Thesis (Ph. D.)--University of Wisconsin--Madison, 1964. / Typescript. eContent provider-neutral record in process. Description based on print version record. Includes bibliographical references (leaves 267-276).

Thesis (Ph. D.)--University of Wisconsin--Madison, 1976. / Typescript. Vita. eContent provider-neutral record in process. Description based on print version record. Includes bibliography.

Thesis (M.A.)--City University of Hong Kong, 2007. / Title from PDF t.p. (viewed on Sept. 7, 2007) "Master of Art in arbitration and dispute resolution LW6409 dissertation" Includes bibliographical references.

Thesis (doctoral)--Universiẗat Hamburg, 2006. / Includes bibliographical references (p. xi-xxiii).

Zugl.: Bielefeld, Fachhochsch., Diplomarbeit, 2006

This thesis in the first part deals with the work of sales representatives. In the second part is presented the company UniCredit Leasing CZ, in which it analyzedis by work management control of sales representatives - employees and the representatives of the self-employed. The thesis compares two models rank sales representative, and external and internal management sales representative. The conclusion is evaluated the situation researched the company and suggasted recommendations to improve the management of business performance data and also to determine whether the position of sales representative, which is controlled by externally, has the potential and prospects in the future.

Submitted by Cynthia Nascimento (cyngabe@ufba.br) on 2013-02-14T15:29:09Z No. of bitstreams: 1 Rosinês de Jesus Duarte.pdf: 2916660 bytes, checksum: 5debc5c5c3f5cce7f9e7cd5777d3701c (MD5) / Approved for entry into archive by Fatima Cleômenis Botelho Maria (botelho@ufba.br) on 2013-02-14T15:36:37Z (GMT) No. of bitstreams: 1 Rosinês de Jesus Duarte.pdf: 2916660 bytes, checksum: 5debc5c5c3f5cce7f9e7cd5777d3701c (MD5) / Made available in DSpace on 2013-02-14T15:36:37Z (GMT). No. of bitstreams: 1 Rosinês de Jesus Duarte.pdf: 2916660 bytes, checksum: 5debc5c5c3f5cce7f9e7cd5777d3701c (MD5) / O Vocabulário de Arthur de Salles reúne os fragmentos desse sujeito cuja obra vem sendo estudada sob perspectivas diversas ao longo de aproximadamente trinta anos. Este estudo respaldou-se em alguns operadores interpretativos das teorias do discurso, como: formações discursivas, ideologia, sujeito, sentido e contexto de produção, para observar cenas desse vocabulário, evidenciando, para tanto, a manipulação do léxico pelo poeta. Os possíveis campos discursivos serão vistos enquanto formações discursivas permeadas por regularidades que engendram o discurso do sujeito-enunciador. Os estilhaços desse sujeito foram reunidos sob um mesmo olhar na tentativa de evidenciar cenas que configuram o Recôncavo enquanto memória cultural e mostrar as várias faces assumidas pelo sujeito discursivo na sua produção escrita. A análise das lexias que compõem o vocabulário de Salles possibilitou a visualização de campos discursivos que legitimam as faces do sujeito discursivo, bem como alguns aspectos do Recôncavo Baiano do primeiro quartel do século XX, em toda sua heterogeneidade. / Universidade Federal da Bahia. Instituto de Letras. Salvador-Ba, 2010.

Master of Agribusiness / Department of Agricultural Economics / Vincent R. Amanor-Boadu / The China agricultural equipment market represents 48% of the equipment demand in South East Asia, and 16.5% of the global equipment demand in 2005. With John Deere’s market leadership position in the global agricultural equipment business, in order to maintain that leadership, China will have be part of their plans. John Deere started doing business in China in 1976 and has grown to four agricultural machinery factories in the country. Service parts sales make up an important part of the agricultural equipment business, both in revenue and profit. Margins on service parts sales can be as much as eight times that of new complete good sales. Within China, the John Deere dealer organization in the past has focused primary on selling complete goods, missing out on service parts sales. Successful equipment dealerships outside of China maintain a balance between complete good sales, service parts sales, and service labor sales. The objective of this research was to determine those factors that appear to impact the amount of service parts a John Deere dealership in China sells. Data was collected for three years and regression modeling used to determine what impact variables had on service parts sales and net service parts sales. The outcome of the research found that there are key attributes of John Deere dealerships along with geographical regions that John Deere can focus on in China to improve their service parts sales.

La empresa HIK, que se dedica a la venta de equipos electrónicos (celulares, tablets, chips y accesorios) no cuenta con un buen control de su ciclo operativo, y observando que este problema era el que generaban una pérdida de dinero y tiempo para los procesos, es por ello que surge la necesidad de la empresa de contar con un sistema que les facilite el control sobre sus equipos, procesar con rapidez la información de las ventas, que les facilite la asignación de los equipos distribuidos por tienda y ayudar a mejorar el proceso de garantías. Para poder realizar este trabajo se aplicará la metodología UML - RUP, se planificará el proyecto con MS Project 2010 por fases, se programará en lenguaje C# y la Base de Datos estará en SQL Server 2012. HIK company, which sells electronic equipment (phones, tablets, chips and accessories) do not have good control of its operating cycle, and noting that this issue was generating a waste of money and time to the processes, which is why the need for business to have a system that facilitates control over their equipment, process information quickly sales, that facilitates the allocation of distributed teams by store and help improve emerges the process guarantees. To perform this work, the UML - RUP methodology is applied, the project will be planned MS Project 2010 by phases, it is programmed in C # language and the database will be in SQL Server 2012.

O presente estudo teve como objetivo verificar as diferenças na qualidade da informação comercial providas pela força de vendas, comparando vendedores contratados com representantes comerciais autônomos. Foi realizada uma revisão bibliográfica com os temas de orientação para mercado, força de vendas e informação comercial, com a demonstração do relacionamento entre esses temas. O trabalho baseou-se em um estudo de caso com as unidades de análise constituídas por indústrias brasileiras fabricantes de medicamentos e produtos para saúde de uso hospitalar. A coleta de dados foi feita por meio de entrevistas em profundidade com os executivos do setor, tendo como metodologia de análise a análise de conteúdo simples. Os resultados obtidos demonstraram que de maneira geral as informações providas pelos vendedores contratados possuem uma qualidade superior e são mais confiáveis, entretanto outras variáveis também influenciam a qualidade dessas informações, como a supervisão, o monitoramento realizado pelo departamento comercial e o perfil psicológico dos profissionais. O trabalho aponta a importância de uma análise ampla para a tomada de decisão sobre a composição da força de vendas das empresas. / This study has as objective to verify the quality differences of the commercial information provided by the sales force. A literature review was performed concerning market orientation, sales force and commercial information, with a demonstration of the relationship among these themes. This work was based on a case study with the analysis units constituted by Brazilian companies which make pharmaceutical products and other health products for hospital usage. The data gathering process was performed by thorough interviews with executives of the sector, based on the analysis methodology of simple content analysis. The gathered results showed that generally the information provided by hired salesmen have a superior quality and are more trustworthy, however other variables also influence the quality of the information, such as; the supervision, the monitoring activities performed by the commercial department and the psychological profile of the professionals. The study explains the importance of a broad analysis for the decision making process about the composition of the sales force in the companies.