Sökning: "sales process"

Visar resultat 1 - 5 av 99 avhandlingar innehållade orden sales process.

  1. 1. Sales coordination in multinational corporations : development and management of key account programmes

    Författare :Jakob Rehme; Linköpings universitet; []
    Nyckelord :sales organisation; sales coordination; buyer seller relationships; key account management; sales teams; marketing organisation; sales process; multinational; multiproduct; försäljningsorganisation; marknadsföring; kundbearbetning; relationsmarknadsföring; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP;

    Sammanfattning : The purpose of the dissertation is to describe and analyse the orgamsmg of sales and marketing in large scale and complex organisations and particularly how key account management programmes are developed, organised and managed.This means that the focus is on the development context in which the sales organisation operates, how key account management (KAM) programmes are organised, the coordination they contribute to, and how the KAM programmes are designed to manage the dyadic seller-buyer relationships. LÄS MER

  3. 2. From Illusiveness to Genuineness : Routines, Trading Zones, Tools and Emotions in Sales Work

    Författare :Dariusz Osowski; Jan Lindvall; Leon Caesarius; Alf Westelius; Uppsala universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Standardization; stability; flexibility; change; work; process; sales; salespeople; information and communication technology; organizational routines; trading zones; tools; emotions; Business Studies; Företagsekonomi;

    Sammanfattning : Alongside the growing accessibility of information technologies organizations make attempts to structure work even in the areas that have been traditionally perceived as difficult to structure. The rationale is to increase the efficiency of work in the areas that are difficult to manage and where profitability can be questionable. LÄS MER

  4. 3. Buying behavior and long-term relationships in the metal mining industry : case studies of capital equipment buying

    Författare :Cristina Sales Baptista; Luleå tekniska universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industriell marknadsföring; Industrial Marketing;

    Sammanfattning : This thesis deals with industrial buying behavior and long-term relationships in the metal mining industry. The mining environment is increasingly competitive as a result of globalization, deregulation and privatization, technological improvements, and eco-sensitivity. LÄS MER

  5. 4. Business Intelligence through a sociomaterial lens : The imbrication of people and technology in a sales process

    Författare :Tobias Christian Fischer; Einar Iveroth; Jan Lindvall; Mathias Cöster; Christina Keller; Uppsala universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; big data; business intelligence; business intelligence systems; data analytics; digital transformation; imbrication; sales process; sociomateriality; sociomaterial imbrication model; work shadowing;

    Sammanfattning : Digitalization and digital devices are on the rise, and as a result, many new products and services have been developed, which has led to greater interaction between people and technology. This thesis explores the interaction between people and technology by looking at the daily use of a business intelligence (BI) system in an automotive company’s sales process, where sellers use the system to analyze, report, and measure sales performance. LÄS MER

  7. 5. Sales and operations planning based on a modularized view of supply chains : Supporting process industries and discrete manufacturing industries

    Författare :Sayeh Noroozi; Joakim Wikner; Ou Tang; Patrik Jonsson; Linköpings universitet; []
    Nyckelord :TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Sales and operations planning; Decoupling point; Performance measure; Process industry; Discrete manufacturing industry;

    Sammanfattning : 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. LÄS MER