Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
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Showing 1 to 13 of 13 for “"Sales process"”.
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Optimization and standardization of the sales process in a service sector company through lean tools
… of the causes of customer dissatisfaction in the sales process. Therefore, the research focuses on the optimization of lead times, as they are usually very high in small companies (SMEs) and with non-standardized and therefore inefficient processes. Methods: A model is proposed that delineates a …
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THE EVOLUTION OF SALES: ASSESSING THE INTEGRATION OF SOCIAL SELLING INTO PROFESSIONAL SALES AND THE SALES CYCLE
… a key part in the progression of professional sales careers, and have aided in the building of client relationships as well as achieving overall sales success. As one of the strategies often used within the professional sales role, social selling, the leveraging of technology platforms like …
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What future physicians want : a comparative analysis of the perception of medical students and pharmaceutical industry executives regarding the future of pharmaceutical sales
… in the US are facing a commercial crisis - their sales structure collectively consisting of more than 100,000 pharmaceutical sales representatives, originally setup to launch blockbusters, is suffering as a result of shrinking pipelines and low NME approvals. Although sales and marketing …
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A comparison of methods for modelling rates of withdrawal from insurance contracts
… factors related to, inter alia, the sales process, characteristics of the insurance contract, characteristics of the contract holder, and economic variables. Existing methods used to model and predict withdrawal rates are initially reviewed. Two additional methods which have been …
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Mejora de procesos en la planificación y ejecución de servicios de mantenimiento del sistema eléctrico
… after the implementation of improvements in the sales, planning and execution processes of electrical maintenance services based on the use of engineering tools for continuous improvement. The results obtained at the end of the study show an average increase of 5.1% obtained on the profitability …
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REDEFINING THE SALES CALL
<p>The sales process is undergoing a revolution as a result of social media and related technological advancements. Although each step of the sales process is being affected, the most drastically altered step is likely the sales call. The purpose of this research is to examine the impact the type …
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Essays in Revenue Management and Dynamic Pricing
… management department of Amtrak provides the sales data of Auto Train, a service of Amtrak that allows passengers to bring their vehicles on the train. I analyze the demand structure from sales data and build a mathematical model to describe the sales process for Auto Train. I further develop …
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Dynamics of sales compensation systems for complex sales in the semiconductor industry
… incentivization and compensation of companies' sales forces. While the state of the practice in the industry is to pay commissions on sales made, research indicates that the semiconductor sales process may be more effective without commissions. This thesis uses System Dynamics modeling and …
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Canvassed and Delivered: Direct Selling at Keystone View Company, 1898-1910
… photograph industry: the business and sales practices employed by American stereograph publishers at the dawn of the twentieth century, as exemplified by Keystone View Company. Stereographic sales practices are an essential element in understanding stereoscopy’s ubiquity and place in …
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Analysis of marketing strategies and advanced retail sales processes to improve Company A’s position in the segment
In recent years across the United States, product sales have seen a downward trend when compared to the robust sales figures posted around the 2010 time period across the major players in the product manufacturing space. Due to depressed commodity prices, large product sales have caused a lot of …
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Listening In : developing a virtual engineer for the online identification of Unmet customer needs
… search and decision making portions of the sales process. Consumers are online actively searching, researching, selecting, and purchasing products. The most direct output of this process is the end product selection, but many opportunities present themselves for the improvement of market …
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Improving sales and operations planning in an engineer-to-order environment
… approach is taken at analyzing and improving Sales and Operations Planning in a project based, engineer-to-order product line. Variability of product and components configurations and long lead times of the sales process and of material procurement during project execution place additional …
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Integrated size and price optimization for a fashion retailer
… articles replenishment is not possible. The sales success of a product is a priori unknown. Historical sales data can only be used on a higher aggregation level, e.g., the average historical demand on the commodity group level. Demand estimation is therefore very vague. Under- and …