Abstract Sales work is an occupation which constantly is available for people. Salespeople are always wanted, but only few of them can reach exquisite performance. For most people, selling is easy. However, it also brings the harshest challenge to human nature. Sales representatives could easily lose their resolution of achieving goals when they are encountered customers¡¦ endless problems and sales resistance. They always face tremendous achievement pressure, which could destroy their strong will in no time. In most people¡¦s impression, a professional sales manager has to be a person and a rich speaker. However, holding the same position, and having close observation toward numberless business chargers, I possess different opinion. A successful sales manager is usually prudent, self-disciplined, and achieves goals through effort of the whole team members. He learns humbly, and accumulates wisdom through his team group, as well as foster excellent ability, and great fortitude from failure experience. Thus, he becomes a top manager in his field. This paper discusses the resulted problems and their processing strategies when a sales manager confronts his customer. The author takes his past work experience as a sales manager in a British lubricant oil company as examples. Using the narrative analysis and participant observation method, this paper illustrates living challenges and work experiences on the managements of business and sales. Moreover, the great wisdom and excellent experience from above mentioned cases are respectively verified by the strategic problems solution models of Mckinsey and Company. Keywords: Qualitative Research¡BNarrative Analysis¡BParticipant Observation Method

Knowledge of plant roots is important for determining plant-soil relationships, managing soil effectively, studying nutrient and water extraction, and creating a soil quality index. Plant root research is limited by the large amount of time and labor required to wash the roots from the soil and measure the viable roots. A root measurement method based on image analysis was proposed to reduce the time and labor requirement. A thinning algorithm-based image analysis method was used to measure corn root length at the planar faces cut from a core sample. The roots were exposed by careful handling and contrasted from the soil by causing autofluorescence using long-wave ultraviolet light. The contrast-enhanced images were stored on the camcorder video tape and digitized by frame grabber. A binary root image was acquired from the digitized gray scale image by a thresholding operation. The binary root image was thinned until the roots were reduced to their basic structure. Root length was calculated from the number of pixels of the root's basic structure. This root length was divided by the removed soil volume of the profile of the core sample to estimate the root length density (RLD, cm root cm⁻³ soil). This estimated RLD was regressed on RLD, measured from washed roots in the same soil core sample, and a linear relationship (R² = 0.96) was obtained. This study indicated that the image analysis root measurement method can determine the length of corn root systems up to 2.5 times faster than by using the conventional method which incorporates a root washing procedure. / Ph. D.

This master thesis is dealing with the internal communication issue and the practical use of the theoretical knowledge in an analysis. The main aim of the thesis is to provide the analysis on a concrete corporation and to identify the main difficulties in the transmission of information. Theoretical part clarifies the elementary vocabulary and characterizes the communication in general. It identifies the aims, functions as well as the types of the internal communication as a part of the communication in an organization. There is the definition of effective communication and possible communication obstacles determined. The theoretical base is followed by practical part, where analysis on the specific company is provided. The two techniques were used for the purpose of analysis, the observation method and questionnaires, which complete information obtained from the first method used and confirm the results or otherwise.

Many small municipalities, in contrast to larger centers, struggle to offer natural social venues in their neighborhoods. As people choose larger cities for social gatherings, smaller city centers becoming depopulated and in turn they lose their necessary demand to sustain social meeting places. The purpose of this work is to see what small towns can do to make social spaces more attractive and vibrant and thereby encourage people to participated more in the public realm. This study will focus on Smedjebacken (Sweden) municipality's urban development and present proposals for measures that the municipality can take to become more socially sustainable from a planning perspective. The work is much based on Kevin Lynch and Jan Gehl's theories. Where Lynch's scientific strategies see the great perspective of how the city is built and Gehl's ideologies are at a more detailed level where the residents meetings in the city are the primary. A case study has been conducted to gather information about past and future strategies concerning Smedjebacken's city center, as well as documents, ideas and views of municipal official and knowledgeable persons through interviews. A Lynch-based observation analysis of central parts of the city was also used. The method is based on theories in Lynch’s The image of the city, Lynch argues that people see five critical elements in cities: paths, edges, districts, nodes and landmarks. This analysis was conducted during two days in Smedjebacken’s city center. The results show that Smedjebacken has several improvement points in order to increase the social sustainability in the city center. The city is divided into three major districts and has an incoherent character, which means that the few shops and social venues in the city are dispersed and do not benefit from one another as a result. In order to fuse the core of the city, recommendations based on Jan Gehl's theories are advanced. The key strategy recommended is to create social meetings that encourage residents to visit and participate in their community center. / Många mindre kommuner har idag svårt att bibehålla de naturliga sociala mötesplatserna i sina tätorter till följd av att större städer har mer att erbjuda. Att allt fler människor väljer större städer för olika sociala sammankomster leder ofta till att de mindre stadskärnorna blir folktomma och i sin tur försvinner den efterfrågan som behövs för att upprätthålla sociala mötesplatser. Syftet med det här arbetet är att se vad småkommuner kan göra för att uppmuntra sin befolkning att lämna hemmen och göra de sociala rummen mer attraktiva och levande. Arbetet kommer att ha fokus på Smedjebacken kommuns stadsutveckling och presentera förslag på åtgärder som kommunen kan vidta för att bli mer socialt hållbara ur ett planeringsperspektiv. Arbetet grundar sig mycket i Kevin Lynch och Jan Gehls teorier. Där Lynch vetenskapliga strategier ser det stora perspektivet av hur staden är uppbyggd och Gehls ideologier är på en mer detaljerad nivår där invånarnas möten inom staden är det primära. En fallstudie har genomförts för att samla in information om tidigare och framtida strategier för Smedjebackens stadskärna, även olika dokumentationer från kommunen har använts och insatta personer har intervjuats. En Lynchbaserad observationsmetod över de centrala områdena inom staden har tillämpats. Metoden grundar sig i Lynch teorier från boken The image of the city där Lynch hävdar att människor ser och upplever staden utifrån de fem kritiska elementen: stråk, gränser, distrikt, noder och landmärken. Analysen genomfördes under två dagar i centrala Smedjebacken. Resultatet visar att Smedjebacken har ett flertalet olika punkter som skulle kunna förbättras för att främja den sociala hållbarheten inom centrum. Staden är uppdelad i tre större distrikt och har en osammanhängande karaktär vilket leder till att de få affärerna och sociala mötesplatserna i staden är utspridda och inte gynnas av varandra till följd av det. För att knyta samman stadskärnan har stadsplaneraren Jan Gehls teorier applicerats där han menar att människor måste uppmuntras till sociala möten i staden för att vilja vistas där.

Geotechnical monitoring (GTM) is an essential part of the observation method. In the principle it is the measurement and monitoring of preselected magnitudes – their changing values in the course of the constructing process and their partial evaluation. On the measured values basis the correctness of designed structures and technological processes is verified, optionally new technical and organizational measures are adopted in order to guarantee the continuous and safe constructing course. The main goal of the dissertation is to analyze the current state of the problematics and evaluate the methods of GTM in underground structures with low overburden, including suggestions and recommendations for procedures. In the framework of knowledge, practical experience and data analysis, the basic types and procedures of monitoring elements of underground structures with low overburden will be defined.