This thesis deals with marketing strategy of Motortec, Ltd. The company is an authorized dealer of vehicle brands Fiat, Alfa Romeo, Lancia and Jeep and provides authorized servise for vehicles of all brands. In the company there is no person responsible for marketing. The purpose of the thesis is to design a marketing strategy of the company.

The intention of this master´s thesis is to analyze order processing in chosen company with focusing on sales activities. Subjects of our investigation are sales department processes. Object of the research is company AHP HYDRAULIKA, a. s. and it´s sales department. In the thesis are identified failure processes and contributions of this diploma´s thesis are specific proposals how to improve activities and processes at the sales department and elimination of insufficient and failure processes.

Owners of small businesses who fail to implement adequate employee motivation and retention strategies may experience lost profit and high employee turnover. The purpose of this multiple case study was to explore the managerial strategies that owners of small businesses owners used to motivate and retain sales associates to increase profits. The population for the study included owners of 4 businesses in Texas who successfully implemented employee motivation and retention strategies. Data were collected from semistructured interviews with business owners and from artifacts such as company websites and social media pages. Transformational leadership theory guided the study. Data were analyzed using Yin’s 5 steps of data analysis including compiling data, disassembling data, reassembling data, interpreting data, and drawing conclusions. Three themes emerged from the data analysis: provide financial incentives, increase job satisfaction, and enhance job training. The findings of this study might contribute to positive social change by providing owners of small businesses with strategies to retain employees, which may build customer loyalty and increase business performance and longevity. Business leaders may benefit from these findings by strengthening relationships with employees and improving the overall performance of the organization. The results of this study could also contribute to positive social change by helping other small business owners implementing motivation and retention strategies, which might enhance business sustainability. Business sustainability supports both local and state economies and fosters an optimum distribution of resources in the community.

Radiographic examination of Thoroughbred racehorses at the time of the yearling sales is common practice in South Africa. Although it is generally accepted that yearlings will have some radiographic changes, there is only one study that estimated the prevalence of these changes in Thoroughbred racehorse yearlings in South Africa. Furniss et al reported on the occurrence of radiographic abnormalities over a one-year period (Furniss 2011). Furniss et al. study differs from other studies in that there was a higher prevalence of palmar metacarpophalangeal and plantar metatarsophalangeal osteochondral fragments and a lower prevalence of pedal osteitis, dorsal osteochondral fragmentation of the metatarsophalangeal joint, distal metacarpal saggital ridge changes, ulnar carpal bone lucencies, carpal osteophytes, distal intertarsal and tarsometatarsal joint changes, tarsal osteochondrosis lesions and stifle osteochondrosis lesions was found. This study will further assist practitioners to identify joints where the most prevalent changes are likely to occur. Our objective was to describe the prevalence and distribution of radiographic changes in the metacarpophalangeal joint, metatarsophalangeal joint, carpi, tarsi, stifle and fore digits of racing Thoroughbred yearlings in South Africa when examined as part of a pre-purchase examination during the Annual National Yearling Sales extending from 2008 through 2010. Thoroughbred racehorse yearlings were subjected to radiographic evaluation including the digit (n= 566 ), metacarpophalangeal joint (n=566 ), metatarsophalangeal joint (n= 566), carpi (n= 566), tarsi (n= 566) and stifle (n=566 ). The radiographic changes were categorised by location and type of change present for each series. The digit Where informal comparisons with previously published data can be made, similar changes of pedal osteitis were recorded in this study, with a total percentage of 6.7%. There was an 8.7% prevalence of inversion of the third pedal bone. Other studies describing radiographic changes in Thoroughbred racehorse yearlings did not investigate inversion of the third pedal bone, therefore results cannot be compared. The metacarpophalangeal and metatarsophalangeal joints with proximal The metacarpophalangeal and metatarsophalangeal joints with proximal sesamoid bones The prevalence of dorsoproximal phalanx one fragmentation (1.2%) of metacarpophalangeal joints were similar compared to other studies. Osteochondral fragmentation of proximal plantar phalanx one (6%) was 8.5 times more prevalent when compared to proximal palmar phalanx one (0.7%). The latter prevalence is in agreement with similar studies. There were low incidences of subchondral cyst-like lesions seen in distal third metacarpus (0.4%), distal third metatarsus (0.2%) and proximal first phalanx, similar to other studies. The most common change recorded on the dorsal aspect of distal third metacarpus and metatarsus was a well-defined semi-circular notch (dorsal aspect of distal third metacarpus 20.3%; dorsal aspect of distal third metatarsus 27%) similar to other studies. Our study showed a higher prevalence of lucencies present at dorsal aspect of distal third metacarpus (8.5%) and metatarsus (4.2%) compared to other studies. There was a marked lower prevalence in the current study of flat distal palmar third metacarpal condyles (6%). Prevalence of palmar and plantar third metacarpal and metatarsal supracondylar lysis were markedly higher in the present study. Slight palmar and plantar third metacarpus and metatarsus supracondylar lysis was seen in 19.3% of the horses. Moderate to extreme palmar and plantar third metacarpus and metatarsus supracondylar lysis were present in 10.2% of the horses. The carpi There was a higher prevalence of dorsomedial carpal disease in our study population (11.3%) and prevalence of carpal osseous cyst-like lesions such as a circular lucency in ulnar carpal bone was lower (14%). A markedly higher prevalence of 4.2% in carpal osteochondral fragmentation was found. The tarsi Osteochondrosis of the tarsocrural joint showed a similar prevalence (13.4 %). Degenerative joint disease of tarsometatarsal joint had a higher prevalence (36%) than the centrodistal (distal intertarsal) joint (20.3%). There was also a higher incidence of degenerative joint disease in tarsometatarsal joint (36%). The stifle In the current study, osteochondrosis of the stifle had a similar prevalence (3.6%) when compared to other studies. 6 Conclusion In South Africa Thoroughbred racehorse yearlings, radiographic changes most commonly involved the metacarpo- and metatarsophalangeal joints, carpi and tarsi. This study revealed markedly higher prevalence of palmar and plantar third metacarpal and metatarsal supracondylar lysis (slight 19.3% and moderate to extreme 10.2%), carpal osteochondral fragmentation (4.2%) and degenerative joint disease in tarsometatarsal joint (36%). Establishment of normal prevalence and distribution of radiographic changes in South Africa Thoroughbred yearlings will allow for comparison with populations of young horses worldwide. Knowledge of the normal prevalence will assist veterinarians to identify joints in which radiographic changes are most likely to occur. / Dissertation (MSc)--University of Pretoria, 2013. / gm2014 / Companion Animal Clinical Studies / unrestricted

Inter corporate asset sales provide a viable alternative to mergers and acquisitions to create shareholder value for both the buyer and seller companies. Intercorporate asset sales are defined as the sale of autonomous operational assets which does not entail a change in ownership control of the seller.Mergers and acquisitions research found greater value was created by cash funded transactions compared to equity funded transactions. Contrary to mergers and acquisitions, asset sale research found equity funded transactions created greater value compared to cash funded transactions. This research provides a deeper understanding of the effect the method of payment has on the value created when selling assets, enabling management of acquiring and divesting companies to realise their maximum value creation potential.The population consisted of intercorporate asset sale transactions announced and concluded for the 11 year period from 1 January 2000 to 31 December 2011. The exact population was not known, therefore judgmental sampling was used to identify companies. Only companies listed on the Johannesburg Stock Exchange All Share Index were considered for qualifying asset sale transactions. In total 112 companies were reviewed for asset sales yielding 214 qualifying transactions which were divided in sub samples of 43 equity buyers, 68 cash buyers, 30 equity sellers and 73 cash sellers.Based on the event study methodology the short term metric of abnormal share price returns and the medium term metric of abnormal operating financial performance were used to calculate and compare the value created by equity and cash funded transactions. Both metrics concluded that equity funded asset sales created greater value compared to cash funded asset sales.Inferences were made between asset sales and mergers and acquisitions and the researcher concluded by proposing a model to optimise shareholder value. Based on the accounting performance of the buyer and the intrinsic value of the asset or target, the model is used to select the optimum combination of corporate activity and the method of payment to unlock the optimum shareholder value. / Dissertation (MBA)--University of Pretoria, 2012. / Gordon Institute of Business Science (GIBS) / unrestricted

Numerous researchers, employing theories from either psychology or economics, have investigated the circumstances under which firms are likely to adopt salary-based versus commission-based compensation plans. This study integrates the most common theoretical bases of salesperson compensation literature into a broad framework labeled the Eclectic Paradigm of Salesperson Compensation (EPSC). The EPSC proposes that there is a positive association between a firm's salary orientation and resource commitment, and a firm's salary orientation and firm control. There should be a negative association between salary orientation and dissemination risk, and salary orientation and salesperson motivation/performance. Twenty-three hypotheses originating from the EPSC were tested using a pretest sample of 48 real estate salespersons and a test sample of 311 real estate salespersons. The data were analyzed using common factor analysis, logistic regression, multivariate analysis of variance, and median tests. Of the 23 hypotheses, 10 were supported, 7 were partially supported, and 6 were not supported. The results suggest that the eclectic paradigm of salesperson compensation is a promising initial step toward developing a comprehensive model for understanding the determinants of salary versus commission.

This study provides insights into understanding social media utilization in the B2B selling process. More specifically, this research details how the different functional blocks of social media are leveraged to benefit the various stages of the selling process. This study adopts a multiple case study design, including six cases from technology-related Canadian firms. Overall, findings show that the functional blocks of social media are mostly leveraged in the prospecting and preapproach stages of the selling process. Furthermore, the marketing strategy of the seller firm seems to influence which functional blocks are leveraged in the process. At last, findings also show that social media should be complemented by analytical tools and traditional media to optimize the selling process with higher lead quality and to facilitate trust-building with potential and existing customers

Sales are a subject that most people consider to be an art. The truth is that there are several sophisticated methodologies on how to successfully close a deal. However, time goes by, customers get smarter and the markets shifts. As a result sales methods start to fade away and do not necessarily work the way they used to. This thesis was conducted in co-operation with SimCorp A/S and aims to examine the concept of Insight Selling. The concept was developed by analysing top performers and how they manage to sell in an economic downturn. The purpose is to investigate how an organisation can apply the core principles of the new sales strategy on an existing sales process and current customer relationship management system. A qualitative research method was used and interviews were conducted to gather data to gain a deeper understanding on the topic of sales. The result exhibits a situation analysis that was conducted to create a representation of SimCorp’s current sales process. With the key elements of insight selling a proposed model of a future state was presented. Lastly, a requirements analysis of the customer relationship management system currently deployed at the company was designed based on the findings. The result indicated that it was possible to apply the key elements of insight selling on the current sales process. The method might be suitable for some situations but it does not replace or eliminate earlier practices. / Det är vanligt att uppfatta försäljning som en konst. Sanningen är att det finns väl beprövade metodiker för hur man ska lyckas för att sälja. Med tiden har konsumenter blivit smartare och marknaden förändrats. Detta har resulterat i att många säljmetoder blir avlägsna och inte lika användbara och pålitliga som de var innan. Examensarbetet utfördes i samarbete med SimCorp A/S där syftet är att undersöka begreppet insiktsförsäljning. Konceptet utvecklades från en studie där man analyserade de högpresterande säljarna och identifierade hur de lyckades sälja under en ekonomisk lågkonjunktur. Syftet är att undersöka hur en organisation kan applicera de nya strategierna som presenteras inom insiktsförsäljning på en befintlig försäljningsprocess och det nuvarande kundhanteringssystemet. En kvalitativ forskningsmetod applicerades och intervjuer utfördes för att ackumulera data och få en djupare förståelse av ämnet försäljning. I resultatet presenteras en nulägesanalys av SimCorp’s nuvarande försäljnings-process. Vidare presenteras ett förslag på hur en försäljningsprocess med inslag av strategierna från insiktsförsäljning kan se ut. Slutligen utfördes en kravanalys på insiktsförsäljnings metod för att implementeras och testas på det nuvarande kundhanteringssystemet. Resultatet indikerade att det var möjligt att applicera nyckel elementen från insiktsförsäljning på den nuvarande säljprocessen. Metoden är lämplig för att användas i vissa situationer men ersätter inte eller eliminerar tidigare rutiner.

This study offers insight into the perceived leadership behaviour of sales managers in a pharmaceutical organisation in South Africa. The study specifically investigated the extent of the relationship between leadership behaviour of sales managers and motivation of sales teams during the implementation of strategic alliances. The study followed a mixed methods approach and had a correlational research design. The population in this study was the fifty four (54) sales representatives and their respective sales managers of the six sales teams identified, who are directly responsible for implementing strategic alliances. The population was demarcated into six (6) sales teams with each team reporting to a separate sales manager. Inferential and descriptive statistics were used to analyse the data. The quantitative data were analysed using Pearson’s correlation coefficient (r). The qualitative component was analysed using a content analysis. The findings of the correlation analysis suggest that an overall positive and moderate relationship exist between autocratic leadership behaviour of sales managers and the motivation of sales teams. A similar relationship exists between team leadership and extrinsic motivation. A positive and weak relationship exists between directive and supportive leadership and motivation. Similarly, a positive and weak relationship exists between team leadership and intrinsic motivation. However, the extent to which these relationships exist varies between the sales teams. The findings of the content analysis indicate that task-oriented leadership behaviour may exert the strongest motivator for sales teams when implementing strategic alliances. / Business Management / M. Com. (Business Management)

Internationalizing small and medium sized enterprises are limited in resources in comparison to larger enterprises. Through digitalization, smaller sales organizations have been presented with tools to enable the sales representatives to use time more effectively and focus on reaching organizational goals. This study aims to determine how digital sales and marketing tools should be implemented into the traditional sales process to increase time effectivity of sales representatives. Based on previous literature on related topics, sales representatives of Scanmast were interviewed and insights specific to the implementation of digital sales and marketing tools into complex B2B sales processes was gathered. The analysis of the responses in congestion with previous research demonstrated that certain ways of leveraging digital sales and marketing tools increase the time effectivity of sales representatives. These results were found to be especially present in regard to the parts of the sales process where customer interaction is considered to be low.