The goal of the research was to apply in practice the knowledge of the sales brought to-gether out of the theoretical and the empirical parts. Finally, the development plan was im-plemented showing how Bellmer Vaahto can evaluate the position of the sales with Rus-sian customers and elaborate with the suggested new ideas seen by the author.
Firstly, the thesis started with the introduction of the research topic by telling more infor-mation about the company, for which the research is conducted. The introduction part demonstrated the readers the framework of the thesis and the target of the research ques-tion answering by the means of the sub-quesques-tions.
Secondly, the author introduced the theoretical part of the thesis by illustrating the possi-bilities of the sales environment, sales process, how customers behave and what can in-fluence their choice and decision-making process. The chapter showed the opportunities for the companies in B2B sales business, sales promotion, the actions regulating the pop-ulation and leadership such as main trends in sales. The author also made the connection of the marketing and sales.
Thirdly, after the theoretical parts there came the empirical part. For the empirical part, the author made the analysis of the answers got from three groups taken a part in the re-search. First, the group of people from the Russian Representative Company was inter-viewed in St. Petersburg, Russia, then the customers gave the sufficient supportive an-swers for the development plan. Finally the workers of Bellmer Vaahto specified the oper-ations of the company in Russian market.
Fourthly, the final part of the thesis was the development plan. The goal of the develop-ment plan was to let employers have a look at the improvedevelop-ments of the cooperation, rela-tionships, strengthening the position in the market that they have not done yet. The devel-opment plan also attracted the employers’ attention to the things which they should be careful with and which try to avoid. All in all, the suggestions from the author and the cus-tomers were good points to mention since the employers could choose themselves which way of the development was more comfortable and more effective.
Finally, as it was outlined, the research of the development plan was needed for the Bellmer Vaahto Paper Machinery Company. All in all, it was first experience for the com-pany to do the research about the Russian market and to have a look at what customers think about them and want to be totally satisfied. The company will take the current thesis for the analysis and apply new ideas and points of view described in the development plan
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Interviewee 1. 2018. The workers of the Russian Representative Company. Russian Agent. Interview 28 September 2018.
Interviewee 2. 2018. The workers of the Russian Representative Company. Russian Agent. Interview 28 September 2018.
Interviewee 3. 2018. The workers of the Russian Representative Company. Russian Agent. Interview 28 September 2018.
Interviewee 4. 2018. The workers of the Russian Representative Company. Russian Agent. Interview 29 September 2018.
Interviewee 5. 2018. Russian Customers of Bellmer Vaahto. Anonymous Company. Inter-view 28 September 2018.
Interviewee 6. 2018. Russian Customers of Bellmer Vaahto Anonymous Company. Inter-view 28 September 2018.
Interviewee 7. 2018. Russian Customers of Bellmer Vaahto. Anonymous Company. Inter-view 28 September 2018.
Interviewee 8. 2018. Russian Customers of Bellmer Vaahto. Anonymous Company. Inter-view 10 October 2018.
Interviewee 9. 2018. Russian Customers of Bellmer Vaahto. Anonymous Company. Inter-view 26 October 2018.
Interviewee 10. 2018. Workers of Bellmer Vaahto. Bellmer Vaahto. Interview 26 October 2018.
Interviewee 11. 2018. Workers of Bellmer Vaahto. Bellmer Vaahto. Interview 26 October 2018.
Interviewee 12. 2018. Workers of Bellmer Vaahto. Bellmer Vaahto. Interview 26 October 2018.
Interviewee 13. 2018. Workers of Bellmer Vaahto. Bellmer Vaahto. Interview 26 October 2018.
Other Sources
Bellmer Vaahto Paper Machinery Oy. 2018. Bellmer Vaahto’s network [accessed 12 No-vember 2018]. Available at: Bellmer Vaahto company’s
APPENDICES
Interviews’ Contents and Timetable
Interviewer: Anastasia Shalygina
The interviewees: Employers of the Russian Representative of Bellmer Vaahto;
Russian customers; Bellmer Vaahto’s employers.
The period of interviewing: From September till October
The purpose of the interviews: The approximate duration of the interview is 30 minutes. The target issues are to get to know as much as possible the situation of the sales and the advantages, disadvantages of the cooperation Russian custom-ers and Bellmer Vaahto. The results will be undertaken for the elaboration of Bellmer Vaahto activities in sales demonstrated in the Development plan.
APPENDIX 1:
Questions for the Russian Representative of Bellmer Vaahto:
1. Are there always small projects or big projects held between Bellmer Vaahto and Russian customers?
2. What are the reasons of a small amount of big projects?
3. Is the competition in Paper and Pulp Industry strong in Russia?
4. Do you consider the collaboration of Russian customers and Bellmer Vaahto to be successful?
5. How would you describe the sales between Russian customers and Finnish suppli-ers?
6. Does Bellmer Vaahto have the understanding about what the customers want?
7. How do the customers contact with you?
8. Is there noticed a growth in sales during the years?
9. How do you think by which criterias Russian customers choose Bellmer Vaahto as a supplier?
10. Opposite Question: By which criterias Russian customers may not choose Bellmer Vaahto as a main supplier?
11. Do you see any risks in cooperation with Russian clients? If yes, what is the solu-tion to mitigate the risks?
12. In what Bellmer Vaahto is strong?
13. Are there any weak points about Bellmer Vaahto?
14. How do you think if Russian customers are interested in cooperating with Bellmer Vaahto? If yes/no, why?
15. How would you describe the Russian market?
16. What do Russian customers pay attention before the purchase order, during and af-ter?
17. Are the customers always satisfied?
18. How long does it take for Russian customers to react to the quotation?
19. Is there a difference in operations between Russia and Finland, and Russia and other countries?
20. By knowing Russian customers and being a representative of Bellmer Vaahto in Russia, how is it, in your opinion, possible for you and Bellmer Vaahto to improve the performance?
APPENDIX 2:
Questions for the Russian Customers:
1. Do you operate on a domestic market or on an export-driven one?
2. Do you collaborate with any foreign suppliers, for example Finnish?
3. What do you know about Bellmer Vaahto Paper Machinery Company?
4. What is important for you in leading business with Bellmer Vaahto?
5. What does affect your choice of the supplier?
6. What time frame of sales between Bellmer Vaahto and Russian customers has been most successful?
7. What reasons could be for such a low/high level of cooperation?
8. Do you see any perspectives in investing in the market of import?
9. What risks and threats do you see in doing business with foreign market?
10. What factors do attract you in the partnership with the Finnish suppliers?
11. How do you evaluate the current position of Paper and Pulp Industry in Russia?
12. During the cooperation, what strong and weak sides of Bellmer Vaahto can you high-light?
13. As from the customers’ side, Could you please provide a piece of advice, own ideas for Bellmer Vaahto in how to improve the performance of sales with the Russian Customers?
14. What investments are you planning for 2019-2020 concerning foreign suppliers?