The thesis aims to describe the current sales climate in the context of complex sales in business-to-business. The purpose is to increase the clients knowledge of sales and test the clients hypothesis that the sales climate is changing from Solution Selling to Insight Selling, further the thesis aims to contribute to the scientific debate of sales. Solution Selling is characterized, as the name suggest, by selling of solution to the customers needs. With Insight Selling the seller has a provocative approach towards the customer and the seller is searching for customers in the need of change. This is a qualitative study conducted with eight interviews and one focus group.

The care for the elderly in the municipalities has recently seen the need for a formalized system for quality assurance. Under increasing demands for monetary efficiency while bound by law to retain acceptable standards in health care, there is need for efficient and at the same time quality-assured management. The municipalities often solve this puzzle by introducing systems and standards influenced by theory-clusters such as NPM (New Public Management), TQM (Total Quality Management) or other quality management theories.This essay focuses on how the public administration in the municipalities defines quality and designs and implements system for formalized quality assurance. Our basic view of organizations is institutionalist and our theoretical framework includes theories about quality, NPM and TQM..

Införandet av RFID i värdesystemet för paketerat livsmedel kontrolleras av dagligvaruhandeln. Deras dominerande ställning gör att de kan leda ett införande, men också att de kan få den största delen av värdet som RFID medför. Kostnader uppkommer främst hos livsmedelsproducenterna, vilka själva ser begränsade fördelar av teknologin. Standardsättandet och utformandet av system finns det i dagsläget inga konflikter kring. Den svåra nöten att knäcka är hur kostnader och fördelar skall beräknas och fördelas..

En sammanfattning av uppsatsen på maximalt 8000 tecken..

En sammanfattning av uppsatsen på maximalt 8000 tecken..

This thesis investigates similarities and disparities between Swedish and Polish Labour Law concerning dismissals due to operational requirements and group redundancies. The study focuses on three important elements where the employers? liberty is legally infringed upon in a procedure of notice. These elements concerns the legal conditions of notice that must be fulfilled, the rules of the procedure and the rules for employment protection that is granted in connection with dismissals due to operational requirement or group redundancies. In the thesis there is a comparative map that outlines the most important rules within the Swedish and Polish legal systems concerning the subject.

Abstract The subject of this thesis is the priority rules that apply in connection with mining activity. Already back in the 1800s, there were rules in the so-called Lego Charter concerning protection of workers, mainly servants. When the first modern trade union was founded in the 1870s, also developed a collective agreement. These agreements were the order of priority clauses had to intend to ensure employees' working lives. Exceptions had to be done by ensuring that individual employees' dependents. In 1974 the Act on employment entry and had intended to protect older workers.

En sammanfattning av uppsatsen på maximalt 8000 tecken..

En sammanfattning av uppsatsen på maximalt 8000 tecken..

In the haulage business customers are constantly requesting new features. Hence thedevelopment department must constantly update their system which ultimatelyresults in a variety of versions of the system. The large number of versions creates acomplexity which often reduces product quality and extends the developmentlifecycle time.The work on the following thesis has taken place at Scania?s Fleet Managementdepartment, which develops tools for hauliers to track their vehicle fleet in real time.The purpose of this thesis was to examine how Scania can handle an increasedamount of versions of the Fleet Management System which Scania expect will be seenin the future. The investigation was conducted by preparing a number of differentscenarios that formed the basis for a discussion of what these different scenarioswould mean for different parts of Scania?s business.

This Projects goal was to develop a manual, which was to be used as help for a fishing company in the making of an SMS (Safety Management System). The manual was going to follow the guidelines presented by the IMO (International Maritime Organisation) and the Swedish Transport Agency. The projects client was a smaller fishing company that was about to build a fishing vessel.The work has been carried out as a project, it was finished within the schedule and the client was most satisfied with the result. The client has used the manual in the making of the Safety Booklet (SMS) and they are now certified according to the rules of the Swedish Transport Agency..

There is limited research done in the area of management control in the relationship between companies. This study investigates management control in outsourcing relationships and the decision to change sourcing strategy and to insource functions. The empirical research was conducted at an international company, which in this study has been anonymized. The research is mainly based on interviews. To extend and verify the conclusions drawn, another company, AB Ph.

The aim of this paper is to examine how the design of management control in a retail trade company affects motivation among its employees. Our purpose is to identify what actions create motivation and how management can benefit by developing and promoting such activity from its high-performing employees. Motivated personnel have become increasingly important in companies today, and companies are increasingly reliant on individual employees? capabilities. The study covers all parts of the management control system, to see how these align to create goal congruence in an organizational context.

The purpose of this study is to examine whether there are any key factors for success to look for in launching a new business that affects the subsequent performance of the venture. Further on, the study will examine if there are any differences between believed and actual factors for success for an entrepreneur and the key factors for success given by existing theory. The purpose of looking in to the assumed gap between existing theory and entrepreneurs? believed and actual factors is to distinguish factors that make start-ups evolve. It is then important to investigate how they have worked with their business start-up and how they have worked with key factors for success in order to understand the impacts of their decisions.

Uppsatsen ämnar studera personalrelaterade problem vid en CRM-implementering. Huvudsyftet kan delas upp i fyra delsyften som behandlar vilka implementerings-problemen är, när de uppstår, hur de undviks och hur de bearbetas..