The global spread of the Internet has enabled busniesses and consumers in all industries to be better informed. Consequently, the buying process has appeared to become different from what tratditional models implies. As the buying behaviour among customers is evolving, selling companies are responding to this change. This thesis evolves around the consequences that the developing relationship between buyer and seller in business-to-business companies has led to. The topic in focus is the buzzword and phenomena "content marketing" with its marketing and selling strategy.

Within all industries, there is a change in working time required; this also includes the construction sector. However, the way construction sectors are differentiated is by not having been given the opportunity to be practiced or tested.  The aim of this thesis that we have done in collaboration with the Concrete Industry was to investigate the possibility of developing an automated method for quality assurance of SKB at the site. The idea is to make the O-funnel to be more utilized and therefore ensuring that the appropriate concrete quality is provided which eventually would lead to a better development in the production process.The project has involved theoretical work and laboratory experiments. The theoretical work gave us a good foundation at the beginning of the project. After gathering the information and material, the laboratory experiments began by SCC in their laboratory in Hammarby. The collected data from the various laboratory tests formed the foundation for trying to relate measurements for consistency of SCC with each other and therefore find out how measurements from O-funnel varies with different concrete mixtures.

The product "urinal funnel" for women has fascinated me for a long time. Not only because it solves a practical problem in a simple way, but also because it challenges our definitions of gender and behaviour. This report describes the process of making a new design for a funnel, taking material, ergonomics and construction in consideration. It also includes structuring a launching of the product in Sweden. It starts up with a large amount of information gathering, both by interviewing testgroup-perticipants, but also by researching and evaluating the range of existing funnels.

This essay is a study and analysis of the funnel beaker pottery at Gullarve 1:13 in Väte parish. The purpose of the study is to analyse the chronology of the settlement by determine the distribution, stratigraphic context and the ornamentation of the pottery. Another purpose is to discuss the geographical location of the settlement in the landscape.In this essay a short review of the pottery and the funnel beaker culture as well as a description of the pottery from the archaeological excavation from 1984 at Gullarve 1:13 is presented. Since the documentation of the archaeological excavation from 1984 is missing or is very inadequate, no spatial analysis can be carried out. The distribution of the pottery can?t contribute to the result of the essay, though if possible it probably would have provided some interesting results.

Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ?insight selling? claiming that it through insights is possible to be forceful in the, these days, rough sales climate.Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process.Research question: How does insight selling affect the B2B sales process?Methodology: Process mapping through interviews in combination with organizational documents.Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer..

This thesis analyses the Funnel Beaker Culture on the island of Gotland. Since no comprehensive studies of the remains of the pottery have been made, this is one of the reasons why I chose to study this topic. The purpose of this study is to analyze the pottery and to discuss the chronological and spatial implications. Four sites from the Funnel Beaker Culture on Gotland are studied; Mölner/Gullarve, Gräne, Ardags and Suderkvie. Ceramic samples are analyzed with respect to its ornament and it is discussed if the pottery found at various sites are contemporary.

Title: The internal attractiveness of the sales position within ABB SwedenProblem: What is the cause of the low internal applicants for the sales position at ABB?Purpose: To identify why there are so few internal applicants for the sales position at ABB.Method: In order to achieve the purpose of the study, a survey was conducted amongst the employees of ABB. The target groups were sales managers, sellers and other employees. The result from the survey where then analyzed based on the theory chapter. Conclusion: A GAP-analysis showed a difference in the attitude towards the sales position at ABB.

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.

In this study I have explored the profession sales people and how they use social media. I have also studied their needs for further education and how it can be addressed in social media, in order to learn how a B2B-company that educates in sales training can meet sales people in social media. It?s an empirical study based on individual interviews with a semi-structured interview template. Respondents were of mixed age, both men and women.

De tillverkar våra favoritviner. Mer mat på bordet och makt att bestämma över sina egna liv. Det önskar arbetare som gör Sveriges mest sålda viner. För första gången inför Systembolaget en uppförandekod bland sina leverantörer men den missar det viktigaste: kräva en lön som arbetarna kan leva på..

The current legislation on marketing of tobacco products creates problems for Swedish Match, and obstruct its marketing communications. The purpose of this paper is to investigate Swedish Match's marketing strategy of product category snuff, through a special exposure. In store placement has a great affects on customer buying behavior and studies have shown that 70-80 percent of all purchasing decisions are made in the store, which in turn provides great opportunity for retailers to use their marketing tools for influencing customer buying decisions.Our thesis study is to test a double exposure of snuff with the help of three special exposure. These three special exposures are fridge, fridge with a sign and sign. The purpose of the study is to test which of these three special exposures that have the greatest impact on sales.

In today's globalized world it is essential to achieve goal congruence within a multinational corporation despite the distances between the headquarters and subsidiaries. A case study has been performed to examine how control of sales units within a Swedish multinational corporation is achieved. Otley's framework has been used in the study to provide an overall picture of the control system where the analysis is based on five areas: key objectives and goal evaluation, strategies and plans, target setting process, incentives and motivation as well as information flows. To complement this framework, theories of convergence and divergence by Busco et al. have been used as well as theories of hierarchical control and self-control by Holmström.

Aim: The reason we made this report were to investigate what companies in Gävle implied was the most important factor for successful sales. The various questions to be answered are: 1. How important is the relationship in B2B? (Business to business) 2. Will VRM change the work with relationships within B2B? 3.

Today?s companies offer their products and services through multiple distribution channels in an increasing extent, in order to reach bigger markets and more customers. Multiple channels result in an increased risk for channel conflict.This essay is an exploratory and descriptive study with the purpose to explore some companies? channel conflicts on the basis of sales commission and price differences. A case study has been made at two different companies and the empirical material has been collected with qualitative interviews.We found more channel conflicts in the company that uses sales commissions than in the company that doesn?t.

This master thesis was made to describe how sales organisations are constructed in Sweden within an industry with almost every sales situation as a new task selling, and where almost every selling is over one million Skr. One of these industries is the homebuilding industry with companies that manufacturers prefabricated houses and semi-fixed manufactured homes in Sweden. The pre-studies where made by using the Internet, intervjues and theory studies to construct a conceptual framework. The sales organisation was conceptualized to be able to measure: salesman, sales leader, improved skills, communication, reported information, compensation and company targets. This conceptualisation and operationalisation lead to a survey that captured organisations within the homebuilding industry in Sweden.