It seems that this should be chosen based on the framework which I will present as best practises at the end of this work.
Data for the analysis will be obtained from companies' sales managers, marketing managers, and sales officers, and from the researcher's personal knowledge and experience with sales management in the it industry. This will be compiled with the support of related literature from books, magazines, commercial and public databases, and the Internet.
Proposed analysis and presentation techniques to be used How will you analyse the data and present your findings? (100-150 words)
Survey research method: After preparing the survey questionnaire, it will be given to approximately 150 people in both my own organization and other organizations, with 100 of the questionnaires going to individuals within my own organization to ensure better response numbers and to allow me to have enough responses to conduct my research. I expect a response rate of approximately 90 to 95%. Those who are given the questionnaire will be manufacturers of different products not necessarily from the same industry, so that I can analyse the diversity of methods and approaches. The completed questionnaires will be compared and contrasted in the main body of the completed dissertation against quantitative findings. The results will be presented in both textual and graphical form and explained to finalize findings which will indicate what, if any, strategic sales management methods are the best options for both short-term revenue goals and long-term value creation.
6. Appendices:
(Attach appendices to your completed proposal form):
A. Reference list
B. Dissertation Time plan
Appendix a
List of References
Bryman, a. & Bell, E. "Business Research Methods" Oxford: OUP (2003),
Chang Julia. Trophy Value, Sales and Marketing Management, (2004)
Crawford, Michael G. Profit.Building the perfect salesforce, Toronto: Apr 01, 1997.
Donaldson & O "Toole, Strategic Market Relationships, John wiley & Sons Ltd. (2002)
Downing, S. "Competitive Advantage: A Case for Linking Profits to Plots" Business School Working Paper No: HWP2000/12. (2000)
Evenson...
And Larkin Sandar, "Reaching and Changing Frontline Employees"
Neil Rackham, "Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value" (1999)
Neil Rackham "SPIN Selling" (1988)
Marchetti Michele. Why Sales Contests Don't Work. Sales and Marketing Management (2004)
Maurer Trevor,, "Long-Distance Leadership." Sales and Marketing Management. (2006)
McDonald, Rogers, Woodburn, "Key customers, how to manage them profitably" (2000)
Porter, Michael E., "Competitive Advantage" (1985)
Rauch Maggie, Revving up sales, Incentive, (2004)
Treacy and Wiersema, "Value disciplines" (1992)
Appendix B
Outline Project Time Plan -- Dissertation
Develop detailed project timing lines.
Review with key stakeholders
Review literature on research methodology
Select quantitative methodology and review data sources
Research companies for benchmarking study
Contact prospective interviewees
Complete Literature Review
Communicate with key stakeholders to keep fully appraised as necessary
Write up introduction, aim, objectives & hypothesis
Collect quantitative information for research
Conduct interviews with selected experts.
Write up methodology
Write up data analysis work
Compare and contrast quantitative research outputs with literature and initial hypothesis.
Critically review the research outcomes and draw out key learnings
Write up recommendations for other companies and sales managers.
Review project and finalise.
Present outputs to key stakeholders.
Submit dissertation, printed and bound in line with college guidelines by 31st of May 2009
