From this page you can:
Home |
Search results
3 result(s) search for keyword(s) 'Selling'
Add the result to your basket Refine your search Apply to external sources Make a suggestion
Fundamentals of selling / Futrell, Charles / Boston : McGraw-Hill Irwin - c2010
Title : Fundamentals of selling : customers for life through service Material Type: printed text Authors: Futrell, Charles Publisher: Boston : McGraw-Hill Irwin Publication Date: c2010 Pagination: xxxiv, 652 p. Layout: col. ill. Size: 26 cm ISBN (or other code): 9780071220804 Languages : English (eng) Keywords: Selling Record link: http://libsearch.siu.ac.th/siu/opac_css/index.php?lvl=notice_display&id=18580 Fundamentals of selling : customers for life through service [printed text] / Futrell, Charles . - Boston : McGraw-Hill Irwin, c2010 . - xxxiv, 652 p. : col. ill. ; 26 cm.
ISBN : 9780071220804
Languages : English (eng)
Keywords: Selling Record link: http://libsearch.siu.ac.th/siu/opac_css/index.php?lvl=notice_display&id=18580 SIU IS. Impact of Salesperson Behavior on Customer Equity: A Case of Bhatbhateni Supermarket / Santosh Kunwar / Bangkok: Shinawatra University - 2016
Collection Title: SIU IS Title : Impact of Salesperson Behavior on Customer Equity: A Case of Bhatbhateni Supermarket Material Type: printed text Authors: Santosh Kunwar, Author ; Chanchai Bunchapattanasakda, Associated Name ; Pravat Uprety, Associated Name Publisher: Bangkok: Shinawatra University Publication Date: 2016 Pagination: ix, 64 p. Layout: ill, Tables Size: 30 cm. Price: 500.00 General note: SIU IS: SOM-MBA-2016-N22
IS [MS. [MBA]] -- Shinawatra University, 2016Languages : English (eng) Descriptors: [LCSH]Behavior
[LCSH]Selling -- Case studiesKeywords: Adaptive Selling,
Customer Orientation,
Selling Orientation,
Customer Equity,
Brand Equity,
Value Equity,
Relational EquityAbstract: Customer equity is increasingly being considered as a market-based asset that can improve financial performance and market valuation of firms. There has been a trend within organizations to design internal processes which can facilitate maximal achievement of customer equity. From a managerial perspective, it is important to know how such processes come together to influence equity perceptions of the firm’s customers. This dissertation examines the role of different types of salesperson behaviors on building and managing customer equity drivers. It is proposed that customers develop positive attitudes towards different value drivers through developed trust by different salesperson behaviors. Specifically, it is hypothesized that customer behavior affects customers’ perceptions of brand value, product value and relationship value; the customer behavior in turn is affected by different salesperson behaviors, namely, adaptive selling, customer oriented, selling oriented and un/ethical behaviors. Thus, this dissertation integrates selling behaviors literature with customer equity literature.
This dissertation builds on past literature and proposes a conceptual model using three independent variable i.e. adaptive selling, customer orientation, selling behavior and ethical behavior and with one dependent variable customer equity. Descriptive research design is used for investigating the role of salesperson as a mediator in the relationships between selling behaviors and customer equity drivers. The research design uses a dyadic sampling design where data for independent variables and dependent variables are collected from the customers of Bhatbhateni Supermarket.
The results support the meditational role of salesperson in the relationship between selling behaviors and customer equity drivers. They also support the hypothesis that different selling behaviors have different effects on customer equity drivers. This research provides significant theoretical and managerial implications. It provides the existing body of literature with a different perspective on customer equity management. Managerially, it provides newer insights to sales managers of the effects of relational selling behaviors.Curricular : BBA/MBA Record link: http://libsearch.siu.ac.th/siu/opac_css/index.php?lvl=notice_display&id=26940 SIU IS. Impact of Salesperson Behavior on Customer Equity: A Case of Bhatbhateni Supermarket [printed text] / Santosh Kunwar, Author ; Chanchai Bunchapattanasakda, Associated Name ; Pravat Uprety, Associated Name . - [S.l.] : Bangkok: Shinawatra University, 2016 . - ix, 64 p. : ill, Tables ; 30 cm.
500.00
SIU IS: SOM-MBA-2016-N22
IS [MS. [MBA]] -- Shinawatra University, 2016
Languages : English (eng)
Descriptors: [LCSH]Behavior
[LCSH]Selling -- Case studiesKeywords: Adaptive Selling,
Customer Orientation,
Selling Orientation,
Customer Equity,
Brand Equity,
Value Equity,
Relational EquityAbstract: Customer equity is increasingly being considered as a market-based asset that can improve financial performance and market valuation of firms. There has been a trend within organizations to design internal processes which can facilitate maximal achievement of customer equity. From a managerial perspective, it is important to know how such processes come together to influence equity perceptions of the firm’s customers. This dissertation examines the role of different types of salesperson behaviors on building and managing customer equity drivers. It is proposed that customers develop positive attitudes towards different value drivers through developed trust by different salesperson behaviors. Specifically, it is hypothesized that customer behavior affects customers’ perceptions of brand value, product value and relationship value; the customer behavior in turn is affected by different salesperson behaviors, namely, adaptive selling, customer oriented, selling oriented and un/ethical behaviors. Thus, this dissertation integrates selling behaviors literature with customer equity literature.
This dissertation builds on past literature and proposes a conceptual model using three independent variable i.e. adaptive selling, customer orientation, selling behavior and ethical behavior and with one dependent variable customer equity. Descriptive research design is used for investigating the role of salesperson as a mediator in the relationships between selling behaviors and customer equity drivers. The research design uses a dyadic sampling design where data for independent variables and dependent variables are collected from the customers of Bhatbhateni Supermarket.
The results support the meditational role of salesperson in the relationship between selling behaviors and customer equity drivers. They also support the hypothesis that different selling behaviors have different effects on customer equity drivers. This research provides significant theoretical and managerial implications. It provides the existing body of literature with a different perspective on customer equity management. Managerially, it provides newer insights to sales managers of the effects of relational selling behaviors.Curricular : BBA/MBA Record link: http://libsearch.siu.ac.th/siu/opac_css/index.php?lvl=notice_display&id=26940 Hold
Place a hold on this item
Copies
Barcode Call number Media type Location Section Status 32002000594224 SIU IS: SOM-MBA-2016-N22 c.1 SIU Independent Study Graduate Library Thesis Corner Available SIU IS. Quality Management in Service Industry Mobile Phone Selling Service Standard in Mandalay at Mobile Mother Retail Shop / Thet Pai Phyo / Bangkok: Shinawatra University - 2017
Collection Title: SIU IS Title : Quality Management in Service Industry Mobile Phone Selling Service Standard in Mandalay at Mobile Mother Retail Shop Material Type: printed text Authors: Thet Pai Phyo, Author ; Ousanee Sawagvudcharee, Associated Name ; Chanchai Bunchapattanasakda, Associated Name Publisher: Bangkok: Shinawatra University Publication Date: 2017 Pagination: v, 32 p. Layout: Tables Size: 30 cm. Price: 500.00 General note: SIU IS: SOM-MBA-2017-M11
IS [MS. [MBA]] -- Shinawatra University, 2017Languages : English (eng) Descriptors: [LCSH]Mobiles
[LCSH]Total quality managementKeywords: TQM, total quality management, Selling service standard Abstract: Total Quality Management has become a major area of attention to practitioners, managers and business owners due to its strong impact on business performance, customer satisfaction and profitability of smartphone industry in Mandalay. In the light of this, an attempt has been made to study and understand the theory and concept of TQM, its benefits as well as various facets of service components and its classification. This study also explores the literature on the implementation of TQM in selected service smartphone industries in Mandalay. The finding of this study provides a rich contribution towards TQM theory, its role in service sector, as well as presents the different components of services. This paper can help business managers and quality practitioners in better understanding TQM, service systems concept as well as TQM implementation in service sector.
As our research process unfolded, we uncovered a wide variation in revenues and profits from selling service standard offerings. I’d like to know about that to all SME in Myanmar.
Selling services standard require longer sales cycles, and the sales process is often more complex and strategic, meaning that decisions are made high up in the customer’s hierarchy. Most of the successful companies we studied made some kind of distinction between product and service salespeople.
Companies can ensure that their service initiatives are not just opportunistic ideas developed by individual business units but part of a strategy to capture best practices and roll them out across the organization.
Selling services standard requires that companies develop tools to document and communicate the value those services create for customers. Explain to customers how much they can save by using the company’s services in smartphone industry.Curricular : BBA/MBA Record link: http://libsearch.siu.ac.th/siu/opac_css/index.php?lvl=notice_display&id=27630 SIU IS. Quality Management in Service Industry Mobile Phone Selling Service Standard in Mandalay at Mobile Mother Retail Shop [printed text] / Thet Pai Phyo, Author ; Ousanee Sawagvudcharee, Associated Name ; Chanchai Bunchapattanasakda, Associated Name . - [S.l.] : Bangkok: Shinawatra University, 2017 . - v, 32 p. : Tables ; 30 cm.
500.00
SIU IS: SOM-MBA-2017-M11
IS [MS. [MBA]] -- Shinawatra University, 2017
Languages : English (eng)
Descriptors: [LCSH]Mobiles
[LCSH]Total quality managementKeywords: TQM, total quality management, Selling service standard Abstract: Total Quality Management has become a major area of attention to practitioners, managers and business owners due to its strong impact on business performance, customer satisfaction and profitability of smartphone industry in Mandalay. In the light of this, an attempt has been made to study and understand the theory and concept of TQM, its benefits as well as various facets of service components and its classification. This study also explores the literature on the implementation of TQM in selected service smartphone industries in Mandalay. The finding of this study provides a rich contribution towards TQM theory, its role in service sector, as well as presents the different components of services. This paper can help business managers and quality practitioners in better understanding TQM, service systems concept as well as TQM implementation in service sector.
As our research process unfolded, we uncovered a wide variation in revenues and profits from selling service standard offerings. I’d like to know about that to all SME in Myanmar.
Selling services standard require longer sales cycles, and the sales process is often more complex and strategic, meaning that decisions are made high up in the customer’s hierarchy. Most of the successful companies we studied made some kind of distinction between product and service salespeople.
Companies can ensure that their service initiatives are not just opportunistic ideas developed by individual business units but part of a strategy to capture best practices and roll them out across the organization.
Selling services standard requires that companies develop tools to document and communicate the value those services create for customers. Explain to customers how much they can save by using the company’s services in smartphone industry.Curricular : BBA/MBA Record link: http://libsearch.siu.ac.th/siu/opac_css/index.php?lvl=notice_display&id=27630 Hold
Place a hold on this item
Copies
Barcode Call number Media type Location Section Status 32002000597011 SIU IS: SOM-MBA-2017-M11 SIU Independent Study Graduate Library Thesis Corner Available