigma management. The customer’s need is defined, and then the sales procedures are analyzed to obtain the critical factors which affect the sales. The sales training, research and development techniques, project management process (Initiate, Plan, Implement, Control, Close), competitive price, and process improvement also affect the sales order percentage, which can be improved using Six Sigma management.
Nowlin, Edward L. "Sales unit knowledge leveraging mechanisms a mixed method analysis of leveraging salesperson market knowledge /". 2009. http://proquest.umi.com/pqdweb?did=1934063391&sid=6&Fmt=2&clientId=14215&RQT=309&VName=PQD.
Pełny tekst źródłaTitle from title screen (site viewed February 25, 2010). PDF text: vi, 157 p. : col. ill. ; 4 Mb. UMI publication number: AAT 3386758. Includes bibliographical references. Also available in microfilm and microfiche formats.
Gao, Jing. "Sales forecast accuracy analysis in retailer management". 2006. http://www.lib.ncsu.edu/theses/available/etd-05182006-005159/unrestricted/etd.pdf.
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