Säljarens roll i ett företag: Kommunikationen mellan säljare och utvecklingsavdelning 2004 (Swedish)Independent thesis Advanced level (degree of Master (One Year))Student thesis

Abstract [sv]

The main topic of this essay has been the sales force role in the company and if the sales forces knowledge about the customers is being transferred to the R&D. We have gathered theories about the sales force role in the company and theories about knowledge and how it’s affected by the communication. We have been interviewing sales people and personnel at six different companies and compared them with the theories. We have found that the sales force often acts like the companies “eyes and ears” on the market and builds strong relationships with the customers. We have also found that the sales force that is located at the same place as the R&D department has a larger influence on the new product development, than other salespeople.

Place, publisher, year, edition, pages

2004.

Keywords [sv]

Säljare, Kommunikation, tyst kunskap, utvecklingsavdelning

Identifiers

URN: urn:nbn:se:hh:diva-11494Local ID: U10519OAI: oai:DiVA.org:hh-11494DiVA, id: diva2:366626

Uppsok

Social and Behavioural Science, Law

Note

Denna uppsats kan beställas från arkivet / This paper can be ordered from the archive. Kontakta / Contact: arkivet@hh.seAvailable from: 2010-11-09 Created: 2010-11-09Bibliographically approved

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School of Business and Engineering (SET)

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