Research Project.pptx
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This document discusses key aspects of conducting research including defining a research topic, writing a research proposal, identifying a research problem, establishing objectives, developing a hypothesis, outlining a methodology, and creating a time frame. A research topic should be focused yet broad enough to find information. A proposal explains the topic, purpose, and approach. The problem forms the basis for data collection and analysis. Objectives and hypotheses contribute to the design and predict findings. The methodology addresses how the research will be carried out. A time frame ensures the project can be completed realistically.
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The document discusses key concepts related to research including research projects, topics, proposals, problems, objectives, hypotheses, methodology, design, and limitations. It notes that a research project uses scientific methods to achieve defined objectives, such as testing or creating new knowledge. Choosing a research topic is an ongoing process of exploring, defining, and refining ideas on a subject that is narrow yet allows finding adequate information. A research proposal explains what is being researched, why, and how through a structured formal document. Research design broadly outlines the total pattern of conducting a research project including objectives, methods, and outcomes. Marketing research systematically gathers and analyzes qualitative and quantitative data about issues relating to marketing products and services.
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The document discusses HR aspects of sales management, including the 4 processes involved in recruiting salespeople: 1) deciding quantity of salesforce, 2) determining required characteristics and qualities, 3) identifying sources of recruitment, and 4) selecting candidates through a multi-step process. It also covers determining job descriptions, common qualities sought in salespeople, potential recruitment sources, and ensuring new hires understand expectations. The importance of sales training is highlighted to develop skills and knowledge through methods like lectures, case studies, on-the-job learning, and role playing.
SMR Section V.pptx
The document discusses various research methods for collecting primary data, including interviews, observations, and questionnaires. It provides details on the interview method, including advantages like higher reliability and response rates compared to other methods, as well as disadvantages such as being time-consuming. Structured, semi-structured, and unstructured interviews are described. Observation methods like overt versus covert and structured versus unstructured are also outlined. Finally, the document defines what a questionnaire is and lists characteristics of a good questionnaire.
Sales Management.pptx
Sales management involves planning, directing, and controlling a company's personal selling efforts. It includes recruiting, selecting, training, assigning, supervising, compensating, and motivating salespeople. Sales management is integrated with marketing management and involves both field sales teams that contact customers directly and a headquarters marketing team that provides support through promotion, marketing research, logistics, customer service, and coordination. The role of modern sales managers is to oversee these sales and marketing functions.
Sales Management.pptx
This document provides an introduction to sales management. It defines sales management as planning, directing, and controlling personal selling activities. The nature of sales management includes integrating sales with marketing, having different sales roles and skills, and managing multiple sales channels. Sales managers are responsible for strategic planning, coordination, and using technology to manage salespeople and customers. Personal selling can be transactional or focus on building long-term relationships. There are various sales jobs that differ in complexity and problem-solving requirements.
Introduction to Sales Management.pptx
Sales management involves planning, directing, and controlling personal selling activities including recruiting, training, and motivating a company's salesforce. It integrates with marketing management and includes field selling teams who contact customers and a headquarters team that provides support through promotion, research, logistics, and customer service. The role of sales managers is to strategically plan sales activities, coordinate functions, use technology like CRM, manage multiple channels, and develop strong people and management skills. Sales management is important for both companies to generate revenue and students with many career opportunities available.
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- 2. A research project is a scientific investigation, usually using scientific methods, to achieve defined objectives. Some research projects aim at testing and refining existing knowledge, others at creating new knowledge
- 3. A research topic is a subject or issue that a researcher is interested in when conducting research. Choosing a research topic is an ongoing process by which researchers explore, define and refine their ideas. The topic must be narrow and focused enough to be interesting, yet broad enough to find adequate information. Choose the topic that is manageable Use Brainstorming technique to generate ideas about the topic Find the topic where there is unresolved controversy, a gap in knowledge or an unrequited need Read a wide range of materials like journals, industry publications, articles etc. to find a topic. Being aware of current issues in the chosen topic helps to formulate the research problem easily
- 4. A Research Proposal is simply a structured, formal document that explains what is being researched (i.e. the research topic), why it is being researched (i.e. the purpose), and how it is being investigated (i.e. the research approach) The purpose of the research proposal is to convince the researcher’s supervisor, committee or university that the research is suitable (for the purpose intended) and manageable
- 5. A Research Problem is the starting point for any research. It should have the following characteristics: It should be stated clearly and concisely It should be significant, but not trivial or copy of previous work It should be delineated in order to limit its scope to practical investigation It should enable to obtain the information required to explore the problem It must be possible to draw conclusions related to the problem A research problem is typically a question; it also can have sub- questions
- 6. Objectives of the study should reflect the problem statement and hence should be drawn from it. Research Objectives describe what a researcher is trying to achieve and explain why the pursuance of that research is needed. They summarize the approach and purpose of the project and help to focus on research. Objectives should: • Establish the scope and depth of the project • Contribute to the research design • Indicate how the project will contribute to existing knowledge
- 7. A Hypothesis states the predictions about what the research will find. It is a tentative answer to the research question that has not yet been tested. A hypothesis should be based on existing theories and knowledge. It also has to be testable, which means the researcher can either accept or reject it through scientific research methods (such as experiments, observations and statistical analysis of data). A hypothesis forms the basis for collection of data and thereby further analysis.
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