The role of networking and social media tools during job search: an information behaviour perspective.

The paper presents a critical analysis of the extant literature pertaining to the networking behaviours of young jobseekers in both offline and online environments. A framework derived from information behaviour theory is proposed as a basis for conducting further research in this area. Method. Relevant material for the review was sourced from key research domains such as library and information science, job search research, and organisational research. Analysis. Three key research themes emerged from the analysis of the literature: (1) social networks, and the use of informal channels of information during job search, (2) the role of networking behaviours in job search, and (3) the adoption of social media tools. Tom Wilson’s general model of information behaviour was also identified as a suitable framework to conduct further research. Results. Social networks have a crucial informational utility during the job search process. However, the processes whereby young jobseekers engage in networking behaviours, both offline and online, remain largely unexplored. Conclusion. Identification and analysis of the key research themes reveal opportunities to acquire further knowledge regarding the networking behaviours of young jobseekers. Wilson’s model can be used as a framework to provide a holistic understanding of the networking process, from an information behaviour perspective.

Achieving a strategic sales focus: contemporary issues and future challenges.

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Marketing in SMEs: the sales process of SMEs on the food and drink industry.

There would appear to be varied approaches to the sales process practiced by SMEs in how they go about locating target customers, interfacing with prospects and new customers, presenting the benefits and features of their products and services, closing sales deals and building relationships, and an understanding of what the buyers needs are in the seller-buyer process. Recent research has revealed that while entrepreneurs and small business owners rely upon networking as an important source of sales, they lack marketing competencies, including personal selling skills and knowledge of what is involved in the sales process to close sales deals and build relationships. Small companies and start-ups with innovative products and services often find it difficult to persuade potential buyers of the merits of their offerings because, while the products and services may be excellent, they have not sufficiently well-developed selling skills necessary to persuade their target customers.