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Sales on industrial markets: a study on how a company can develop their sales organisation
2002 (English)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

The industrial market have faced major environmental changes the last decades. Companies have become larger, more internationalised and more professional. This put new demands on the sales organisation. This thesis handles how selling companies have to meet the market in the future. Companies may need to find new way of meeting customers, and the sales persons within the company have to use different strategies in order to be successful. By performing a benchmarking on six Swedish companies, active on the industrial market, this thesis gives recommendations for how a company can develop sales in order to stay competitive. The interviews performed shows that companies today are focusing on their knowledge to solve problem for their customer. Traditionally, the companies products have made this task, but today, services and partnerships are other ways to develop the businesses. In order to do this higher demands will be put on the sales management, sales persons and the development of differentiated customers strategies. Further, it is showed that companies must work towards entanglement, creating closed systems that makes it hard for customers to change suppliers. Sales persons must be more team- oriented, working after a company strategy rather then their own. The technical demand on the sales person is needed to be high, competence to see customer problems and to solve them with products and services are necessary. It is also showed the importance to work structured with the customers and how CRM-programs (Customer Relationship Management) enables activities for companies active on the industrial market.

Place, publisher, year, edition, pages
Keyword [en]
Technology, sales, selling, salesforce, salesperson, salesorganisation, management, value, relationships, coaching
Keyword [sv]
URN: urn:nbn:se:ltu:diva-52009ISRN: LTU-EX--02/071--SELocal ID: 92a97066-14f3-4a47-86e6-7ca0f91ba328OAI: diva2:1025375
Subject / course
Student thesis, at least 30 credits
Educational program
Mechanical Engineering, master's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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