Hey zusammen,
ich bin gerade dabei meine Diplomarbeit zu schreiben, und bin in einen Konflikt mit meiner Betreuerin geraten aus dem ich nicht wirklich raus weiss.
Ich schreibe in Zusammenarbeit mit einer Unternehmensberatungsfirma eine Best Practice Study über die bereiche in denen sich Verkäufer von IT Konzernen verbessern können.
Dazu wurden auf zahlreichen Schulungen/Trainings bei IBM Fragebogen ausgeteilt, um heraus zu finden was die Herausforderungen der Verkäufer sind, bzw. welche Probleme die Manager sehen.
Aus dieser ersten allgemeinen Befragung habe ich Hauptkategorien gebildet die den kompletten Verkaufszyklus abdecken. In einer 2. Befragung habe ich die Fragen zu den Hauptkategorien zugeordnet und konkretisiert. Dadurch habe ich hunderte von Punkten erhalten in denen professionelle Verkäufer Verbesserungsbedarf bei sich selber sehen.
Diese Punkte umgeleitet geben konkrete Ratschläge wie man sich im Verkauf verbessern kann. Meine betreuende Unternehmensberatungsfirma ist begeistert, IBM kauf die Ergebnisse und bildet Schulungen aufbauend auf den Erkenntnissen, nur meine Betreuerin von der Universität behindert mich ständig mit verwirrenden Fragen!??!?
The Thesis is: “An Empirical Study on the Improvement of Sales Circles Efficiency Through Identification of Professional Selling Mistakes”
Die Existenzberechtigung meiner Arbeit war, dass ich durch die Identifikation dieser Fehler erheblich zur Effizienz Steigerung von IBM beitrage.
Ihre Antwort:
It is also a given Fact if a company develops an appropriate plan for improving itself that it will probably be more successful. This phenomenon alone however is not a strong enough basis for research. To put it bluntly, „researching something that is already known to be the case, will not result in a an academic piece of work.“ Do you have more info on this for me?
Meine Antwort:
Best Practice is a management idea which asserts that there is a technique, method, process, activity, incentive or reward that is more effective at delivering a particular outcome than any other technique, method, process, etc. The idea is that with proper processes, checks, and testing, a project can be rolled out and completed with fewer problems and unforeseen complications.
Trough my empirical research I have identified several selling mistakes. The awareness of these mistakes is valuable knowledge for the vendors, because they know where they need to improve. Finally I can give concrete instruction how they can improve. This is what IBM pays me for!
Ihre Antwort:
Question: Which IT companies will you be using? Is there a similarity among the three - in terms of what they are doing, how they are organized, how much of their revenue is from a product vs. service, how internationally focused are they, which management methods are incorporated, how are sales staff paid, etc. Comparable companies must be used to make your research data relevant.
If you are going to have a relevant study, you need to have at least 2 companies - otherwise there isn’t a relevant comparison.
Meine Antwort:
I am going to construct a qualitative research for one company in order to improve their efficiency. It would be nice to have several companies to compare and look for similarities. But finally the fact that I can show concrete ways how IBM (which is the largest IT company world wide) can improve their sales efficiency should be enough for an authentic research groundwork.
The aim of qualitative analysis is a complete, detailed description.
Quantitative research deals in numbers, logic and the objective, while qualitative research deals in words, images and the subjective.
Researcher may only know roughly in advance what he/she is looking for. The design emerges as the study unfolds.
Qualitative data is more ‚rich‘, time consuming, and less able to be generalized.
Main Types of Qualitative Data Collection & Analysis
There are three main methods of data collection:
Interactive interviewing
People asked to verbally described their experiences of phenomenon.
Written descriptions by participants
People asked to write descriptions of their experiences of phenomenon.
Observation
Descriptive observations of verbal and non-verbal behavior.
Analysis begins when the data is first collected and is used to guide decisions related to further data collection.
Was meint ihr zu dieser Diskussion? Ich und auch meine Betreuer blicken hier gar nicht mehr durch?! Stehen wir alle wirklich auf dem Schlauch oder ist die Dame da etwas auf dem falschen Weg?
Danke für eure Hilfe!!
Liebe Grüsse
Tanja