Marine engines industry : a strategic sales approach for GGH
47 p.
| Main Author: | |
|---|---|
| Other Authors: | |
| Format: | Thesis |
| Published: |
2011
|
| Subjects: | |
| Online Access: | http://hdl.handle.net/10356/47315 |
| _version_ | 1811682320387670016 |
|---|---|
| author | Han, Yuan |
| author2 | Tang Hung Kei |
| author_facet | Tang Hung Kei Han, Yuan |
| author_sort | Han, Yuan |
| collection | NTU |
| description | 47 p. |
| first_indexed | 2024-10-01T03:54:58Z |
| format | Thesis |
| id | ntu-10356/47315 |
| institution | Nanyang Technological University |
| last_indexed | 2024-10-01T03:54:58Z |
| publishDate | 2011 |
| record_format | dspace |
| spelling | ntu-10356/473152024-01-12T10:13:19Z Marine engines industry : a strategic sales approach for GGH Han, Yuan Tang Hung Kei Nanyang Business School DRNTU::Business::International business 47 p. This dissertation provides a case application on sales strategy and management for a client, GGH, in New Zealand. It explores the issues and challenges that GGH is facing in the marine engine industry, and provides recommendations to GGH to elevate its growth. Although it was found that GGH has partnered and been backed up by a large, renowned manufacturer, XYZ, whose sales of marine engines increased by 56 percent from 1992 to 1995, GGH did not propel itself into a similar high-growth situation. There is a good growth potential for this market segment based on the environmental and industry scanning, but GGH lacks focus and a sales strategy to drive its growth and penetration of this segment. Based on the analysis of the GGH's current situation and the selected sales model, a comprehensive sales strategy is recommended and evaluated, with the purpose to assist GGH to improve its market share through a healthy sales penetration strategy. Master of Business Administration 2011-12-27T07:03:44Z 2011-12-27T07:03:44Z 2004 2004 Thesis http://hdl.handle.net/10356/47315 Nanyang Technological University application/pdf |
| spellingShingle | DRNTU::Business::International business Han, Yuan Marine engines industry : a strategic sales approach for GGH |
| title | Marine engines industry : a strategic sales approach for GGH |
| title_full | Marine engines industry : a strategic sales approach for GGH |
| title_fullStr | Marine engines industry : a strategic sales approach for GGH |
| title_full_unstemmed | Marine engines industry : a strategic sales approach for GGH |
| title_short | Marine engines industry : a strategic sales approach for GGH |
| title_sort | marine engines industry a strategic sales approach for ggh |
| topic | DRNTU::Business::International business |
| url | http://hdl.handle.net/10356/47315 |
| work_keys_str_mv | AT hanyuan marineenginesindustryastrategicsalesapproachforggh |