Sales Manager's Dilemma: Balancing Short-Term Research Proposal

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The companies studied will be manufacturers of different products with their sales forces deployed over a big territory or region.

A quantitative analysis instrument has not yet been chosen, as I intend to select one that will best analyze the collected data. It seems that this should be chosen based on the framework which I will present as best practises at the end of this work.

Data for the analysis will be obtained from companies' sales managers, marketing managers, and sales officers, and from the researcher's personal knowledge and experience with sales management in the it industry. This will be compiled with the support of related literature from books, magazines, commercial and public databases, and the Internet.

Proposed analysis and presentation techniques to be used How will you analyse the data and present your findings? (100-150 words)

Survey research method: After preparing the survey questionnaire, it will be given to approximately 150 people in both my own organization and other organizations, with 100 of the questionnaires going to individuals within my own organization to ensure better response numbers and to allow me to have enough responses to conduct my research.

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I expect a response rate of approximately 90 to 95%. Those who are given the questionnaire will be manufacturers of different products not necessarily from the same industry, so that I can analyse the diversity of methods and approaches. The completed questionnaires will be compared and contrasted in the main body of the completed dissertation against quantitative findings. The results will be presented in both textual and graphical form and explained to finalize findings which will indicate what, if any, strategic sales management methods are the best options for both short-term revenue goals and long-term value creation.

6. Appendices:

(Attach appendices to your completed proposal form):

A. Reference list

B. Dissertation Time plan

Appendix a

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