departmental honors
It is my intent to use this project to explore the concept of account relationship management within sales. In MKTG 430 (Sales Force Management) we will briefly examine this subject in one lecture's time- I want to use this ad hoc opportunity to dive deeper. To do so I will examine the wide variety of suppliers partnering with the Boeing Company and the various relationship management strategies these businesses have been employed in this B-B context.
Specifically I want to look at variables like industry norms, CRM tactics, executive strategy, competitors, varying sizes of suppliers, the intimacy of their relationship with Boeing, and how these market segments different across commodities. To do this I will gather research from interviewing someone in the industry as well as by reading journal articles and books. The outcome of the project will be an annotated bibliography with my findings.
I became particularly interested in this topic when I started working as an intern at the Boeing Company. After taking Principles of Selling (MKTG 335) I learned sales is really about identifying the needs of a customer and communicating how your product will fulfill those needs. While working in supplier management at Boeing, I was surprised to learn the company often has trouble with their suppliers. Some of these businesses, both small and large, frequently default on delivering their products. This causes Boeing expensive delays in the factory and ultimately disappointment in the final customer. Yet, Boeing still does business with them. Meanwhile, Boeing recognizes other suppliers for their outstanding products and service. I want to explore the different approaches suppliers take to manage their relationship with Boeing, and how these steps might influence or detract from the success of both businesses.
By exploring this topic, I hope to gain a better understanding of how B-B selling varies with the context surrounding both companies. Anything I learn will be extremely valuable as I hope to someday work in supplier and sales management.
In addition to benefiting me on a personal level, the work I do in this ad hoc will connect well with my coursework. This class's curriculum is designed to help students gain a working knowledge of sales management and improve their communication skills. My research project will help me do just that by allowing me to explore an area of Sales Force Management that peaks my interest. Additionally, my research will lead me to dive into neighboring subjects like supplier management, distribution, logistics, networking, and customer relationship management. Exploring these interconnected areas will allow me to gain a fuller understanding of sales as a whole, and sales force management in particular.
Additionally, my work will culminate in a written report or sorts. Last quarter was my first opportunity to write a document formatted for sales information. The industry definitely employees unique structure and jargon into their texts; I would love to practice tailoring my writing skills by constructing my findings in an annotated bibliography.
Specifically I want to look at variables like industry norms, CRM tactics, executive strategy, competitors, varying sizes of suppliers, the intimacy of their relationship with Boeing, and how these market segments different across commodities. To do this I will gather research from interviewing someone in the industry as well as by reading journal articles and books. The outcome of the project will be an annotated bibliography with my findings.
I became particularly interested in this topic when I started working as an intern at the Boeing Company. After taking Principles of Selling (MKTG 335) I learned sales is really about identifying the needs of a customer and communicating how your product will fulfill those needs. While working in supplier management at Boeing, I was surprised to learn the company often has trouble with their suppliers. Some of these businesses, both small and large, frequently default on delivering their products. This causes Boeing expensive delays in the factory and ultimately disappointment in the final customer. Yet, Boeing still does business with them. Meanwhile, Boeing recognizes other suppliers for their outstanding products and service. I want to explore the different approaches suppliers take to manage their relationship with Boeing, and how these steps might influence or detract from the success of both businesses.
By exploring this topic, I hope to gain a better understanding of how B-B selling varies with the context surrounding both companies. Anything I learn will be extremely valuable as I hope to someday work in supplier and sales management.
In addition to benefiting me on a personal level, the work I do in this ad hoc will connect well with my coursework. This class's curriculum is designed to help students gain a working knowledge of sales management and improve their communication skills. My research project will help me do just that by allowing me to explore an area of Sales Force Management that peaks my interest. Additionally, my research will lead me to dive into neighboring subjects like supplier management, distribution, logistics, networking, and customer relationship management. Exploring these interconnected areas will allow me to gain a fuller understanding of sales as a whole, and sales force management in particular.
Additionally, my work will culminate in a written report or sorts. Last quarter was my first opportunity to write a document formatted for sales information. The industry definitely employees unique structure and jargon into their texts; I would love to practice tailoring my writing skills by constructing my findings in an annotated bibliography.
briauna_azer_honors_ad_hoc_paper.docx | |
File Size: | 94 kb |
File Type: | docx |