Essays about: "Sales in Business-to-Business"

Showing result 1 - 5 of 46 essays containing the words Sales in Business-to-Business.

  1. 1. A sales person’s perspective : The perceived usefulness of digital solutions in B2B- selling

    University essay from Uppsala universitet/Företagsekonomiska institutionen

    Author : Mary-Ann Eriksson; Erik Rosqvist; [2023]
    Keywords : B2B-selling; perceived usefulness; usage of digital solutions; user acceptance;

    Abstract : The purpose of this paper is to enhance our understanding of how salespeople in B2B organizations perceive the usefulness of digital solutions in their work. The use of digital solutions continues to increase in business-to-business (B2B)-selling. READ MORE

  3. 2. Selling with Personality: The Role of Personal Branding in B2B Social Selling : An Exploratory Study of Personal Branding for B2B sales personnel.

    University essay from Jönköping University/Internationella Handelshögskolan

    Author : Linnea Mundorf; Ebba Friberg; Selina Johansson; [2023]
    Keywords : Personal Branding; Social Selling; Business-to-Business; B2B; Sales Personnel; LinkedIn; Corporate Branding;

    Abstract : This research aims to facilitate sales personnel and companies in understanding the interrelation of personal branding within sales and how it should be utilized effectively. Thus, the thesis explores how sales personnel develop and communicate their personal brand, and additionally how personal branding relates to social selling in a B2B context. READ MORE

  4. 3. Motivated to sell : What motivates women in leading sales positions in tech organizations

    University essay from Uppsala universitet/Företagsekonomiska institutionen

    Author : Sofia Livman; [2022]
    Keywords : Work motivation; hygiene-motivator theory; expectancy theory; intrinsic motivation; extrinsic motivation; tech industry; business to business sales; women in sales;

    Abstract : This thesis explores what motivates women in a leadership position, in a sales role and in the technology industry. The field lacks previous research on this specific subject. Using one need-based and one process-based work motivation theory, the study aims to identify and map motivational factors that are regarded by women. READ MORE

  5. 4. Digital Transformation of B2B Sales Organisations : A case study of a Swedish paper manufacturer

    University essay from KTH/Skolan för industriell teknik och management (ITM)

    Author : André Yang Melsom; Davina Maria Plum; [2022]
    Keywords : 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;

    Abstract : 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. READ MORE

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

    University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

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

    Abstract : 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. READ MORE