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.

The role of knowledge facilitators and inhibitors: lessons from airline reservations systems.

Strategic frameworks seeking to explain how an organisation may generate superior performance are numerous. Earlier approaches centred on the competitive position of an organisation within its industry, with subsequent attention focused on an organisation's core competences. More recently, research has concentrated on knowledge and organisational learning. By reference to a study of airline-developed computer reservation systems (CRSs), this article explores the strategic importance of information in creating knowledge to generate superior performance. By examining developments in the use, management and control of information derived from CRSs, evidence is presented to explain how CRS-owning airlines have circumvented regulatory controls and increasingly competition to sustain competitive advantage through the development of their information and knowledge systems. This research demonstrates the need for organisations to develop 'knowledge facilitators' that foster the creation of new knowledge. Equally, managers must develop 'knowledge inhibitors' that help to sustain competitive advantage by limiting the abilities of competitors to create knowledge themselves.

Sole plate fixing details for modern methods of timber construction.

In order to resist lateral loads, modern methods of timber construction are reliant on the in-plane shear strength of the walls orientated parallel to the applied action. In closed panel systems, the shear stresses are transferred to the foundations by the sole plate through the sheathing board, which is usually mechanically jointed to the timber frame. Since closed panels are delivered to site as single units, access to the internal bottom rail is rather restricted and novel, efficient solutions to secure the panel to the substrate are required. Sole plate fixing components for open and closed panel systems were tested in isolation and combination in order to validate a simplistic version of the weakest link theory. As a result, findings were embedded into a software database with a direct link to a previously developed sole plate and racking design application. This integrated process facilitates the structural optimization of the sole plate detail.