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..

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.

Galna Glassen is a company that has a unique way of selling ice cream in Sweden. The idea is for the costumer to be able to compose their own favorite ice cream, partly by choosing the flavor of ice cream but also by picking the ingredients. The ingredients that can be chosen from are around twenty and can be everything from cookies to candy to berries. When the costumer has chosen their ice cream and ingredients they are mixed together on a cooled granite board.The company was very successful when it was founded in the summer of 2011 and decided to expand to other cities in Sweden. They also wanted to explore the profitability of a mobile Sales unit that is intended for festivals and events.The thesis is meant to develop Galna Glassen?s mobile Sales unit.

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.

The market-leading wage and PA-.system for the Swedish public sector Palasso is developed in Karlstad. In order to achieve the highest quality of code , the developing team behind Palasso has been conducting extensive testing. Testing is done to ensure that the software does what it should do. However, the testing has been done at a high level. In order to continue to evolve, the group that develops Palasso has started to look at the new development methods that have become popular in the computer industry in recent years.

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.

On some occasions it may be inappropriate with a cameraman behind the camera. In somecases there is no cameraman available or it is a smaller event, like a family celebration, to befilmed. It can also be difficult for a cameraman to shoot from certain angles. One solution forthis kind of situations can be to remotely control the camera movements. There are thosekinds of solutions on the market today but they either address professional filmmakers or thefunctionality is limited, for example by the absence of wireless remote control.This project aims to develop a solution to the problem with absence of wireless remote controland also a solution with more flexibility and less complexity than today?s solutions.

 Our study aims at investigating the unit manager?s, within LSS, perceiveddiscretion, when people with Down´s syndrome develop Alzheimer?s disease. We wanted to know what they perceive as limiting factors or facilitators in order to meet changing and/or emerging needs, as well as how they interpret their discretion in relation to this. We have conducted semi-structured qualitative interviews with five unit mangers within LSS.When analyzing the interview material, we have used a theoretical approach from a street-level bureaucracy and from the unit managers? perceiveddiscretion point of view.Our study?s result demonstrate that the unit managers are experiencing a wide discretion and do not feel a need to widen their identifieddiscretion..

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.

The task in this master thesis was to design and construct a prototype of a satellite antenna driver unit. The unit is to be robust and work in cold weather down to -40°C, so that it can be mounted on the roof of a minibus. A microcontroller controls the H-bridges simultaneous, each connected to an electrical motor. Hardware and software protections were implemented to ensure that the antenna can not turn outside its allowed area and risk breaking. The unit can output voltages at many different levels and communicate at a multitude of signal standards..

The purpose of this study has been to examine the unit manager?s perspective on making Lex Sarah-notifications. The study has been carries out by six semi structured interviews with persons in leading positions of the elderly from three different municipalities. They were asked about different circumstances that affects the problems with Lex Sarah. The results indicates that the unit manager?s act on elder abuse from the complex mechanisms that exist within the organization.

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.

 Pain is common among women undergoing first trimester surgical abortions. At the postoperative unit, department of gynaecology, University Hospital, Uppsala, the goal is that 80 % of the women should rate pain as £ 3 on a numeric rating scale (NRS), when leaving the unit.The aim of the study was to investigate how rating was performed at the unit and to investigate patient?s perceptions of pain after having undergone first trimester surgical abortion.20 patients (74%) participated in the study. Ninety percent of the patients rated their pain as NRS £ 3 when leaving the unit. Seven patients (35 %) rated their pain as NRS > 3 directly after operation, and 2 (10 %) patients NRS > 3 when leaving the unit.