All Outputs (11)

Market research on factors influencing women's preferences in investment decision making (2017)
Journal Article
Sharma, A., Douglas, T., & Jaworski, P. (2017). Market research on factors influencing women's preferences in investment decision making. International Journal of Management and Applied Science, 3(8), 79-86

This study aims to gain knowledge on the factors that influence the investment decision making of women in Singapore. The research explores the fact that investment decision is being affected by the demographic, psychographic factors of the individua... Read More about Market research on factors influencing women's preferences in investment decision making.

Achieving a strategic sales focus: contemporary issues and future challenges. (2016)
Book
Le Meunier-FitzHugh, K., & Douglas, T. (2016). Achieving a strategic sales focus: contemporary issues and future challenges. Oxford University Press

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to be... Read More about Achieving a strategic sales focus: contemporary issues and future challenges..

Re-energising employability-Development of a 'Personal Selling Skills and the sales process' module within Edinburgh Napier University Business School. (2015)
Journal Article
Callister, D., & Douglas, T. (2015). Re-energising employability-Development of a 'Personal Selling Skills and the sales process' module within Edinburgh Napier University Business School. Enhancement Themes Newsletter, 10,

No abstract available.

The challenge of sales competitions. (2015)
Journal Article
Douglas, T. (2015). The challenge of sales competitions. International Journal of Sales Transformation, 1,

Universities in the United Kingdom do not make provision to deliver sales-ready graduates to the economy. One means of delivering sales education is participation in university sales competitions that bring together commercial sponsors, the higher e... Read More about The challenge of sales competitions..

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://doi.org/10.4018/978-1-4666-2952-3.ch009

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)
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.

Is there a "Sales Skills" gap in young entrepreneurs in SME food firms in Scotland? (2010)
Conference Proceeding
Douglas, T., & Brodie, J. (2010). Is there a "Sales Skills" gap in young entrepreneurs in SME food firms in Scotland?.

Changes in students attitudes, skills and motivation towards, and knowledge of, selling while studying a personal selling module. (2009)
Conference Proceeding
Douglas, T., & Brodie, J. (2009). Changes in students attitudes, skills and motivation towards, and knowledge of, selling while studying a personal selling module.

An investigation into sales skills gaps in young SME food firms in Scotland. (2009)
Conference Proceeding
Douglas, T., & Brodie, J. (2009). An investigation into sales skills gaps in young SME food firms in Scotland.

Students as consultants - adding value to the small and medium enterprise. (2008)
Conference Proceeding
Brodie, J., Douglas, T., & Laing, S. (2008). Students as consultants - adding value to the small and medium enterprise.

The purpose of this paper is to document and critically examine an innovative undergraduate student consultancy module taught at the Centre for Entrepreneurship at Napier University, Edinburgh. The paper discusses how this module is delivered to stud... Read More about Students as consultants - adding value to the small and medium enterprise..