Towards Software Sales Success : Case: Comparison of Successful Business Practices of Nordic Sister Companies Selling Software X.
Isomaa, Jonna (2010)
Isomaa, Jonna
Kemi-Tornion ammattikorkeakoulu Lapin ammattikorkeakoulu
2010
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2010111614542
https://urn.fi/URN:NBN:fi:amk-2010111614542
Tiivistelmä
Isomaa Jonna 2010. Towards Software Sales Success. Case: Comparison of Successful Business Practices of Nordic Sister Companies Selling Software X. Master’s Thesis. Kemi-Tornio University of Applied Sciences. Business and Culture. Pages 38 (73).
The aim of this Master Thesis is to help Company A find new ways to achieve substantial success in the sales of Software X in Finland by comparing the methods and practices applied in its sister companies selling similar software. Software X is sold by Finnish Company A, Swedish Company B and Norwegian Company C. All three companies belong to a Nordic Group Y, The products included in the research are all the Software X launched in Finland.
For carrying out the research, different aspects such as sales growth, best business practices in terms of finding success in sales, and obstacles and challenges organisations face when selling software were studied. The choice of topic was based on the researcher’s interest in increasing the market share of Software X in the Finnish market.
Similar to most case studies, the material of this thesis included reviews of existing historical material as well as personal interviews. Six semi-structured interviews with the representatives of Company A, Company B and Company C were used for data collection in this qualitative single-case study. Secondary data included data from different books, articles, journals and internet sites.
The main findings suggested that the organizational structure of Company A is the biggest obstacle for the success in Software X sales in Finland, but additionally the company should employ its own people and further develop the training and motivation methods of its sales representatives. The Swedish and Norwegian interview forms, empirical findings and the analysis of the interviews written out in Appendix 1, Appendix 2, Appendix 3 and Appendix 4 respectively are considered to be confidential information and, therefore, they are not published in the version accessible through the Kemi-Tornio University of Applied Sciences Library databases.
The aim of this Master Thesis is to help Company A find new ways to achieve substantial success in the sales of Software X in Finland by comparing the methods and practices applied in its sister companies selling similar software. Software X is sold by Finnish Company A, Swedish Company B and Norwegian Company C. All three companies belong to a Nordic Group Y, The products included in the research are all the Software X launched in Finland.
For carrying out the research, different aspects such as sales growth, best business practices in terms of finding success in sales, and obstacles and challenges organisations face when selling software were studied. The choice of topic was based on the researcher’s interest in increasing the market share of Software X in the Finnish market.
Similar to most case studies, the material of this thesis included reviews of existing historical material as well as personal interviews. Six semi-structured interviews with the representatives of Company A, Company B and Company C were used for data collection in this qualitative single-case study. Secondary data included data from different books, articles, journals and internet sites.
The main findings suggested that the organizational structure of Company A is the biggest obstacle for the success in Software X sales in Finland, but additionally the company should employ its own people and further develop the training and motivation methods of its sales representatives. The Swedish and Norwegian interview forms, empirical findings and the analysis of the interviews written out in Appendix 1, Appendix 2, Appendix 3 and Appendix 4 respectively are considered to be confidential information and, therefore, they are not published in the version accessible through the Kemi-Tornio University of Applied Sciences Library databases.