Marketing in support of sales in industrial high technology company

The aim of this study is to find out how Metso Paper’s marketing could better support sales and how sales people are executing marketing during the sales processes. This study is done from sales people’s point of view. The study is limited to cover only company’s internal environment. This research was executed through literature review and qualitative theme interviews, where 20 of Metso Paper’s sales people were interviewed. The interviewees were asked to tell their opinions about marketing’s support, marketing materials, information and the relationship between sales and marketing. The results of this study show that the relationship between marketing and sales is rather good, but there is still a great need for improvements. It is hoped that marketing would take more part in the selling processes. In addition, more information about the launches and schedules were also hoped for. Marketing is told to be quite Finland centric and sales people are wishing for more adopted marketing materials and occasions. It came up during the interviews, that sales people are not so willing to give regular feedback to marketing and quite often they think that marketing’s role in Metso Paper is not important at all.

Influències de Dostoievski a Incerta glòria de Joan Sales

El treball analitza els punts de contacte entre 'Incerta glòria' i les principals obres de Dostoievski, amb l'objectiu de demostrar que el rus va exercir una influència sobre Joan Sales. Els elements tractats pertanyen sobretot a l'ordre temàtic i, secundàriament, a la construcció formal i dels personatges. Aquests elements són la narració de la vida espiritual dels personatges i l'escissió de la seva personalitat en bé i mal, les idees com a components centrals de les novel·les, la polifonia, l'alliberament pel sofriment i la presència de filosofia i religió en el gènere novel·lístic.

Comparação entre os volumes pulmonares irradiados com técnica bidimensional e tridimensional conformada na radioterapia de pacientes com tumores de pulmão localmente avançados

OBJETIVO: Comparar e quantificar os volumes pulmonares irradiados utilizando planejamentos bidimensional (2D) e tridimensional (3D) conformado na radioterapia de tumores de pulmão. MATERIAIS E MÉTODOS: Em 27 pacientes portadores de câncer de pulmão foi feito planejamento 3D e outro correspondente em 2D. As doses prescritas variaram de 45 a 66 Gy. Foram avaliadas as doses no volume alvo planejado (PTV), volume tumoral macroscópico (GTV) e pulmões (volume de pulmão que recebe 20 Gy ou 30 Gy - V20 e V30, respectivamente, e dose média). Os órgãos de risco adjacentes (medula espinhal, esôfago e coração) receberam doses abaixo dos limites de tolerância. RESULTADOS: O GTV variou de 10,5 a 1.290,0 cm³ (média de 189,65 cm³). Nos planejamentos 2D foi utilizado, em média, um total de 59,33 campos, e nos planejamentos 3D, 75,65 campos. Em todas as situações analisadas houve significante (p < 0,05) preservação dos volumes pulmonares com o planejamento 3D, com diminuição de cerca de 15% dos volumes irradiados. O pulmão sem tumor foi mais beneficiado. CONCLUSÃO: A radioterapia 3D permitiu maior preservação dos pulmões, tanto para tumores iniciais quanto avançados. A radioterapia 3D deve ser utilizada nos pacientes com tumores de pulmão, mesmo que volumosos.

Sociolingüística versus política y planificación lingüísticas: distinciones entre los campos y nociones integradoras

En el marc de la visió del fenomen lingüístic com a complex més que no pas com a «objecte», l"aproximació sociolingüística se centra en la llengua i els seus contextos eco-socio-cognitius. Així, la perspectiva sociolingüística es constitueix ineluctablement de forma inter- i transdisciplinària, i se situa clarament en una cruïlla de camins i perspectives que ha d"interrelacionar. No obstant, avui dia la sociolingüística és encara una àrea fragmentada i amb moltes línies d"estudi poc integrades i comunicades, i per tant el seu repte actual i de cara al futur immediat és construir un marc teòric integrador propi en el qual puguin convergir els diferents angles i plans d"estudi. En aquesta recerca d"elements generals unificadors sobresurt una noció que podria actuar si més no d"element cohesionador, i és la que es refereix al fenomen de la sociosignificació extragramàtica relacionat amb la diversitat de «com diem les coses» els humans. Així en societats amb presència de llengües distintes, dir alguna cosa fent-ne servir una o altra pot ser considerat com a significatiu per als interlocutors, tal com pot succeir en el cas de la concurrència de distintes varietats geodialectals o sociodialectals, que poden ser valorades de diferent manera pels parlants. Així mateix, més en el pla interpersonal, la selecció de formes lingüístiques i paralingüístiques adequades és crucial si, per exemple, volem indicar enuig o bé alegria i actitud festiva. Aquesta perspectiva se situa més a prop del «gir cognitivista» en les ciències socioculturals, ja que postula la centralitat del cervell-ment en el control de la conducta humana i, per tant, del comportament lingüístic.

Ressonância magnética para avaliação dos limites dos campos clássicos de radioterapia em pacientes portadoras de neoplasia maligna de colo uterino

OBJETIVO: Avaliar os limites de campo padronizados para radioterapia de neoplasia maligna de colo uterino com o uso de ressonância magnética e verificar a importância deste exame na redução de possíveis erros de planejamento com técnica convencional. MATERIAIS E MÉTODOS: Foram analisados, retrospectivamente, exames de ressonância magnética do planejamento de 51 pacientes tratadas devido a neoplasia de colo uterino. Os parâmetros estudados foram limites anterior e posterior no corte sagital. RESULTADOS: Observou-se, no corte sagital das ressonâncias magnéticas, que o limite de campo anterior apresentou-se inadequado em 20 (39,2%) pacientes e que houve perda geográfica em 37,3% dos casos no limite posterior. A inadequação de ambos os limites de campo não se relacionou com parâmetros clínicos como idade das pacientes, estadiamento, tipo e grau histológico. CONCLUSÃO: A avaliação dos limites de campo padronizados pela literatura com o uso de ressonância magnética mostrou altos índices de inadequação dos limites do campo lateral, assim como a importância do uso deste exame no planejamento radioterápico de pacientes portadoras de câncer de colo uterino com a finalidade de reduzir a perda geográfica no volume alvo de tratamento.

Prescription in the proposal for a common european sales law

The rules on prescription in Part VIII, Chapter 18, of the Proposal for a Common European Sales Law (CESL) follow the provisions of the Principles of European Contract Law (PECL) and the Draft Common Frame of Reference (DCFR), which, in general, have deserved favourable comments. Yet, a number of rules contained in those texts have been omitted. It is necessary to ascertain whether the CESL rules only apply to provisions on rights and claims resulting from sales or related services contracts, or whether they are also applicable to any other contractual right or claim and also to rights or claims of non-contractual origin. One of the most problematic issues concerns general prescription periods: firstly, because there are two general periods, a short one and a long one, without any specification about the claims or rights covered by each one of them; secondly, because neither period is suitable in case of non-conformity. There are also some interpretation problems due to missing, ambiguous or defective definitions. The systematic approach demands clarification too.

Quantitative market and sales forecast accuracy analysis

The main objective of this master’s thesis was to quantitatively study the reliability of market and sales forecasts of a certain company by measuring bias, precision and accuracy of these forecasts by comparing forecasts against actual values. Secondly, the differences of bias, precision and accuracy between markets were explained by various macroeconomic variables and market characteristics. Accuracy and precision of the forecasts seems to vary significantly depending on the market that is being forecasted, the variable that is being forecasted, the estimation period, the length of the estimated period, the forecast horizon and the granularity of the data. High inflation, low income level and high year-on-year market volatility seems to be related with higher annual market forecast uncertainty and high year-on-year sales volatility with higher sales forecast uncertainty. When quarterly market size is forecasted, correlation between macroeconomic variables and forecast errors reduces. Uncertainty of the sales forecasts cannot be explained with macroeconomic variables. Longer forecasts are more uncertain, shorter estimated period leads to higher uncertainty, and usually more recent market forecasts are less uncertain. Sales forecasts seem to be more uncertain than market forecasts, because they incorporate both market size and market share risks. When lead time is more than one year, forecast risk seems to grow as a function of root forecast horizon. When lead time is less than year, sequential error terms are typically correlated, and therefore forecast errors are trending or mean-reverting. The bias of forecasts seems to change in cycles, and therefore the future forecasts cannot be systematically adjusted with it. The MASE cannot be used to measure whether the forecast can anticipate year-on-year volatility. Instead, we constructed a new relative accuracy measure to cope with this particular situation.

La investigación en Comunicación ante una encrucijada: de la teoría de los campos a la diseminación y diversidad gnoseológica. Estudio inicial comparado entre España, Brasil y Chile

Desde sus inicios, la comunicación fue un espacio de investigación diver - so, complejo, atravesado por múltiples influencias (sociológicas, políticas, económicas y semióticas). En ese contexto, la teoría de los campos (apun- talada por Pierre Bourdieu) brindó las posibilidades de estructuración y de autonomía, como mecanismo de reducir esa diversidad. Sin embargo, en estos años la heteronomía del campo, ha conducido a la comunicación 804 La investigación en Comunicación ante una encrucijada: ... - Víctor Silva Echeto, Jordi de San Eugenio Vela (como en el caso del arte u otras disciplinas) a influenciarse por contextos globales, inter y transdisciplinarios e intermediales (o transmediales), por tanto, no son los medios su objeto de investigación en sí mismos, sino una diversidad gnoseológica. En el artículo, se pone en discusión estos aspec- tos teóricos, contrastándolos con un estudio comparado –inicial– sobre la investigación en comunicación en España, Brasil y Chile, tres de los países con un mayor desarrollo en los últimos años.

Technology roadmap for new sales support and management system for crane manufacturing company

Sales configurators are essential tools for companies that offer complicated case specifically crafted products for customers. Most sophisticated of them are able to design an entire end product on the fly according to given constraints, calculate price for the offer and move the order into production. This thesis covers a sales configurator acquisition project in a large industrial company that offers cranes for its customers. The study spans the preliminary stages of a large-scale software purchase project starting from the specification of problem domain and ending up presenting the most viable software solution that fulfils the requirements for the new system. The project consists of mapping usage environment, use cases, and collecting requirements that are expected from the new system. The collected requirements involve fitting the new sales system into enterprise application infrastructure, mitigating the risks involved in the project and specifying new features to the application whilst preserving all of the admired features of the old sales system currently used in the company. The collected requirements were presented to a number of different sales software vendors who were asked to provide solution suggestions that would fulfil all the demands. All of the received solution proposals were exposed to an evaluation to determine the most feasible solutions, and the construction of evaluation criteria itself was a part of the study. The final outcome of this study is a short-list of the most feasible sales configurator solutions together with a description of how software purchase process in large enterprises work, and which aspects should be paid attention in large projects of similar kind.

Intraregional trade in South America, 1913-50. Economic linkages before institutional agreements

Dejando de lado NAFTA, la integración comercial en América Latina sigue siendo muy moderada hoy en día, representando alrededor del 20% del comercio total. Lo sorprendente es que estos valores eran más altos en 1945. Esto constituye un hecho paradoxal: la integración comercial alcanzó su récord antes de la firma de acuerdos de integración comercial. En el presente trabajo se estudia el comercio intrarregional a lo largo del período de entreguerras (1913-1950) a través del análisis de cinco casos: Argentina, Bolivia, Brasil, Chile y Peru. El análisis de la integración comercial en este período representa una novedad en la literatura, ya que los trabajos sobre América Latina, específicos de comercio intraregional, se centran en el período a partir de la década de 1960. El documento destaca dos conclusiones principales: a) con la excepción de los períodos de las guerras mundiales, el comercio intraregional ha sido muy modesto desde 1913 hasta la actualidad, b) en general, el comercio intrarregional repitió la especialización del comercio mundial: una alta concentración en productos de bajo valor añadido.

Intraregional trade in South America, 1913-50. Economic linkages before institutional agreements

Dejando de lado NAFTA, la integración comercial en América Latina sigue siendo muy moderada hoy en día, representando alrededor del 20% del comercio total. Lo sorprendente es que estos valores eran más altos en 1945. Esto constituye un hecho paradoxal: la integración comercial alcanzó su récord antes de la firma de acuerdos de integración comercial. En el presente trabajo se estudia el comercio intrarregional a lo largo del período de entreguerras (1913-1950) a través del análisis de cinco casos: Argentina, Bolivia, Brasil, Chile y Peru. El análisis de la integración comercial en este período representa una novedad en la literatura, ya que los trabajos sobre América Latina, específicos de comercio intraregional, se centran en el período a partir de la década de 1960. El documento destaca dos conclusiones principales: a) con la excepción de los períodos de las guerras mundiales, el comercio intraregional ha sido muy modesto desde 1913 hasta la actualidad, b) en general, el comercio intrarregional repitió la especialización del comercio mundial: una alta concentración en productos de bajo valor añadido.

Product Data Managemet as a Key Success Factor in After Sales Business

The objective of this master’s thesis is to define Larox´s Product Data present state and future development needs from after sales point of view. In particular the object was to investigate after sales needs, which data related to products need to be managed by using Product Data Management. Empirical material of thesis was collected mainly through interviews, benchmark visits, and personal experience. Among the interviewees were internal stakeholders who are closely related to the product process, as well as external stakeholders. Interviews revealed that each stakeholder group has deviating needs for product data management and that at present all the needs are not met to take the best possible way. The main requirement was availability of up-to-date information, which plays a key role in after sales business. At the end of study is concentrated to find development targets at Larox, especially from after sales point of view. In addition, consideration of how the product data management advantages can utilized in making internal processes more efficient. Development needs are collected together as project descriptions, whose headings are shown at the end of the study.

Fritz Feigl: sua obra e novos campos tecno-científicos por ela originados

Fritz Feigl's scientific legacy of more than 500 original publications of spot reactions and new chemical concepts, includes a precise definition of identification limit, the difference between specific and selective reactions, and the masking/demasking of chemical reactions, the selective functionalization for the development of new reactions. It resulted in a considerable and varied number of new applications evident in hundreds of citations of his publications, up to 2003, throughout the thirty years following his passing away, and comprehending scientific as well as commercial fields, like that of kits for exploratory tests, based on his reactions and of his followers.