Research Methodology Assignment - Ch02
ESLSCA
Heliopolis Campus
Prof. EL SAFTY, Ashraf
Assignment of Chapters 1, 2 and 3
Prepared By: Noha R. El Zalabani
Student ID: 22
Intake: 40C
Class: Sunday (6PM – 9PM)
Date: 16/02/2013
Assignment (01): The Research Topic
Introduction:
XYZ is one of a leading company in the Software and IT Solutions in the local market. It has three main business units: ERP (Enterprise Resources Planning), CRM (Customer Relationship Management) & DSS (Decision Support System). The Sales Director has observed the following problem:
“Although the first two business units are achieving 20%-25% increase in sales annually where around 35% of the total sales come from recurring business from existing customers, the DSS business units not only was not able to achieve more than 78% of the targets for the last three years, but also all the contacts are coming from few customers”
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Assignment (02): Applying the Hypothetico-deductive method in the organizations
Inability to meet the business unit targets
Identifying the broad problem area:
When analyzing the company sales targets- planned versus achievements- of the last three years in order to plan for 2013 forecast, the Sales Director observed that two out of three of the business units are meeting the annual targets, while the third one ‘DSS business unit’ is hardly exceeded the 75% of the targeted sales for the last three years.
Furthermore, he noticed that around 35% of the total contacts of the two achieved business units are coming from recurring business, on the other hand the DSS business units contracts are all coming from new customers.
Moreover, he reviewed several CI (competitive intelligence) reports to make sure that there is no obstacles might affect achieving the target on both macro and micro environment level, but it showed a good level of stability for the last three years.
Accordingly, the Sales Director developed the following
Heliopolis Campus
Prof. EL SAFTY, Ashraf
Assignment of Chapters 1, 2 and 3
Prepared By: Noha R. El Zalabani
Student ID: 22
Intake: 40C
Class: Sunday (6PM – 9PM)
Date: 16/02/2013
Assignment (01): The Research Topic
Introduction:
XYZ is one of a leading company in the Software and IT Solutions in the local market. It has three main business units: ERP (Enterprise Resources Planning), CRM (Customer Relationship Management) & DSS (Decision Support System). The Sales Director has observed the following problem:
“Although the first two business units are achieving 20%-25% increase in sales annually where around 35% of the total sales come from recurring business from existing customers, the DSS business units not only was not able to achieve more than 78% of the targets for the last three years, but also all the contacts are coming from few customers”
-------------------------------------------------
Assignment (02): Applying the Hypothetico-deductive method in the organizations
Inability to meet the business unit targets
Identifying the broad problem area:
When analyzing the company sales targets- planned versus achievements- of the last three years in order to plan for 2013 forecast, the Sales Director observed that two out of three of the business units are meeting the annual targets, while the third one ‘DSS business unit’ is hardly exceeded the 75% of the targeted sales for the last three years.
Furthermore, he noticed that around 35% of the total contacts of the two achieved business units are coming from recurring business, on the other hand the DSS business units contracts are all coming from new customers.
Moreover, he reviewed several CI (competitive intelligence) reports to make sure that there is no obstacles might affect achieving the target on both macro and micro environment level, but it showed a good level of stability for the last three years.
Accordingly, the Sales Director developed the following