The relationship between personality and social factors and success as a sales representative, both of a petrol company and an animal food company

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Prevenda

Aquest projecte es base en una aplicació de prevenda per terminals amb Sistema Operatiu Windows CE 4.3 i plataforma Pocket PC 2003. L'aplicació permetrà al terminal conectar-se amb un ordenador central (PC) per tal de descarregar la informació dels clients, artícles, rutes, etc. Una vegada s'hagi rebut la informació, el comercial podrà anar visitant els diferents clients seguint una ruta i introduint les comandes. En qualsevol moment del dia el comercial podrà enviar les comandes a la central mitjançant una conecció remota o bé mitjançant una comunicació directa.

Viennin jakeluratkaisut Saksan markkinoilla: case-tutkimus

Työn tarkoituksena oli selvittää markkinamuutosten merkitystä erään yrityksen erään tulosyksikön toimintaan tietyllä vientialueella. Vaikuttavia tekijöitä arvioitiin erityisesti asiakasyritysten tarpeiden ja edustajayrityksen kanssa tehdyn yhteistyön kannalta. Työn alussa esitellään toimeksiantajayritys, tutkimuskohteena oleva tulosyksikkö ja markkinatilanne. Työn teoriaosuudessa käsitellään organisationaalista ostokäyttäytymistä ja markkinointia jakelukanavien kautta sekä esitellään analyysin käsitteellisenä kehyksenä käytetty palvelun laadun kuilumalli. Työn käytännönosan aineisto kerättiin kvalitatiivisilla haastatteluilla jakeluketjun kolmella tasolla. Aineistoa analysoitiin vertaamalla osapuolten näkemyksiä toiminnasta. Suurimpia eroja tuli esille yrityksen joidenkin heikkouksien ja uhkien tunnistamisessa. Samaa mieltä oltiin joustavuuden, yleisen palvelun laadun ja tuotelaadun tärkeydestä.Työn tuloksina on esitetty toimenpidesuosituksia, joiden yhteisenä piirteenä on toimeksiantajayrityksen selkeämpi profiloituminen tutkimuksen perusteella määritellyn laatutason tarjoajaksi. Esitettyjen toimenpiteiden avulla yrityksen kykyä tarjota kokonaispalvelua ja teknisesti laadukkaita tuotteita käytettäisiin edelleen hyväksi yhteistyökumppaneiden sitouttamisessa ja motivoimisessa.

Tukkumyyjästä valikoimaneuvojaksi - toimenkuvan määrittämisen vaiheet

The goal of this research was to describe what are the stages to determining the job describtion of Category Adviser, what are the main tasks and compe¬tences of the Category Adviser and how the co-operation with his interest groups was build. The title of Category Adviser was greated in Rautakesko Ltd. in year 2001 and it is partly comparable with the work of a Sales Representa¬tive. The goal of a Category Adviser is to support retail sales and act between wholesales and retail sales. The theoretical portion of this thesis was done as a study of existing literature of ECR and Category Management, individual competencies, job description and the work of Sales Representatives. The theoretical framework of the thesis is named as "stages to determining the job description of Sales Representative who follows the practices of Category Management". The empirical approach was qualitative and the data was collected by theme interviews and the existing written documents from the company. The empirical findings supported mainly the theoretical framework and a model of "stages to determining the job description of Category Adviser" was build. It created new information because the job title is not being used in other compa¬nies and the environment where Category Adviser acts at the same time as member of retail chain and a supplier is quite unique in Finland. The stages to determining of job description are being governed by the changes in retail sector, Category Management and the retail chain business strategy. The goals of ECR-model and its demands for competence, tasks and organiza¬tional structure also affect the stages to job description. One should also follow the guidelines of job analysis and rules of defining the tasks in written job desciption. The most significant thing affecting the process was retail chain business strategy. It started the process and it affects the environment where Category Adviser works. The study also proved that the co-operation between the interest groups is vey importand but it must be defined in a better way. Through that the co-operation will be better and the work of Category Adviser will be more efficient.

Identification by computer-simulated RFLP of phytoplasmas associated with eggplant giant calyx representative of two subgroups, a lineage of 16SrIII-J and the new subgroup 16SrIII-U

Symptoms resembling giant calyx, a graft-transmissible disease, were observed on 1-5% of eggplant (aubergine; Solanum melongena L.) plants in production fields in Sao Paulo state, Brazil. Phytoplasmas were detected in 1 2 of 1 2 samples from symptomatic plants that were analysed by a nested PCR assay employing 16S rRNA gene primers R16mF2/R16mR1 followed by R16F2n/R16R2. RFLP analysis of the resulting rRNA gene products (1.2 kb) indicated that all plants contained similar phytoplasmas, each closely resembling strains previously classified as members of RFLP group 16SrIII (X-disease group). Virtual RFLP and phylogenetic analyses of sequences derived from PCR products identified phytoplasmas infecting eggplant crops grown in Piracicaba as a lineage of the subgroup 16SrIII-J, whereas phytoplasmas detected in plants grown in Braganca Paulista were tentatively classified as members of a novel subgroup 16SrIII-U. These findings confirm eggplant as a new host of group 16SrIII-J phytoplasmas and extend the known diversity of strains belonging to this group in Brazil.

ADHD in a representative sample of the Brazilian population: estimated prevalence and comparative adequacy of criteria between adolescents and adults according to the item response theory

Background: Attention deficit hyperactivity disorder (ADHD) is a clinically significant disorder in adulthood, but current diagnostic criteria and instruments do not seem to adequately capture the complexity of the disorder in this developmental phase. Accordingly, there are limited data on the proportion of adults affected by the disorder, specially in developing countries. Method: We assessed a representative household sample of the Brazilian population for ADHD with the Adult ADHD Self-report Scale (ASRS) Screener, and evaluated the instrument according to the Rasch model of item response theory. Results: The sample was comprised by 3007 individuals, and the overal prevalence of positive screeners for ADHD was 5.8% [95% confidence interval (CI), 4.8-7.0]. Rasch analyses revealed the misfitt of the overall sample to expectations of the model. The evaluation of the sample stratified by age revealed that data for adolescents showed a signficant fittnes to the model expectations, while items completed by adults were not adequated. Conclusions: The lack of fitness to the model for adult respondents challenges the possibility of a linear transformation of the ordinal data into interval measures and the utilization of parametric analyses of data. This result suggests that diagnostic criteria and instruments for adult ADHD must take into account a developmental perspective. Moreover, it calls for further evaluation of currently employed research methods in light of modern theories of psychometrics. Copyright (C) 2010 John Wiley & Sons, Ltd.

Moderating effect of ear preference on personality in the prediction of sales performance

This study examined the relationship between ear preference, personality, and performance ratings on 203 telesales staff. Social desirability scores were a significant predictor of two relatively independent sets of supervisor ratings (actual performance and developmental potential) in interaction with ear preference. It was found that the social desirability scale was a significant positive predictor for staff preferring a right ear headset, but a negative predictor for staff preferring a left ear headset. These results were interpreted in terms of different strategies used to achieve successful sales.

Appraisal ratings, halo, and selection: A study using sales staff

Supervisor ratings are useful criteria for the validation of selection instruments but maybe limited because of the presence of rating errors, such as halo. This study set out to show that supervisor ratings which are high in halo remain successful criteria in selection. Following a thorough job analysis, a customer service questionnaire was designed to assess the potential of retail sales staff on three orthogonal subscales labelled Dealing with people, Emotions and energy, and Solitary style. These subscales were uncorrelated with supervisor ratings made about 8 weeks later. However, the supervisor ratings were correlated with an overall scale derived from the three scales of the customer service questionnaire. These results support the view that supervisor ratings generally consist of global impressions and suggest that these global impressions are useful measures of overall performances. This field study confirms laboratory results that halo does not necessarily reduce rating accuracy.

An aggregate sales model for consumer durables incorporating a time-varying mean replacement age

Forecasting category or industry sales is a vital component of a company's planning and control activities. Sales for most mature durable product categories are dominated by replacement purchases. Previous sales models which explicitly incorporate a component of sales due to replacement assume there is an age distribution for replacements of existing units which remains constant over time. However, there is evidence that changes in factors such as product reliability/durability, price, repair costs, scrapping values, styling and economic conditions will result in changes in the mean replacement age of units. This paper develops a model for such time-varying replacement behaviour and empirically tests it in the Australian automotive industry. Both longitudinal census data and the empirical analysis of the replacement sales model confirm that there has been a substantial increase in the average aggregate replacement age for motor vehicles over the past 20 years. Further, much of this variation could be explained by real price increases and a linear temporal trend. Consequently, the time-varying model significantly outperformed previous models both in terms of fitting and forecasting the sales data. Copyright (C) 2001 John Wiley & Sons, Ltd.

Is category management in small supermarkets worth the effort?

Category management (CM) is an important tool to strengthen the relationship between manufacturers and retailers. This process has been associated with large corporate retailers; however, some recent researches show that CM is open to companies of any type or size. This possibility is important in emerging markets, where neighborhood supermarkets are still representative and are often considered an alternative for manufacturers to achieve higher margins compared to big chains. In this context, the aim of this research was to analyze the results of a CM initiative in small neighborhood supermarkets from a manufacturer perspective. Data for the study comes from a food manufacturer in Brazil that implemented a CM process with 180 small retailers. A quantitative analysis was conducted in order to analyze the effect of the program on the food manufacturer' s sales and market share. Our analysis suggests an overall positive effect of the program on both, sales and market share.

SmallPower, Energias Renováveis, Lda.: tradução e gestão de conteúdos

Relatório de estágio realizado por: Tiago André Nogueira da Cruz Trabalho orientado pela Mestre Célia Sousa

A gestão de boas práticas da manutenção em equipamentos de anestesia

Mestrado em Gestão e Avaliação das Tecnologias em Saúde

On the development of an automatic voice pleasantness classification and intensity estimation system

In the last few years, the number of systems and devices that use voice based interaction has grown significantly. For a continued use of these systems, the interface must be reliable and pleasant in order to provide an optimal user experience. However there are currently very few studies that try to evaluate how pleasant is a voice from a perceptual point of view when the final application is a speech based interface. In this paper we present an objective definition for voice pleasantness based on the composition of a representative feature subset and a new automatic voice pleasantness classification and intensity estimation system. Our study is based on a database composed by European Portuguese female voices but the methodology can be extended to male voices or to other languages. In the objective performance evaluation the system achieved a 9.1% error rate for voice pleasantness classification and a 15.7% error rate for voice pleasantness intensity estimation.

Osteoporotic hip fractures: Bisphosphonates sales and observed turning point in trend. A population-based retrospective study

The aim is to examine the temporal trends of hip fracture incidence in Portugal by sex and age groups, and explore the relation with anti-osteoporotic medication. From the National Hospital Discharge Database, we selected from 1st January 2000 to 31st December 2008, 77,083 hospital admissions (77.4% women) caused by osteoporotic hip fractures (low energy, patients over 49 years-age), with diagnosis codes 820.x of ICD 9-CM. The 2001 Portuguese population was used as standard to calculate direct age-standardized incidence rates (ASIR) (100,000 inhabitants). Generalized additive and linear models were used to evaluate and quantify temporal trends of age specific rates (AR), by sex. We identified 2003 as a turning point in the trend of ASIR of hip fractures in women. After 2003, the ASIR in women decreased on average by 10.3 cases/100,000 inhabitants, 95% CI (− 15.7 to − 4.8), per 100,000 anti-osteoporotic medication packages sold. For women aged 65–69 and 75–79 we identified the same turning point. However, for women aged over 80, the year 2004 marked a change in the trend, from an increase to a decrease. Among the population aged 70–74 a linear decrease of incidence rate (95% CI) was observed in both sexes, higher for women: − 28.0% (− 36.2 to − 19.5) change vs − 18.8%, (− 32.6 to − 2.3). The abrupt turning point in the trend of ASIR of hip fractures in women is compatible with an intervention, such as a medication. The trends were different according to gender and age group, but compatible with the pattern of bisphosphonates sales.