Browsing by Subject "Sales management"
Now showing items 1-7 of 7
-
Developing marketing channel partner loyalty as a tool for building long term competitive advantage, with specific reference to the insurance industry
(Brunel University, 1996)Marketing channels are the less glamorous and poorer ‘cousins’ of the marketing mix. However in competitive markets with growing product commoditisation marketing channels are increasingly seen as effective differentiators. ... -
The effectiveness of sales people on customer loyalty : a quantitative research into the Irish printing industry
(Dublin Business School, 2014)Relationship selling is not a new concept and has been written about by many authors however it is very rarely industry specific and little is known about the effect modern relationship managers have over customer’s loyalty ... -
Has regulation in the pharmaceutical Industry in Ireland affected pharmaceutical sales executive’s ability to build and maintain relationships with customers (hospital doctors working in Beaumont and the Mater teaching hospitals?)
(Dublin Business School, 2013)The aim of this paper is to identify and analyse the current regulation issues facing the Irish Pharmaceutical Industry and the resulting effect on relationship building with the medical profession in Dublin teaching ... -
How to manage the multicultural sales teams in interdependent environment to get competitive advantage?
(Dublin Business School, 2010)Over the last decade, organisations have started to change the way they do business. Every day more and more companies are trying to cover different markets and establish their brand globally. In the current business ... -
An investigation of the influence of customer perceived-value, company brand equity and loyalty/rewards programs of OEM (original equipment manufacturer) inkject supplies on consumer buying behaviour to promote purchasing of OEM supplies
(Dublin Business School, 2012)The printer supplies industry has adopted the practice of cell phone and razor blade sellers: Charge low prices for initial equipment, then make money from ongoing fees for additional needed components. Vendors sell consumer ... -
Managing service promises in an organisation : a study of communication gap between the salespersons and customers in relation to sales of BMW cars in the context of Bird Automotive
(Dublin Business School, 2009)The purpose of this study was to find out the reason behind the declined sales of BMW cars in context to Bird Automotive. The secondary and primary research methods were adopted to carry out the research. The secondary ... -
Strategic application of eCRM in today's business world
(Dublin Business School, 2003)In the last few years there has been a change from a product-oriented to a customer-oriented strategy. The philosophy, which is the basis for this new orientation is called Customer Relationship Management. Especially in ...