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The Importance of Coaching in the Direct Sales on an Example of the Southwestern Company
Charvátová, Veronika ; Křečková Kroupová, Zuzana (advisor) ; Dvořák, Josef (referee)
The main objective of this thesis is to explore the dependence between coaching and sales results of sales people during the Southwestern Company internship. In the theoretical part, I describe the concept of coaching and its history, on the basis of available literature and internet sources. Further, I devote to coaching models and tools that coaches use for improving the performance of coached people. At the end of the theoretical part, I define the specifics of direct sales and I depict the importance of direct sales nowadays. The practical part is devoted to the Southwestern Company, which uses direct sales to distribute educational products. I introduce the history of the company, its product portfolio and summer Southwestern Advantage Internship for university students. The centre of this thesis is the research, which I did during the summer 2012, when I applied coaching in communication with the sales people I worked with. The conclusion of this thesis is the link between theory and experience and also the following recommendations to apply coaching to increase the volume of production of the Southwestern sales people.
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The methods of direct sales of literature
Hapáková, Michala ; Tyslová, Irena (advisor) ; Hanzlík, Jan (referee)
My bachelor thesis is focused on describing direct sales as a specific method of running a business. The main purpose of the thesis is to analyze the publishing company called Southwestern, which has been using this method to distribute educational literature, and find out how the company reacts to decreasing demand after printed books. The theoretical part is devoted to history of direct sales and role of a succesful salesman. This part also contains the description of marketing mix and different types of literature. The analytical part is about the Southwestern company and its summer business program for students. This part describes the company's method of distributing its products, development of product portfolio, and the way students are motivated to choose this summer job. In the conclusion, I sum up the situation of Southwestern company on the market and I introduce the results of questionnaire, which is focused on facts that motivates students to choose the role of a salesman.
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Apprehension of the Southwestern Company by University Students
Cimbura, Zdeněk ; Říha, David (advisor) ; Dvořák, Josef (referee)
In my bachelor thesis I deal with the corporate identity and image. I have also concentrated on public relations as an important component of the corporate communication. The theoretical part deals with the image formation through the corporate identity and also deals with public relations, reputation management and corporate social responsibility. The purpose of my thesis is to evaluate how university students apprehend the Southwestern company and its summer internship presented by the company. As the response to the theoretical part, I have introduced the Southwestern Company and its Southwestern Advantage Internship in the analytical part. The key point of the analytical part is the analysis of the corporate image. I have analysed the corporate culture and communication by survey, and the corporate design and products by the semantic differential. In the conclusion, there are recommendations for improving the apprehension of the Southwestern Company by university students.
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Direct sale and its importance in retailing
Skopal, Ruslan ; Turnerová, Lenka (advisor) ; Křečková Kroupová, Zuzana (referee)
The main goal of this Bachelor's Thesis is to find out what are the main reasons for a customer to buy a product, and what makes difference in making decision for a client. "Navigate, selling the way people like to buy", is the book which will be used for theoretical part, from author Dustin Hillis. Dustin Hillis is a very successful sales person and divides customers into 4 different groups based on style they like to buy products. The same method used for example Lee McCroskey in his seminar "Becoming a Chameleon". I will use those 4 types of customers in first part to compare theory with my experience from direct sales. For practical use I have chosen Southwestern Company. I will use mainly my own experience and notes that I collected last 3 years. I personally sold products to 850 customers in 240 days. In last part of this thesis I will analyze how useful is theoretical knowledge in particular sales situations and also types of customers.
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