Search for dissertations about: "sales management"

Showing result 1 - 5 of 90 swedish dissertations containing the words sales management.

2. 1. 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

4. 2. 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

5. 3. Business Basics : A Grounded Theory for Managing Ethical Behavior in Sales Organizations

   Author : Benny Berggren Newton; Lars-Johan Åge; Aihie Osarenkhoe; Erik A. Borg; Jens Hultman; Södertörns högskola; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Management; Ethical Behavior; Business Basics; Sales Organizations; Grounded Theory; Management; Etiskt beteende; Business Basics; Säljande organisationer; Grundad Teori; Politics; Economy and the Organization of Society; Politik; ekonomi och samhällets organisering;

   Abstract : Background: Managing co-workers’ ethical behavior in sales organizations is a complex social process. To start, sales organizations incorporate several actors to manage, often simultaneously, all with their own agendas. READ MORE

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

   Author : Sayeh Noroozi; Joakim Wikner; Ou Tang; Patrik Jonsson; Linköpings universitet; []
   Keywords : 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;

   Abstract : 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. READ MORE

7. 5. Demand-Supply Chain Management

   Author : Per Hilletofth; Högskolan i Skövde; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Demand-supply chain management DSCM ; Elements; Benefits; Requirements; Demand chain management DCM ; Supply chain management SCM ; Sweden; Engineering and Technology; Teknik och teknologier; Production Engineering; Human Work Science and Ergonomics; Produktionsteknik; arbetsvetenskap och ergonomi; Teknik;

   Abstract : Purpose: This research aims to enhance the current understanding and knowledge of the demand-supply chain management (DSCM) concept by determining its elements, benefits, and requirements, as well as by analyzing key elements of the concept. Methodology: This research has utilized the case study strategy and the survey strategy, however, the case study strategy dominates. READ MORE