Search for dissertations about: "sales coordination"

Showing result 1 - 5 of 10 swedish dissertations containing the words sales coordination.

2. 1. Sales coordination : development of customer teams in ABB Sweden

   Author : Jakob Rehme; Linköpings universitet; []
   Keywords : SOCIAL SCIENCES; SAMHÄLLSVETENSKAP;

   Abstract : The purpose of this licentiate thesis is to contribute to the body of knowledge of the development of customer teams for key customers in industrial selling.The study covers issues of why customer teams are formed, the interaction between the team and the customer, as well as the organisation and development of the customer team. READ MORE

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

   Author : Jakob Rehme; Linköpings universitet; []
   Keywords : 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;

   Abstract : 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. READ MORE

5. 3. Dynamics of corporate strategy from a value chain perspective : A study of the Swedish telecom and construction industries during the 90’s

   Author : Andes de Paula; Staffan Brege; Øivind Revang; Linköpings universitet; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; telecommunication; construction; modularization; systemization; industry; systems sales; inside-out; outside-in; corporate; SBU; functional; strategy; context of strategy; strategic change; content of strategy; process of strategy; value chain; value constellation; bundling; unbundling; outsourcing; merger and acquisitions; M A; Industrial engineering and economy; Industriell teknik och ekonomi;

   Abstract : Changes in sectors and industries have brought new challenges to corporations as well as been important driving forces for the dynamics in strategy at the corporate level. With the dramatic developments of the 1990’s in mind, such as multilateral free-trade agreements, liberalization, privatization, sharp industry growth/decline, increased competition and globalization, in particular within the telecom and the construction industry, this study contributes to describing and understanding strategic change at the corporate level as well as changes in the division of work within value chains. READ MORE

6. 4. Industriell försäljning : fallstudier av personlig försäljning till strategiska kunder

   Author : Lennart Persson; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industriell marknadsföring; Industrial Marketing;

   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

7. 5. Managing Value Creation and Appropriation

   Author : Joakim Björkdahl; Chalmers tekniska högskola; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Strategy; ICT; Innovation; Value creation; Manufacturing companies; Diversification; Business model; Value appropriation; Competencies;

   Abstract : This thesis investigates how large Swedish manufacturing companies try to create value and appropriate financial returns by renewing their product offerings through the integration of Information and Communication Technologies (ICTs) in their established product categories, and the related challenges and opportunities this produces.While much attention has been given to the technology dimension of diversification, the economic and commercial domains have been rather ignored in the literature. READ MORE