As the growth of internet, the E-commerce has become a global business trend. Under this globalization of the e-economy, the international value chains, such as the division of labor, force the domestic enterprises such as manufacturing and service industries to face this great challenge in recent years. The reason why the information technology(IT) services industries are flourishing for past few years is due to they can provide a combination between professional knowledge and information technology for improving enterprises¡¦ international competiveness to gain excess-profit. However, the market in Taiwan is too limited to survive for those service providers. Under such highly competitive market, the services industries have made a drop in making profits. In order to sustain technological leadership to maintain a stable market place, how to integrate inter limited resources becomes a key factor to gain business improvement. This study will be the case for the study, the first industrial survey, a systematic insight into the company's resources, markets, technology, organizational structure and found that the company's strengths, weak, facing the threat of competition and opportunities for further growth. Organizational model and then explore the sale of better mode of change and corporate resources to business organizations, the impact of sales and marketing organizations before and after changes in sales performance for the effect of changes in sales organization, summed up the following conclusions: 1, The IT services industry sales organization designed based on strategic objectives and characteristics of its Selling Motion designed. 2, Sales organization of IT services industry transformation, the enterprise intangible resources of personnel and organizational skills that affect business sales organizations key to the success of the transformation factor. 3, Sales organization of IT services industry transformation, that need to design model according to their characteristics to be adjusted business performance assessment methods.

The problem considered was that many direct sales personnel do not recruit others into the sales force even though monetary rewards and recognition for achievement can be earned for successful recruitment. The purpose of this study was to identify attitudes that were characteristic of consultants who were successful recruiters within a direct sales organization.

Problem - Decision makers shape the structure of the sales function, but it is unclear how they go about it and why. The rationale for making certain decisions need to be analyzed in order to understand why different decision makers apply different sales strategies. Topic - The Swedish prefabricated wooden house industry consists of many actors with no clear market leader. The sales force seems to mainly consists of external sales agents (manufacturers' representatives, also called reps), though some manufacturers also employ direct sales agents at the manufacturing company. Prefabricated wooden houses corresponded to 86% of all building permits requested during 2015. Purpose - This thesis aims to explore decision-makers' rationale behind the organization of manufacturers' sales forces in the Swedish prefabricated wooden house industry. Method - Semi-structures interviews with decision makers at manufacturing companies in the Swedish prefabricated wooden house industry have been conducted in order to fulfill the purpose of this study. The empirical findings are then analyzed based on theory that has been collected through partly inductive, partly deductive approaches. Main results - Decision makers use different arguments to justify their strategies. Many different rationale applied translates into no clear pattern besides the one that there seems to be no clear pattern. Arguments for a rationale decision are given without analytical proof for an assumption. Some interviewees are in essence for an integrated sales force, though might also work with reps.

Dagens arbetsliv kännetecknas av att arbete sker tillsammans med andra människor. Attarbeta i team med olika människor är idag vanligt och det ställer höga krav på förmågan attkunna hantera mellanmänskliga relationer. Ledarskap har stor påverkan på arbetsgruppersarbete och effektivitet och det krävs därför ett aktivt arbete från gruppernas ledare.Vi har gjort en kvalitativ studie där vi undersökt hur ledare leder effektiva team. Vi harundersökt vilken ledarskapsstil ledarna har, hur ledarna utövar sitt ledarskap i vardagligasituationer samt hur teammedlemmar upplever ledarstilen i effektiva team. Studien har gjorts ien nationell säljorganisation där vi har fokuserat på de tre mest effektiva teamen och derasledare, med fokus på ledaren. Vi valde semistrukturerade intervjuer som metod.Resultatet visar att samtliga ledare till största del använder sig av ett transformativt ledarskapmen även har inslag av andra typer av ledarskapsstilar. Ledarna utövar sitt ledarskap genomstöd, konsultation, kommunikation och uppmuntran. Mål- och resultatstyrning är också enstor del av ledarskapets utövande då organisationen kräver att teammedlemmarna har tydligamål för dagen, veckan och månaden. / The working life of today has become more team focused. It is common to work in differentgroups which puts high demands on managing inter human relations. The leadership has a biginfluence on the workgroups productivity and efficiency hence it requires an active role fromthe group leader.By using a qualitative method, this study examines how leaders lead effective teams. Wefocused on what leadership style the leaders had, how the leaders exercise their leadership ondaily bases and how the leadership style is perceived in the effective teams. The study wasperformed at a national sales organization in Sweden and we used semi-structured interviewsas method. We interviewed the three most effective teams and their leaders in theorganization, with focus on the leadership.The result shows that all leaders mostly use a transformative leadership but also haveinfluences from other leadership styles. The leaders exercise their leadership by support,consultation, communication and encouragement. Results-Based Management is also a bigpart of the leadership exercise since the organization requires the team members to haveindividually daily, weekly and monthly goals to reach.