Master Thesis Online
Mémoire-projet
Rubens, Florence 
Promotor(s) : Bressers, Serge
Date of defense : 17-Jun-2024/21-Jun-2024 • Permalink : http://hdl.handle.net/2268.2/19980
Details
| Title : | Mémoire-projet |
| Author : | Rubens, Florence
|
| Date of defense : | 17-Jun-2024/21-Jun-2024 |
| Advisor(s) : | Bressers, Serge |
| Committee's member(s) : | Van Den Dooren, Helene
Bertrand, Benoît |
| Language : | French |
| Number of pages : | 95 |
| Keywords : | [en] Digital tools, sales representatives, qualitative analysis, annual bonuses, sales teams, commercial performance, KPI. |
| Discipline(s) : | Business & economic sciences > General management & organizational theory |
| Target public : | Professionals of domain Student General public |
| Institution(s) : | Université de Liège, Liège, Belgique |
| Degree: | Master en sales management, à finalité spécialisée |
| Faculty: | Master thesis of the HEC-Ecole de gestion de l'Université de Liège |
Abstract
[en] This thesis explores the implementation strategies of digital tools to enhance the operational efficiency of sales representatives. The objective is to determine how these tools can be optimally integrated and how their successful use can influence the calculation of annual bonuses. In an increasingly competitive commercial environment, companies seek to maximize the productivity of their sales representatives. The use of digital tools presents a promising solution to achieve this goal. However, the effectiveness of these tools heavily depends on how they are implemented and adopted by the end users.
File(s)
Document(s)
s174985RUBENS2024.pdf
Description:
Size: 1.55 MB
Format: Adobe PDF
Annexe(s)
Annexes.pdf
Description:
Size: 734.96 kB
Format: Adobe PDF
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