Essays about: "Ulla Göransson"

Found 1 essay containing the words Ulla Göransson.

  1. 1. Standardisation of the Selling Process in Franchising : A Take on Sales Funnel Management

    University essay from Högskolan Dalarna/Företagsekonomi

    Author : Björn Arpi Ekblom; Ulla Göransson; [2016]
    Keywords : Standardisation. Selling Process. Sales Performance. Sales Funnel Management. Performance; Indicators. Conversions. Quantitative Research. Logistic Regression;

    Abstract : This paper addresses the two opposing extremes of standardisation in franchising and the dynamics of sales in search of a juncture point in order to reduce franchisees’ uncertainties in sales and improve sales performance. A conceptual framework is developed based on both theory and practice in order to investigate the sales process of a specific franchise network. READ MORE