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Nya affärsmöjligheter genom bättre marknadskontroll

Hjertonsson, Oscar (2005) MIO920
Production Management
Abstract
The software company Företaget AB sells a strong portfolio of products and has
during the last years won important market shares in Sweden, which is comforting
also for the future as references are an important argument for sales of the product.
After years of organic and non-organic growth the company has grown into
becoming one of the big players in the market, even that an important sales
argument. At the Företaget sales department they are good at winning the sales
cases that they participate in. During the last years they have experienced a high
hit-rate considering the amount of competitors participating.
The problem with the Företaget sales that this thesis aims to investigate is the
lacking of routines and responsibilities... (More)
The software company Företaget AB sells a strong portfolio of products and has
during the last years won important market shares in Sweden, which is comforting
also for the future as references are an important argument for sales of the product.
After years of organic and non-organic growth the company has grown into
becoming one of the big players in the market, even that an important sales
argument. At the Företaget sales department they are good at winning the sales
cases that they participate in. During the last years they have experienced a high
hit-rate considering the amount of competitors participating.
The problem with the Företaget sales that this thesis aims to investigate is the
lacking of routines and responsibilities for long term marketing and sales, a
problem that may lead to fewer new costumers. How much Företaget has lost in
not working proactively towards the market is impossible to say, but it is fairly
easy to show, through simple maths, that more recourses for proactive sales is
highly benefiting. Polls, interviews and telephone activities conducted in this study
show that clients are willing to be approached by suppliers in a proactive manner.
To successfully change the prospecting-process will demand clear goals
communicated from the management and followed up by the leaders in the sales
and marketing department.
To change focus from reactive to proactive sales will not primarily generate
immediate results in the sales statistics, but in the long run it will give Företaget
greater strength in and knowledge of the Swedish market. But, as this study has
shown, there are also reasons to believe that proactive sales work also may create
instant results.
Through use of the gathered knowledge and created relations with non-costumers,
Företaget will be able to win more clients which is critical if they are to live up to
their vision of being the leading supplier of the product to people centric
organizations facing constant change. (Less)
Please use this url to cite or link to this publication:
author
Hjertonsson, Oscar
supervisor
organization
course
MIO920
year
type
M1 - University Diploma
subject
other publication id
05/5243
language
Swedish
id
2006360
date added to LUP
2011-06-29 15:14:23
date last changed
2011-06-29 15:14:23
@misc{2006360,
  abstract     = {{The software company Företaget AB sells a strong portfolio of products and has
during the last years won important market shares in Sweden, which is comforting
also for the future as references are an important argument for sales of the product.
After years of organic and non-organic growth the company has grown into
becoming one of the big players in the market, even that an important sales
argument. At the Företaget sales department they are good at winning the sales
cases that they participate in. During the last years they have experienced a high
hit-rate considering the amount of competitors participating.
The problem with the Företaget sales that this thesis aims to investigate is the
lacking of routines and responsibilities for long term marketing and sales, a
problem that may lead to fewer new costumers. How much Företaget has lost in
not working proactively towards the market is impossible to say, but it is fairly
easy to show, through simple maths, that more recourses for proactive sales is
highly benefiting. Polls, interviews and telephone activities conducted in this study
show that clients are willing to be approached by suppliers in a proactive manner.
To successfully change the prospecting-process will demand clear goals
communicated from the management and followed up by the leaders in the sales
and marketing department.
To change focus from reactive to proactive sales will not primarily generate
immediate results in the sales statistics, but in the long run it will give Företaget
greater strength in and knowledge of the Swedish market. But, as this study has
shown, there are also reasons to believe that proactive sales work also may create
instant results.
Through use of the gathered knowledge and created relations with non-costumers,
Företaget will be able to win more clients which is critical if they are to live up to
their vision of being the leading supplier of the product to people centric
organizations facing constant change.}},
  author       = {{Hjertonsson, Oscar}},
  language     = {{swe}},
  note         = {{Student Paper}},
  title        = {{Nya affärsmöjligheter genom bättre marknadskontroll}},
  year         = {{2005}},
}