Univ., Diss.--Bonn, 2005. / Literaturverz. S. 119 - 175.

Thesis (doctoral)--Friedrich-Universität Halle-Wittenberg.

Thesis (Ph.D.)--Management, Georgia Institute of Technology, 2009. / Committee Co-Chair: Goutam Challagalla; Committee Co-Chair: Sundar Bharadwaj; Committee Member: Ajay Kohli; Committee Member: Alka Citrin; Committee Member: Koert van Ittersum

Thesis (Ph. D.)--Drexel University, 2004. / Includes abstract and vita. Includes bibliographical references (leaves 128-139).

M.Com. (Business Management) / Forecasting is an important function used in a wide range of business planning or decision-making situations. The purpose ofthis study was to build a sales forecasting model that would be practical and cost effective, from the various forecasting methods and techniques available. Various forecast models, methods and techniques are outlined in the initial part of this study by the author. The author has outlined some of the fundamentals and limitations that underline the preparations of forecasting models. It is not the purpose of this study to microscopically dissect each forecasting model, method or technique. Various forecasting options were assessed in a manner that could provide some relevance to the study, thus providing a general framework for the construction of the specific sales forecasting model. Appropriate data sources were described and analysed. The data was further tested using the author's chosen quantitative forecasting techniques. Results were interpreted, and included into the author's untested sales model. It is the author's opinion that the sales model is practical, cost effective and gives a general sales forecast.

No description available.

Konsumenter kan ofta anses vara i underläge i avtalssammanhang och behöver av den anledningen extra skydd. Idag blir många konsumenter uppringda i sina hem eller på sina mobiltelefoner av telefonförsäljare. Många konsumenter tycker att detta är jobbigt och provocerande. Konsumenten kan ofta vara upptagen eller distraherad av annat och det finns många gånger risk för att konsumenten omedvetet tackar ja till ett försäljningserbjudande. Konsumenten kan t.ex. slänga ur sig ett ja i förbifarten, utan att riktigt ha uppfattat vad avtalsvillkoren innebär. Det finns dessutom vissa grupper av konsumenter som kan vara extra utsatta vid avtalssammanhang, speciellt vid försäljning per telefon. Konsumentverket vill av dessa anledningar stärka konsumentskyddet genom att införa ett skriftlighetskrav på muntliga avtal per telefon. Skriftlighetskravet skulle innebära att konsumenten inte blir bunden av det muntliga avtalet förrän denne signerat ett skriftligt avtal i efterhand. Konsumentverket anser att detta skulle kunna öka konsumentens skydd och minska risken för att konsumenter ingår avtal som de egentligen inte menar att ingå.   Som framgått kan telefonförsäljning många gånger ställa till problem för konsumenten. I uppsatsen utreds huruvida det överhuvudtaget är nödvändigt med ökat konsumentskydd vid telefonförsäljning. En statlig utredning har bland annat framfört att införandet av ett skriftlighetskrav skulle kunna stärka konsumentskyddet. I utredningen framhålls det vidare att det finns andra brister i gällande konsumentskydd vid telefonförsäljning. Vi anser att det befintliga konsumentskyddet, med vissa förbättringar i de brister som finns i NIX-Telefon, utgör ett tillräckligt konsumentskydd vid telefonförsäljning.

Identifying new potential customers and developing opportunities until converted to sales is a critical function of a sales organization. In most industrial business contexts, opportunities are monitored within a sales pipeline or funnel, to track the status and progress from the initial stage until the sale is completed, often using sales force automation tools, such as customer relationship management (CRM) systems to manage the process. While much is written about the adoption, usage, and failures of CRM, little empirical research exists to fully examine the levers to improve the conversion performance of sales leads, particularly in a business-to-business (B2B) industrial context. The research based view (RBV) of the firm suggests that competitive advantage is gained from a company’s distinct resources, and that in technology and other fast-paced markets, success is further determined by fast adaptation, in what is know as dynamic capability theory. This research examined certain key sales capabilities, within the high technology industrial B2B sector, to understand the impact of sales effort, sales ability and lead source, on sales lead conversion yield and cycle time. By studying the extensive CRM data base of a large semiconductor company, along with various human resource records, a quantitative study was performed to address this research, while providing useful value to sales managers seeking to improve the lead conversion performance of their organizations. Sales effort, as measured by number of sales calls made per week, and percent of time spent on selling activities was shown to modestly accelerate sales cycle times, but have no effect on the percentage of opportunities that result in wins. Sales ability, measured by annual performance ratings, prior year quota attainment and years of experience showed no effect on cycle time, nor win percentage. The most notable contribution of this research is the illumination of sales effort effects on cycle time, as previous studies of sales cycle time influences have been inconclusive. Against the backdrop of a general lengthening of industrial sales cycle times, understanding that salesperson effort can reduce the time that it takes to win an opportunity can drive meaningful improvements in salesforce efficiency and productivity.

No description available.

Memoria para optar al título de Químico / Autor no autoriza el acceso a texto completo de su documento hasta diciembre de 2015 / Se estudia la síntesis y el comportamiento térmico de sales de trifenilfosfonio di sustituidas en el C α, con estructuras Ph3P+-CH(CO2R)-CO2R’ Xdonde R= -CH3, y R’ = -CH2-CH3: 4 ; R= -CH2-CH3 y R’= -C(CH3)3 : 5 ; R= - C(CH3)3 y R’ = -CH3: 6 ; R= -CH3 y R’ = -CH3: 7 ; R= -CH2-CH3 y R’= -CH2-CH3: 8 ; y de sales Ph3P+-CH(CO2R’’)-CH2-CO2R’’’ X- donde R’’ = -CH2-CH3 y R’’’ = -CH2- CH3: 11 ; R’’= -C(CH3)3 y R’’’= -CH3: 12 y X- corresponde a Br-. Las sales de fosfonio estudiadas se han obtenido a partir de los correspondientes Iluros .Estos Iluros disustituidos, reaccionan con ácido bromhídrico generado “in situ” en la reacción térmica, por medio del uso de bromohidrato de trifenilfosfina, para formar las correspondientes sales de fosfonio. La descomposición térmica de estas sales de fosfonio, a través de descarboxilaciones, da lugar a la formación de nuevas sales de fosfonio más estables. Se observa que el grupo alcoxicarbonilo más voluminoso es el preferentemente descompuesto, formando así alquenos más sustituidos. Para R≠R’ en la serie estudiada, la termólisis puede generar las sales Ph3P+- CH2-CO2R X- , Ph3P+-CH2-CO2R’ X, Ph3P-CH3 X- y oxido de trifenilfosfina, Ph3P=O Para R=R’ en la serie estudiada, la termólisis genera solo la sal Ph3P+-CH2-CO2R X- como único producto pesquisable. La descomposición térmica de las sales de fosfonio 11 y 12 fue llevada a cabo para mostrar que las sales de fosfonio disustituidas ofrecen un comportamiento general provocando una α-descarboxilación. En esta forma, invariablemente el producto obtenido es Ph3P+-CH2-CH2-CO2R’’XPor otra parte se analiza la descomposición térmica de Iluros de fosforo, Ph3P=CH-CO2Et, frente a 2-haloacetatos de alquilo, X-CH2-CO2R2, actuando estos últimos como precursores de carbenos a través de α-eliminaciones .Para generar así la sal de fosfonio Ph3P+-CH2-CO2CH2CH3X- , la descomposición térmica de esta sal transcurre por interacción del haluro sobre el grupo alquilo , actuando como base , dando lugar a una descarboxilación con pérdida de CO2 y generando un iluro reactivo ,Ph3P=CH2, este iluro puede reaccionar como base o nucleófilo. Como base, reacciona con HX para generar la sal Ph3P+-CH3 X-. Actuando como nucleófilo puede reaccionar con 2-haloacetatos de alquilo, produciendo una nueva sal de fosfonio Ph3P+-CH2-CH2-CO2R2 X-. Se estudian los factores que afectan a la reacción, tales como, temperatura, naturaleza del solvente y estequiometria. La descomposición térmica con relación molar iluro : halo acetato de alquilo 1:1 produce las sales Ph3P+-CH2-CO2CH2CH3X- y Ph3P-CH3 X- como producto principal. Por otra parte se analiza que un exceso del 2 haloacetato de alquilo (relación molar 1 : 2 = iluro : 2-haloacetato de alquilo )favorece la formación de nueva sal de fosfonio Ph3P+- CH2-CH2-CO2R2 X-. Para la serie estudiada un cambio en la temperatura da cuenta de la formación de sales a diferentes temperaturas. El calentamiento de la reacción en solventes inertes (PhH) solo lleva a la formación de Ph3P+-CH2- CO2CH2CH3X como único producto pesquisable . Con los resultados obtenidos en este estudio se complementa en forma importante los resultados obtenidos con anterioridad y se reconoce un comportamiento general para las sales de fosfonio mono y disustituidas / Thermal decomposition of disubstituted triphenylphosphonium salts in the α C, with structure Ph3P+-CH(CO2R)-CO2R’ X- , were studied where R= -CH3, y R’ = -CH2-CH3: 4 ; R= -CH2-CH3 y R’= -C(CH3)3 : 5 ; R= -C(CH3)3 y R’ = -CH3: 6 ; R= -CH3 y R’ = -CH3: 7 ; R= -CH2-CH3 y R’= -CH2-CH3: 8 ; and of salts Ph3P+-CH(CO2R’’)-CH2-CO2R’’’ X- where R’’ = -CH2-CH3 y R’’’ = -CH2-CH3: 11a ; R’’= -C(CH3)3 y R’’’= -CH3: 12a and X- corresponds to Br-. The phosphonium salts studied, were obtained from the corresponding Ylides. These disubstituted Ylides react with hydrogen bromide,generated “in situ” in the reaction, by use of triphenylphosphine hydrobromide, to generate the corresponding phosphonium salts. Thermal decomposition of these phosphonium salts, by decarboxylation lead to new more stable phosphonium salts. It’s observed that the bulky group alkoxycarbonyl decompose preferably , thereby forming the more susbstituted alkene. For R=R’ in the studied series , thermolysis gerenates salts Ph3P+-CH2- CO2R X- , Ph3P+-CH2-CO2R’ X, Ph3P-CH3 X- and triphenylphoshine oxide , Ph3P=O. In the studied series for R=R’, thermolysis generates only the salt Ph3P+- CH2-CO2R X- as a single identified product. Thermal descomposition of phosphonium salts 11 and 12 was carried out to show that the disubstituted phosphonium salts offer a general thermal behavior leading to α-descarboxylation . In this manner invariably the main product obtained is Ph3P+-CH2-CH2-CO2R’’X. On the other hand the thermal decomposition of Phosphorus Ylide, Ph3P=CH-CO2Et with alkyl 2- haloacetate, X-CH2-CO2R2, is analyzed, these latter acting as carbene precursor through a α-eliminations . To generate the phosphonium salt Ph3P+-CH2-CO2CH2CH3X-, Thermal decomposition of this salt occurred by interaction of halide on the alkyl group, acting as a base, resulting in descarboxilation with loss of CO2 and generating a reactive ylide,Ph3P=CH2,this ylide can act as base or as a nucleophile. As a base , it reacted with HX to generate the phosphonium salt Ph3P+-CH3 X-.Acting as a nucleophile can react with alkyl 2- haloacetate, producing a new phosphonium salt Ph3P+-CH2-CH2- CO2R2 XFactors affecting the reaction were studied , such as temperature, nature of solvent and stoichiometry. Thermal decomposition with molar ratio 1:1 ,ylide :alkyl 2-haloacetate, gererate the salts Ph3P+-CH2-CO2CH2CH3X- and Ph3P-CH3 X- as main products. On the other hand an excess of alkyl 2-haloacetate (molar ratio 1:2 , ylide: alyl 2-haloacetate) promotes the formation of the new phosphonium salt Ph3P+-CH2-CH2-CO2R2 X-.For the studied series a change in the temperature realizes the generation of salts at different temperatures. Heating the reaction under inert solvents (PhH) only leads to the generation of Ph3P+-CH2- CO2CH2CH3X- as a single identified product. In this study the results are given as an important complement to those previously obtained, where a general behavior for mono and disubstitutes salts is recognized