Säljorganisationer

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. The results from this survey indicate that there where some factors that was the same in new task selling, as in other industries where there are re- buying patterns. One of these factors was that in correspondence with theory, companies have targets to gather their sales organisation around, in order to become more effective. However, there where also factors that indicate differences between theory and empirical in the homebuilding industry. One example would be the theory that states a mix between monthly salary and commission were most common to compensate the salesman, but the survey indicated that a pure commission where more frequently used.

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