Marine engines industry : a strategic sales approach for GGH

47 p.

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Bibliographic Details
Main Author: Han, Yuan
Other Authors: Tang Hung Kei
Format: Theses and Dissertations
Published: 2011
Subjects:
Online Access:http://hdl.handle.net/10356/47315
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Institution: Nanyang Technological University
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spelling sg-ntu-dr.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
institution Nanyang Technological University
building NTU Library
continent Asia
country Singapore
Singapore
content_provider NTU Library
collection DR-NTU
topic DRNTU::Business::International business
spellingShingle DRNTU::Business::International business
Han, Yuan
Marine engines industry : a strategic sales approach for GGH
description 47 p.
author2 Tang Hung Kei
author_facet Tang Hung Kei
Han, Yuan
format Theses and Dissertations
author Han, Yuan
author_sort Han, Yuan
title Marine engines industry : a strategic sales approach for GGH
title_short 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_sort marine engines industry : a strategic sales approach for ggh
publishDate 2011
url http://hdl.handle.net/10356/47315
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