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..

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.

Stjärnägg is a Sales organization operating on the Swedish eggmarket, owned by nine Swedish packing companies. Those nine packing companies are not just owners of the Sales organization, but at the same time competitors since they compete in the market when they do not sell the eggs through Stjärnägg.The purpose of this thesis is to evaluate the Sales organization from a supplier and owner perspective. To answer the purpose of this study, qualitative interviews have been conducted with the owners of the egg packers. This has been done in order to get as fair picture of the Sales organization as possible. From the answers of the interviews, a compilation has been made to be able to give Stjärnägg concrete proposals of improvements in the organization.

AbstractFor several years, the organic food Sales have increased, and more are choosing to buyorganic food of more diverse causes. Unfortunately the Sales have slowed down the past year,a lot depends on the Swedish economy has been in decline and it has led to more will checkone more time on the price. But even if the sale value has decreased, the amount of organicfood has increased, it is because many stores have their own organic brands and they can pushprices down.The internet has become a great help in our daily lives, we do most our business via theInternet. But now we are not just paying our bills through the Internet anymore, we shopclothes, movies, music and books too. E-commerce was become more serious last decade andhas grown every year that has passed.

AbstractFor several years, the organic food Sales have increased, and more are choosing to buyorganic food of more diverse causes. Unfortunately the Sales have slowed down the past year,a lot depends on the Swedish economy has been in decline and it has led to more will checkone more time on the price. But even if the sale value has decreased, the amount of organicfood has increased, it is because many stores have their own organic brands and they can pushprices down.The internet has become a great help in our daily lives, we do most our business via theInternet. But now we are not just paying our bills through the Internet anymore, we shopclothes, movies, music and books too. E-commerce was become more serious last decade andhas grown every year that has passed.

The retail industry is complex and when it comes to the in-store environment conventional marketing tools seldom find their way. The impacts of in-store atmospherics on customers and the psychological impact the store environment has on their decision-making are rather remarkable. An in-store atmospheric that often is used in order to affect customers is music, in fact it is one of the in-store elements that has been investigated more carefully. Nevertheless, in spite several studies on music and its impact as an in-store atmospheric on customers, it is not yet obvious what applies. To bring some clarity on the subject this study is aspiring to explain what applies when it comes to playing music in grocery stores.

This study examines retail atmospherics from a reality perspective. The topic "special exposure" has received research interest in the past but it has not been recognized as a critical consideration in the daily retail business. Too many retailers leave assortment decisions to thumb rules or trial and error. The highest aim of this study is in addressing that gap between theory and practice. To catch the attention of the customer is important in supermarkets because most grocery purchase decisions are made at the point of purchase.