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.

Purpose: The purpose of this study is to investigate possible links between Short selling and the stock market movements using econometric test models. Methodology: A quantitative study carried out on the time series stock lending and OMX Stockholm 30 index. Information is gathered through qualitative interviews with specialists in the field of stock lending, and studies of relevant newspaper articles and reports. Theoretical approach: The theoretical frame of reference is a further consideration of supply and demand theory. The empirical study is implemented by the simple linear regression model and a vector autoregressive model (VAR).

The modern beauty market is concentrated with intense competition where cosmetic brands fight to stay on top. A popular method in order to gain sales and increase margins is to influence existing customers to buy more with the use of suggestive selling. The purpose of this paper, was to further examine the different effects of suggestive selling with the use of complementary versus non- complementary goods in the form of customer satisfaction, customer view of the service encounter, as well as success in sales. In addition, the influence of the customer's purchase amount on the tendency to buy an extra product in a suggestive selling situation was examined. The study was conducted through the use of a field experiment with the support of surveys in 'The Body Shop'.

I denna uppsats har en studie genomförts med målet att ur ett företagsekonomiskt perspektiv beskriva och sedan analysera hur mindre optikerföretag styrs mot value added selling filosofin. Studien har genomförts med en abduktiv ansats och med en kvalitativ metod. Empiriskt material har samlats in via semi-strukturerade intervjuer med Hagelin & Co, Björkegrens Optik AB, Optiker Tottie och Specsavers.Vi författare har kommit fram till att value added selling filosofin finns mer eller mindre implementerat de flesta mindre företag i någon form av norm eller företagskultur. Det är också företagskulturen vi författare identifierar som det viktigaste styrmedlet för value-added selling.  I optikerbranschen som vi studerat är detta speciellt intressant av den anledningen att respondenterna visat flera tecken på hur value added selling filosofin fungerar, vilket vi författare anser gör studien relevant för mindre företag i allmänhet som verkar på en konkurrensintensiv marknad..

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..

Epiphany is a significant feature for a certain kind of short stories. In this essay Anna Westberg studies its importance for her short story writings in comparison to Alice Munro, one of the short story most prominent authors. The analysis is supported by a brief overview of the history of the short story and its development..

Epiphany is a significant feature for a certain kind of short stories. In this essay Anna Westberg studies its importance for her short story writings in comparison to Alice Munro, one of the short story most prominent authors. The analysis is supported by a brief overview of the history of the short story and its development..

The purpose of this thesis was to examine how the build-up of customer relations can be characterized at the end of the industrial selling process and how companies engage their cross-functional selling teams into this relationship building effort. Through a case study of Omega, a multinational company engaged in the selling of products of an industrial character, it was revealed that the build-up and maintaining of the customer relationship is of acute importance, as it presents the company with a window of opportunities. Through its relationship with the customer the company can be able to sell other products, which are related to the original purchase made by the customer. For the company?s competitors the established relationship might also serve as a barrier when attempting to enter the market or increase market share.

Cross-selling är en strategi som de senaste åren har fått stort fokus inom finansbranschen. Strategin går ut på att öka försäljning till existerande kunder genom att introducera dem till produkter eller tjänster som andra avdelningar inom företaget erbjuder, oavsett den egna specialistrollen. Nyttan med cross-selling är obestridd, men i praktiken har det visat sig svårt att tillämpa cross-selling. De hinder som föreligger kan i förlängningen härledas till ett problem att få de anställda motiverade att verkställa strategin. Motivationen hos de anställda kan påverkas genom styrning från företagsledningen.

The purpose of the study is to examine how retailing trough brand owned outlet stores effectsthe fashion brand. The problem that the essay is aimed to solve is how the fashion brand isinfluenced by selling through outlets and what opportunities and risks it has on the brand. Thestudy has been carried out by qualitative methods using interviews to answer the questionformulation. Three empirical perspectives have been chosen; an expert-, business- andconsumer perspective which have been linked up with three applicable theories. The fashionbrand Acne and its two stores; the flagship store and the outlet store have been chosen as acase study.

Epiphany is a significant feature for a certain kind of short stories. In this essay Anna Westberg studies its importance for her short story writings in comparison to Alice Munro, one of the short story most prominent authors. The analysis is supported by a brief overview of the history of the short story and its development..

Short-term-fostercare has a huge burden of work, hence they get harder and harder cases since placements in institutions decreases and short-term-forstercare increases. We wanted to study short-term-fosterparents experiences of their work, since they makes an important effort. The aim of the study was to describe the teamwork with them and the groups: the social care, the children/youth and the biological patents, from a short-term-fosterparent perspective. We´ve also been interviewing two fostercare-secretaries, hence we wanted to get an insight in the organization of short-term-fostercare. The study is a qualitative attempt and we´ve done six interviews with short-term-parents.

In this work a study has been performed to show the different kinds of insulated balcony connections exists on the market. In the work there is also a short description of thermal bridges concerning balconies. A description of older solutions for balcony connections is given as well as a calculation of the difference in energy costs for a insulated balcony connection compared to the standard connection. The work includes a short description of the different products. After that there is a short information about their insulation properties, durability, acoustic performance, assembly, computer programme and a short analyses for each product..

This project is made to see at which time at the year it?s best to sell an apartment inside the tolls in Stockholm city. The two types of apartments that are compared are one room and four rooms.The comparison is made at the request of Valuegard since they were interested in the result and it?s considered as a interesting comparison.This comparison can be extended to other amounts of rooms in an apartment. But in this project, only two types will be represented.The result can be used both for those who wants to sell and buy an apartment.

AimThe purpose of this study is to analyze factors that affect the price on tenant-owner apartments in the central parts of Uppsala. Special attention is put on analyzing how the monthly fee and the location affect the price. The hypotheses are that the monthly fee and the distance to the central part of the city have a negative effect on the price. A number of additional price affecting factors was taken in consideration during this study.MethodThis study is mainly based on data supplied to us by Mäklarstatistik. The supplied data consists of information about tenant-owner apartment sales in Uppsala during a year under 2008 and 2009.