Search for dissertations about: "Industrial selling"
Showing result 6 - 10 of 30 swedish dissertations containing the words Industrial selling.
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6. Pricing value and selling value : A view on individuals within organizations
Abstract : At the heart of long-term success lies firms’ ability to provide customers with products and services that enable customer value creation and firms’ ability to capture value in the form of profits. To this effect, managers and salespeople have an impact on a firm’s value creation and value capture ability through their pricing and selling behavior and decisions. READ MORE
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7. Offset Management for Large Systems : A Multibusiness Marketing Activity
Abstract : Offset, an advanced form of countertrade, is common in the international marketing of large infrastructure and defence systems. Offsets are activities that benefit the buying country for example in the form of local content, support of exports, subcontracts and technology transfer. READ MORE
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8. Mining data streams to increase industrial product availability
Abstract : Improving product quality is always of industrial interest. Product availability, a function of product maintainability and reliability, is an example of a measurement that can be used to evaluate product quality. READ MORE
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9. Knowledge enabled engineering systems in industrial product development : towards cross company collaboration
Abstract : The manufacturing industry of today is experiencing an increased competitive environment due to the effects of market globalisation. To be able to stay competitive and provide excellent goods, Swedish industry and academia have foreseen the need for new business scenarios, models and methods. READ MORE
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10. Industriell försäljning : fallstudier av personlig försäljning till strategiska kunder
Abstract : The traditional approach to selling was developed in a consumer context. Traditionally, selling has been about identifying prospects, making persuasive presentations and closing the deal. In this study it is argued that industrial selling is something quite different. Industrial selling takes place within long-term relationships. READ MORE