Title page for etd-0823111-101905


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URN etd-0823111-101905
Author Ming-Chuan Chiu
Author's Email Address No Public.
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Department EMBA
Year 2010
Semester 2
Degree Master
Type of Document
Language zh-TW.Big5 Chinese
Title The Practical Wisdom from A Sales Manager
Date of Defense 2011-06-18
Page Count 68
Keyword
  • Participant Observation Method
  • Narrative Analysis
  • Qualitative Research
  • Abstract Abstract
       Sales work is an occupation which constantly is available for people. Salespeople are always wanted, but only few of them can reach exquisite performance. For most people, selling is easy. However, it also brings the harshest challenge to human nature. Sales representatives could easily lose their resolution of achieving goals when they are encountered customers’ endless problems and sales resistance. They always face tremendous achievement pressure, which could destroy their strong will in no time. In most people’s impression, a professional sales manager has to be a person and a rich speaker. However, holding the same position, and having close observation toward numberless business chargers, I possess different opinion. A successful sales manager is usually prudent, self-disciplined, and achieves goals through effort of the whole team members. He learns humbly, and accumulates wisdom through his team group, as well as foster excellent ability, and great fortitude from failure experience. Thus, he becomes a top manager in his field.
    This paper discusses the resulted problems and their processing strategies when a sales manager confronts his customer. The author takes his past work experience as a sales manager in a British lubricant oil company as examples. Using the narrative analysis and participant observation method, this paper illustrates living challenges and work experiences on the managements of business and sales. Moreover, the great wisdom and excellent experience from above mentioned cases are respectively verified by the strategic problems solution models of Mckinsey and Company.
    Keywords: Qualitative Research、Narrative Analysis、Participant Observation Method
    Advisory Committee
  • Chang-yung Liu - chair
  • So-De Shyu - co-chair
  • Ching-fang Lee - advisor
  • Stephen D. Tsai - advisor
  • Files
  • etd-0823111-101905.pdf
  • Indicate in-campus at 99 year and off-campus access at 99 year.
    Date of Submission 2011-08-23

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