All Outputs (3)

Marketing in SMEs: the sales process of SMEs on the food and drink industry. (2013)
Book Chapter
Douglas, T., & Omar, M. (2013). Marketing in SMEs: the sales process of SMEs on the food and drink industry. In N. O. Ndubisi, & S. Nwankwo (Eds.), Enterprise Development in SMEs and Entrepreneurial Firms: Dynamic Processes, 163-196. IGI-Global. https://d

There would appear to be varied approaches to the sales process practiced by SMEs in how they go about locating target customers, interfacing with prospects and new customers, presenting the benefits and features of their products and services, closi... Read More about Marketing in SMEs: the sales process of SMEs on the food and drink industry..

The Sales Process Practice of Food and Drink SMEs - A Holistic Conceptual Framework: Steps, dimensions, barriers and enablers. (2013)
Preprint / Working Paper
Douglas, T., & Omar, M. A Holistic Conceptual Framework: Steps, dimensions, barriers and enablers

Purpose –The research examines the sales process practised by SMEs, and barriers and enablers that hinder and support effective selling practices from the selling organisation’s perspective in Scottish-based Food and Drink firms. Design/methodolog... Read More about The Sales Process Practice of Food and Drink SMEs - A Holistic Conceptual Framework: Steps, dimensions, barriers and enablers..

An investigation into the sales process practiced by Scottish-based food and drink SMEs (2013)
Thesis
Douglas, T. An investigation into the sales process practiced by Scottish-based food and drink SMEs. (Thesis). Edinburgh Napier University. Retrieved from http://researchrepository.napier.ac.uk/id/eprint/6038

This thesis aims to explore selling and the sales process in Small and Medium Enterprises (SMEs) from the selling organisation’s perspective. It investigates the sales process between SME manufacturers/distributors and Food retail and Foodservices cu... Read More about An investigation into the sales process practiced by Scottish-based food and drink SMEs.