Sökning: "B2B Sales"

Visar resultat 11 - 15 av 105 uppsatser innehållade orden B2B Sales.

  1. 11. The benefits and challenges in the B2B sales process derived from digitalization : And the augmentation of the hybrid work model

    Kandidat-uppsats, Linnéuniversitetet/Institutionen för marknadsföring (MF)

    Författare :Sara Arrach; Oliver Varchi Tegelöf; [2022]
    Nyckelord :B2B Sales process; Hybrid Work Model; Digitalization; Digital Tools; Virtual meetings; Remote work;

    Sammanfattning : Sales is one of the oldest professions and is still a vital part of any business. It keeps evolving because of digitalization and from the impact of covid-19. The covid-19 outbreak has had tremendous influence on multiple levels in organizations and for business all over the world. Consequently, there is also an opportunity in a crisis. LÄS MER

  3. 12. Digital Transformation of B2B Sales Organisations : A case study of a Swedish paper manufacturer

    Master-uppsats, KTH/Skolan för industriell teknik och management (ITM)

    Författare :André Yang Melsom; Davina Maria Plum; [2022]
    Nyckelord :Business-to-business; Sales; Digitalisation; Digital Transformation; Paper Industry; Case Study; Framework; and Strategy; Business-to-business; Försäljning; Digitalisering; Digital Omvandling; Pappersindustri; Fallstudie; Ramverk; och Strategi;

    Sammanfattning : With the introduction of a fourth industrial revolution, new technologies are changing the behaviour of buyers in all markets. Coupled with an acceleration caused by the COVID-19 pandemic, manufacturers are now more than ever facing a pressure to digitally transform. LÄS MER

  4. 13. A model for predicting the win propensity of new B2B opportunities across multiple companies

    Master-uppsats, KTH/Skolan för elektroteknik och datavetenskap (EECS)

    Författare :Simon Persson; [2022]
    Nyckelord :CRM; B2B; Win propensity prediction; Sales; Supervised Learning; Machine Learning; CRM; B2B; Förutsägelse av affärsmöjligheter; Försäljning; Väglett lärande; Maskininlärning;

    Sammanfattning : For a sales representative, a complex part of their work is determining the outcome of a potential deal with a customer. Most (if not all) processes today are based on guesses and gut feelings, making it hard to track progress. LÄS MER

  5. 14. "The show must go on" : A Qualitative Study on How to Build Trust in International Business-to-Business Relationships During Covid-19

    Kandidat-uppsats, Linnéuniversitetet/Institutionen för marknadsföring (MF)

    Författare :Linn Lundqvist; Moa Strandberg; Tyra Ljungman; [2022]
    Nyckelord :Business-to-Business Relationships; B2B; Trust; Trust Building; Covid-19; Crisis; High-End Selling; High-Quality Products;

    Sammanfattning : The conditions in the international business market changed rapidly andunexpectedly when Covid-19 evolved into a pandemic in March of 2020. As a result of this, businesses had to adapt their operations to the new circumstances. The new circumstances implied, among other things, not being able to meet B2B customers in person. LÄS MER

  7. 15. Conflicts or constructive collaboration?- A study investigating the coordination of the sales-marketing interface in a digital context

    Master-uppsats, Göteborgs universitet/Graduate School

    Författare :Gottfridsson Sara; Rehn Ylva; [2021-06-29]
    Nyckelord :Coordination; sales-marketing interface SMI ; digitalization; qualitative study; B2B;

    Sammanfattning : This study investigates how coordination is achieved between the functions sales and marketing in B2B organizations, and how increased digitalization affects the coordination between different functions. The paper uses a qualitative method, and data has been collected by conducting 29 semi-structured interviews with managers and employees from the sales and marketing departments within several B2B organizations operating in various industries. LÄS MER