Word Files
Reference for Downloading Educational Files
  2. Management
  3. Determining and ranking factors affecting sales in Khorasan Petrochemical using Analytical Hierarchy Process (AHP)

Determining and ranking factors affecting sales in Khorasan Petrochemical using Analytical Hierarchy Process (AHP)

Number of pages: 117 File Format: word File Code: 31131
Year: 2013 University Degree: Master's degree Category: Management
Tags/Keywords: Business management - Cash sale - Customer satisfaction - customer search - Hierarchical analysis - Marketing - sale
  • Part of the Content
  • Contents & Resources

  • Summary of Determining and ranking factors affecting sales in Khorasan Petrochemical using Analytical Hierarchy Process (AHP)

    Dissertation to receive a master's degree in Business Administration (M.A)

    Trend: Marketing

    Abstract

    With the expansion of competition and the saturation of many markets and the continuous changes in the environment and the composition of the population, companies faced the fact that, nowadays, each customer has its own special value and now companies have to fight to gain more market share. Therefore, the cost of attracting new customers has been increasing.

    This thesis is a research that has been done in order to determine and rank the factors affecting sales in Khorasan Petrochemical using the Analytical Hierarchy Process (AHP), in order to provide the necessary solutions to influence the sales of companies while examining its results. Reliability was distributed among the sample members of the statistical population. To analyze the data obtained from the research, Expert Choice software was used, and finally seven parameters of petrochemical product prices, physical distribution of petrochemical products, quality of petrochemical products, sales policy of petrochemical products, customer satisfaction of petrochemical products, amount of production of petrochemical products and marketing method of petrochemical products were identified as the main criteria affecting the sale of products of Khorasan Petrochemical Company.

    Key words: Sales, hierarchical analysis process, price, physical distribution, quality, customer satisfaction, marketing. Chapter 1: Problem statement: 1-1 Introduction: Sales is one of the factors of the marketing subcategory, in other words, sales is the last marketing operation in a transaction, but at the same time, it is the beginning of a long-term relationship with customers. In the formation of this long-term relationship, it is necessary to engineer all operations (both successful and unsuccessful) in a way that leads to a permanent link with customers. Experienced sales reps know that being in the market is one of the tactics needed to take advantage of orders. Those who want to attract more customers, must have superior intelligence and personality, and even the way they dress, talk and walk becomes important. Competing in sales is like competing in sports, if you don't train and practice constantly, your competitors will overtake you. According to the seller's marketing plan, or in other words, the sales plan should be in such a way that it meets the customer's needs or other modern sales practices, which we will examine below under other headings. (Ali 1381, 130)

    Given the importance of sales in organizations, in this research we intend to first determine and then rank the factors affecting sales in Khorasan Petrochemical Company.

    1-2 statement of the problem

    Nothing happens until sales are made. Sellers are among the most important people in the community. Without sales, the whole society sinks into silence. The real creators of wealth in the society are commercial units. Business units produce all products and services. Business units create all profits and wealth. Sellers are the most vital people in any economic activity. Without sales involved, the largest and most complex companies crumble. Selling in the economy and free market is like a car engine spark plug. There is a direct relationship between the success of the sales community and the success of the entire country. The fresher and more vibrant the sales level, the more successful and profitable the industry will be. Salespeople are a necessity to your lifestyle. Today, the best companies are the ones that have the best salespeople. Customer service: It is a situation where you and your audience come to the conclusion that you are both interested in discussing.

    2. Conversation: At this stage, you get information about your customer's needs. Because you want to know what to say in the pitch. In most cases, this step takes the form of a first face-to-face conversation and ends with a brief explanation of your product or service and customer confirmation.

    3. supply: At this stage, you describe in detail the benefits of your goods or services as benefits that are directly related to that particular customer. 4.Making a contract: it means asking for sales with confidence, without dipolarizing the relationship. What can be said for sure is that if for any reason a country fails to join this fast-spreading wave, in the not too distant future, it will be marginalized in the scene of international competition and will lose many business opportunities to others. 1-3 Importance and Necessity of Research Most of the country's organizations have neglected to pay attention to and understand this basic and fundamental point that, in principle, not only presenting but Services or carrying out various activities such as policy making, sales and supply should be done for the customer and the factors affecting the sale and satisfaction, but it deserves all the equipment and facilities of physical and material resources. And all the capabilities of the organization should be adapted and applied in order to ensure the complete loyalty of the customer, and in other words, all software activities and hardware equipment should reflect the customer's wishes and expectations, as Peter Drucker [3] believes that "the purpose of business is to create effective sales, profit is not the goal, but reward is the goal." On the other hand, by maximizing consumption, customer satisfaction, the right to choose, quality of life, increase the amount of sales of petrochemical products, which is one of the marketing goals of maximizing consumption, which in turn maximizes production. Another goal of marketing is to improve the quality of products. Of course, this is not only limited to the quantity, availability and cost of goods, but also includes the physical and cultural quality of the environment. The results you get in each of these areas will determine your overall position and income limit. The seven important areas of sales work are: prospecting, establishing effective communication, identifying needs, presenting, responding to objections, closing the sale, reselling, and referrals. (Tracy 1384, 13)

    1-4 research questions

    1-4-1 main research question

    Do the factors affecting the sale of petrochemical products affect the sale (cash, credit and advance) of petrochemical products?

    1-4-2 sub questions Research

    1- Does the price of petrochemical products affect the sale (cash, credit and advance) of its products?

    2- Does the physical distribution of petrochemical products affect the sale (cash, credit and advance) of its products?

    3- Does the quality of petrochemical products affect the sale (cash, credit and advance) of its products?

    5- Does the satisfaction of customers of petrochemical products affect the sales (cash, credit and advance) of its products?

    6- Does the amount of production of petrochemical products affect the sales (cash, credit and advance) of its products?

    1-5 Research Hypotheses

    Hypothesis: It is a thoughtful guess about the nature, how and relationships between phenomena, objects and variables, which helps the researcher in identifying the closest and most likely way to discover the unknown. Therefore, the hypothesis is a temporary assumption that must be tested whether it is correct or not. (Hafazinia 1382, 110)

    1-5-1 Main hypothesis

    Factors affecting the sale of petrochemical products affect the sale (cash, credit and advances) of its products.

    1-5-2 Sub-hypotheses

    1- The price of petrochemical products affects the sales (cash, credit and advances) of its products. 2- The physical distribution of petrochemical products affects the sales (cash, credit and advances) of its products. 3- The quality of petrochemical products affects the sales (cash, credit and advances) of its products. 4- The sales policy of petrochemical products affects the sales (cash, credit and advances) of its products.

    5- The satisfaction of customers of petrochemical products affects the sales (cash, credit and advances) of its products.

    6- The amount of production of petrochemical products affects the sales (cash, credit and advances) of its products.

  • Contents & References of Determining and ranking factors affecting sales in Khorasan Petrochemical using Analytical Hierarchy Process (AHP)

    List:

    Abstract 1

    Chapter One: Problem Statement

    1-1- Introduction .. 3

    1-2- Statement of the problem ..3

    1-3- Importance and necessity of conducting research .4

    1-4- Research questions 5

      1-4-1 Main research question 5. 1-4-2 Sub-questions of research 5 1-5- Research hypotheses 6 1-5-1 Main hypothesis 6 1-5-2 Sub-hypotheses 6 1-6 Research objectives 7 1-6-1 The main goal of the research. 7

    1-6-2 Sub-goals. 7

    1-7- The scope of the research. 7

    1-7-1 Thematic scope of the research. 7

    1-7-2 The spatial scope of the research. 8

    1-7-3 The temporal scope of the research. and specialized terms. 8

    1-9- The investigated variables. 10

    1-9-1 Predictor variable. 10

    1-9-2 Criterion variable. 10

    Chapter Two: Theoretical foundations of the research

    2-1- Introduction ..12

    2-2- Sales ..12

    2-3- Planning to increase sales.14

    2-4- Coordination of sales with related marketing.14

    2-5- Methods of forecasting sales.

    2-7- Physical distribution. 18

    2-7-1 Distribution channels. 19

    2-7-2 Important decisions in the design of distribution channels. 19

    2-7-3 The role of distribution channels. 20

    2-7-4 Distribution channel tasks. 21

    2-8- Quality.. 22

    2-8-1 plan quality 22

    2-8-2 compliance quality (execution quality) 23

    2-9- policy definition 23

    2-9-1 organizational policy 24

    2-9-2 incentive policies to increase sales 24

    2-10- customer definition 25

    2-11- Customer identification. 25

    2-12- Definition of customer satisfaction. 25

    2-12-1 The process of obtaining customer satisfaction. 26

    2-12-2 Services. 27

    2-13- Production rate. 28

    2-14- Production factors according to economists. 28

    2-15- Marketing ..29

    2-15-1 Evolution of the attitude towards marketing 29

    2-15-2 Stages of the marketing process 30

    2-15-3 Duties of the marketing department 31

    2-15-4 Market segmentation criteria 31

    2-16- Decision making and hierarchical analysis process 32 2-16-1 Introduction 32 2-16-2 Decision making and decision-making process 33 2-16-3 Group decision making techniques 33 2-16-3-1 Brainstorming 34 2-16-3-2 Delphi technique 35 2-16-3-3 nominal group technique 2-16-4 hierarchical analysis process 36 2-16-5 principles of hierarchical analysis process 36 2-16-6 advantages of hierarchical analysis process 37 7-2-16 Hierarchical analysis process steps 38 2-16-7-1 Modeling the decision problem 39 2-16-7-2 Comparison of importance and priority 40 2-16-7-3 Calculation of relative weights 41 2-16-7-4 Consistency In judgments. 42. 2-16-8 Using hierarchical analysis process in group decision-making. 43. 2-16-9 Modeling method. 44. 2-17- Khorasan Petrochemical mission statement. 48. 2-18- Khorasan Petrochemical strategic planning. 48. 2-19- Unit. Khorasan Petrochemical Sales. 48

    2-19-1 Types of sales. 48

    2-19-2 Exchange .. 48

    2-20- Classification and standard of goods.

    2-21- Orders and inventory control (supplies) in Khorasan petrochemicals.49

    2-21.-1 Operation of warehouses.50

    2-21-2 Definition of M.E.S.C.50

    2-22- Factors affecting the price of petrochemical products produced inside.50

    2-23- History Conducted research and studies 51. 2-23-1 Research conducted inside the country 51 2-23-2 Research conducted abroad 53 2-24- The theoretical framework of the research 53 2-25- The conceptual model of the research 54 Chapter 3: Research method 3-1- Introduction ..56

    3-2- Research method.

    3-3- Statistical population.

    3-4- Statistical sample.

    5-3-57

    3-5- Determining the sample size. 57

    3-6- Information collection methods. 58

    3-6-1 Questionnaire. 58

    3-6-2 Library method (secondary sources) 59

    3-7- Validity of the questionnaire 59

    3-8- Reliability of the questionnaire. 60

    3-9- Data analysis tools. 60

    Chapter four: Data analysis

    4-1- Introduction. 62

    4-2- Data collection. 62

    4-3- General questions of the questionnaire. 62

    4-3-1 Frequency of gender of respondents. 62

    4-3-2 The frequency of educational qualifications of the respondents 63

    4-3-3 The frequency of insurance records of sample members 63

    4-4- Research hypotheses 64

    4-4-1 The main research hypothesis 64

    4-4-2 The first sub-hypothesis of the research 66

    4-4-3 The second sub-hypothesis of research 67. 4-4-4 The third sub-hypothesis of research 68 4-4-5 The fourth sub-hypothesis of research 69 4-4-6 The fifth sub-hypothesis of research 71 4-4-7 The sixth sub-hypothesis of research 72

    4-4-8 seventh sub-hypothesis of research 73

    Chapter five: conclusions and suggestions

    5-1- Introduction 77

    5-2- Findings from the examination of the main research hypothesis 77

    5-3- Findings from sub-hypotheses of research 77

    5-3-1 Findings from The first sub-hypothesis of research 79.5-3-2 The findings of the second sub-hypothesis of research 79.5-3-3 The findings of the third sub-hypothesis of research 80.5-3-4 The findings of the fourth sub-hypothesis of research 80 The fifth research 81. 5-3-6 Findings from the sixth sub-hypothesis of research 81. 5-3-7 Findings from the seventh sub-hypothesis of research 82 85. 5-7- Suggestions for future research. 85. List of Persian sources. 87. List of English sources. 90. List of Internet sources. 92. Appendices. 93. English abstract. 107. Source: List of sources. Farsi

    1.  Azar, Adel. (1379). Research in operations. Tehran: Novin Publishing House.

    2. Azar, Adel. And Azizullah Memariani. 2013. AHP, a new technique for group decision making.  Management knowledge. No. 27 and 28.

    3. Azar, Adel. (1379). Fuzzy hierarchical analysis process: a new technique in decision making. Management and development. Number 4.

    4. R. David, Fred. (1381). Strategic management. Translated by Ali Parsaian. Tehran: Cultural Research Office.

    5. Brother, Ahmed. (1380). Distribution management. Tehran: Commercial Publishing.

    6. Azkia, Mustafa. and Alireza the porter of Astana. 2012. Applied research methods. Tehran: Kahan.

    7. Asgharpour, Mohammad Javad. (1382). Group decision making and game theory with an operations research approach. Tehran: University of Tehran.

    8. El Deft, Richard. (1377). Organization theory and design. Translated by Ali Parsaian and Seyyed Mohd Arabi. Tehran: Cultural Research.

    9. Akbarian, Ali. (1389). Investigating the impact of marketing mix factors in increasing Samsung's market share based on the p8 model from the perspective of customers in Tehran. Thesis of Master of Business Administration. Faculty of Management. University of Tehran.

    10. Batra, Pramod. (1383). Simple ways for honorable sales job. Translation of Toubi Yektai. Tehran: Tandis Library.

    11. Bazargan, Abbas. Sarmad Venus and the goddess Hijazi. 2018. Research method in behavioral sciences. Tehran: Aghar.

    12. Bakhtai, Amir. And the joy of the oven's collection. 2019. Marketing and advertising clinic. resourcefulness No. 179.

    13. Tracy, Brian. (1385). Sales psychology. Translated by Mehdi Karacha Daghi. Tehran: Asim.

    14. Johnson, Spencer. (1382). One minute seller. Translated by Gholamhossein Arabi. Tehran: April.

    15. Khaki, Gholamreza. (1382). Research method in management. Tehran: Scientific Publications of Islamic Azad University.

    16. Khaki, Gholamreza. (1384). Research method with an approach to thesis writing. Tehran: Reflection.

    17. Danaifar, Hassan. Mahdi Alwani and Adel Azar. 2013. Quantitative research methodology in management: a comprehensive approach. Tehran: Safar. 18. Dergi, Parviz. (1388). Sales management and face-to-face sales. Tehran: Rasa.

    19. Dergi, Parviz. (1388). Opportunity finding techniques in marketing and sales with the view of the Iranian market. Tehran: Rasa.

    20.

Determining and ranking factors affecting sales in Khorasan Petrochemical using Analytical Hierarchy Process (AHP)
How To Access The File
Related Contents:
Number of pages: 166 Category: Industrial Engineering

In order to receive a master's degree in industrial engineering in July 2014, the intense market competition of banks and the establishment of new private financial institutions and banks in Iran obliges banks every

Number of pages: 164 Category: Management

Abstract Today, the business world is based on ""customer satisfaction"" in such a way that expanding services and even providing them without considering this principle is not only difficult, but also impossible. The intensity of competition in the markets and the understanding of the importance of keeping customers has made banks gradually take steps towards maintaining ...

Number of pages: 118 Category: Management

Master's Thesis of Business Management-Marketing Knowledge Management (KM) and Customer Relationship Management (CRM) are two key tools for any company in the current competitive environment. Also, knowledge management is an important issue in the implementation of customer relationship management. Customer relationship management begins with a work strategy. This strategy ...

Number of pages: 123 Category: Management

Dissertation for M.A. degree. Abstract Considering the importance of customer satisfaction in the use of new technologies in the distribution of goods and services, as well as the widespread use of smart fuel cards, which are being implemented as one of the new methods of providing services; Therefore, investigating the impact of providing services in the form of new methods on ...

Number of pages: 125 Category: Management

Dissertation for Master's Degree in Public Administration ""M.A"" Direction: Finance Abstract It is believed that customer relationship management (CRM) can be very useful in empowering organizations to realize customer focus and therefore it is on the agenda of many organizations. Although many studies have been conducted on the category of customer relationship management, ...

Number of pages: 136 Category: Management

Academic Dissertation for Master's degree in the field: Business Management, International Business. Abstract The use of new quality engineering methods has been increasing in recent years, so that industrial and service companies use these quality engineering methods to produce and provide their products and services in accordance with the changing demands of customers.

Number of pages: 164 Category: Management

Thesis for obtaining a master's degree in the field: business management, marketing orientation. Abstract: Serious attention to service management and marketing can bring about a new transformation and orientation in banks. Some discomforts and dissatisfactions are the result of ignorance and carelessness of people who are weak in managing services, understanding contacts and ...

Number of pages: 215 Category: Tourism - Tourism

Master's Thesis of Tourism Management Abstract Nowadays, the importance of customer orientation has increased more and more and it has been presented as the most important competitive advantage of organizations and its role in the success and progress of businesses is undeniable. The way of doing marketing operations has changed because the fields in which marketing takes place ...

Number of pages: 169 Category: Management

Dissertation for Master's Degree in Information Technology Management, Advanced Information Systems, Abstract Air transportation is one of the most important types of transportation in today's life. Considering the considerable importance of the customer as a source of revenue for airports and as a result the increasing importance of effective customer relationship management, ...

Number of pages: 237 Category: Management

Dissertation for Master's Degree in Business Administration, Marketing, Chapter 1: General Research 1-1- Introduction In today's world, buyers are faced with many questions and buts and ifs to make a decision in the purchasing process. The variety of different products has caused customers to face many choices. On the other hand, companies have realized that the cost of ...