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Essay / Research Paper Abstract
This 23 page paper analyses a survey undertaken by a student and present the results. The survey concerns an electrical company selling generic products and has the aim of identifying ways of increasing sales. The current system uses sales representatives and the use of telesales was being considered. The paper examines the answers to each question and shows how these answers can be interpreted.
Page Count:
23 pages (~225 words per page)
File: TS14_TEsurrest.rtf
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Unformatted sample text from the term paper:
literature indicates that where there is a market that has generic products the way to succeed is to gain a comparative advantage. In many markets this is achieved by adding
more features or changing the physical characteristics of the product. However, in a market such as electrical components this is a difficult feat and would be copied by many competitors
if successful. For a competitive advantage to be sustainable it also needs to be difficult to imitate. There are many ways of developing competitive advantages associated with the way service
is provided. To undertake this type of strategy a company needs to have a clear and accurate idea of how they are
seen by the customers. Knowing this gives the company an indication of their position and their options. However, to decide which strategies to follow, such as which services to add,
or how to develop a cost effective channel for sales, the company also needs to know what the customers value in a company and their perceived needs. Good services may
appear to add value, but if they do not meet the needs of the customers, or potential customers, then they will not give the company any advantage and as such
they will not enhance the sales. Competitive advantage by way of differentiation using service may add value to the customer if it is a service they want or need and
if undertaken correctly should result in profits in excess of the cost of provision. Differentiation does not mean spending more money, indeed,
it may be spending less, but in a different way such as using telesales, either as a replacement or as a support for the direct sales force. The methodology to
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