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 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.

The aim of this study was to examine if it was possible to improve fitness and strength in young ice hockey players with help of a training programme based on functional training and aerobic training. The training programme was performed on Halmstad Hockey U-16 team where 17 boys participated in the study. We performed the training in a period of sex weeks with three training occasions each week. These consisted of two functional training sessions and one fitness session. In the beginning we emphasized the importance of a correct performance and technique.

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 aim of this study was to evaluate whether gallop training, rather than regular drive training, is worthwhile for trotters race performance. Another aim of the study was to expand the author?s riding- and driving capacity, and get more practical experience on the impact of interval training on trotters. The sample population in the study was two trotters, one Standardbred, and one cold-blood. Given the small sample population, the results of the study is only indicative on the effects of gallop training on trotters, and not conclusive.

The aim of this study was to evaluate whether gallop training, rather than regular drive training, is worthwhile for trotters race performance. Another aim of the study was to expand the author?s riding- and driving capacity, and get more practical experience on the impact of interval training on trotters. The sample population in the study was two trotters, one Standardbred, and one cold-blood. Given the small sample population, the results of the study is only indicative on the effects of gallop training on trotters, and not conclusive.

Instrumental conditioning, the use of reinforcement and punishment, is used when training horses and these procedures may have different consequences regarding animal welfare. The aim of this study was to investigate what kind of reinforcers that are used in training horses and when these reinforcers are used. This study has its focus on positive reinforcement and its advantages and disadvantages. Interviews of five A-level and B -level equestrian coaches about their training methods were conducted to complement the literature search and give a greater understanding to why certain methods are used or not in training horses. The results show that negative reinforcement seems to be the foundation of training horses whereas positive reinforcement is used but not to the same extent.

The purpose of this study was to survey the occurrence of and obstacles to team training inneonatal life support in Swedish hospitals and, accordingly, to compare university hospitalswith other hospitals. The study included all the managers in 37 pediatric wards whoparticipated in telephone interviews with the aid of a questionnaire. The results showed that81 % of the Swedish hospitals that have a paediatric ward train the staff in neonatal lifesupport. All of the university hospitals and 74 % of the other hospitals are running training insome form. The methods of training varied and so did the occurrence of training.

Background: Practical blood flow restriction (pBFR) combined with resistance training has been proven to facilitate muscle strength despite training at low intensity. However, research investigating the effects of long-term pBFR-training and its periodization with strength training (ST) at a higher intensity is lacking, as well as the effects of occlusion training on blood lactate levels (BLL) over time.Purpose: To compare the effects of 2 weeks of pBFR training followed by 2 weeks of ST (BFR-ST) with 2 weeks of ST followed by 2 weeks of pBFR training (ST-BFR) on anaerobic performace and BLL.Method: 5 adults (age 23 ± 2 years) with a minimum of 1 year of ST experience were recruited and randomized into BFR-ST (n=2) or ST-BFR (n=3). Anaerobic performance was measured using a 30-s Wingate-test and BLL samples were collected <1 and 5 minutes post-Wingate. Data and samples were collected before the intervention and after the 2 protocols.Results: No differences were seen between groups in anaerobic output or BLL after 4 weeks of training (p>0,1 for all values). A decrease in time to peak power (tPP) were seen in both groups with an advantage for BFR-ST (-37 ± 8 %) over ST-BFR (-27 ± 22 %).

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 aim of my thesis was to investigate in what grade teachers who work within special education make use any methods to train the working memory of their students to improve learning ability. I also wanted to examine the material used to train working memory and if any results were noticed. My choice of method was qualitative semi-structured interviews that were recorded during the interviews I conducted these in five different school with education for children with intellectual impairment. The result shows that the schools that are aware of recent research on working memory training had methods for training with their students. They could also see a result that shows that working memory can be improved with training.

The aim of this essay is to describe the historical development of the intercultural teacher training program at Södertörn University in Stockholm. I have also examined how the intercultural teacher training program was started, how and why it became intercultural and how the people in charge of the development of the teacher training program discussed intercultural science. The teacher training program has been an active part of Södertörn University since 1998, but it became intercultural in 2002. I have studied these questions through documents from the Södertörn University archives and literature by the funders of the education. The study shows that the university profile, ambitions and motives have been a key factor in the decision to make the teacher training program at Södertörn a multi-cultural one..

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.

AbstractElderly people are going to be a growing number in Europe. Between one third are going to be 60 years or older at 2025. For Sweden the situation is going to be similar. A reduced muscle function could lead to complications for the individual to perform daily tasks and will lead to a higher rate for falling and getting bone fractures. The positive sides are that for men and women there are a possibility for maintaining physical function and strength even in older years.