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Sales organizations in the 21st century: a case study on Ericsson Radio Systems AB
2000 (English)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

This thesis focuses on sales organisations in terms of actors involved in the selling and their different functions, responsibilities and activities. Knowledge and skills needed for these actors to perform in their job assignment are also outlined. Finally the thesis covers how the actors within the selling team share information and knowledge internally and what kind of communication tools they rely on. After stating the purpose of our research, which are to gain a better understanding of how selling organisations reinvent themselves for the 21st century, a lot of literatures with theories and articles where studied as well as promotion magazines and papers from the company. From this literature review we limited our study to focus on the function of selling teams. Three research questions emerged, the first one concerns how the actors involved in the selling can be described. The second research question concerns knowledge and skills needed and the last research questions covers how the actors involved in the selling share knowledge and information internally. The study continues to conceptualise these research questions and a conceptual framework emerges. From this conceptual framework, data can be collected and a qualitative research approach is used for this. Two cases are presented and findings from these cases show both similarities and differences between the two teams. However in general the actors involved in the selling team are composed of members with different functions and responsibilities. The knowledge and skills needed are both technical and management skills. They also need skills in value based selling and knowledge concerning the industry and development on the external environment. Social competence is also of great importance. The selling team also used different communication tools to communicate such as e-mail, tele/ video conferences etc. Examensarbetet är confidentiellt.

Place, publisher, year, edition, pages
2000.
Keyword [en]
Technology, Marknadsföring, selling teams, sales organizations
Keyword [sv]
Teknik
Identifiers
URN: urn:nbn:se:ltu:diva-53927ISRN: LTU-EX--00/190--SELocal ID: ae8f7815-9329-4e05-aad5-ddfb284964aeOAI: oai:DiVA.org:ltu-53927DiVA: diva2:1027305
Subject / course
Student thesis, at least 30 credits
Educational program
Civil Engineering programmes 1997-2000, master's level
Examiners
Note
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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CiteExportLink to record
Permanent link

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Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf