Small and Medium Sized Enterprises - Dissertation Example

5.0 Analysis 635.1 Organisation Effectiveness 645.2 Entrepreneurial Orientation 655.3 Market Orientation 685.4 Sales Force Performance 705.

5 Sales Organization Effectiveness 746.0 - Conclusion 80Bibliography 84TABLES AND FIGURESTABLETable 1 - Features of Qualitative and Quantitative Methods 15FIGURESFigure 1 - Hypothesized Model of Venture Capital Firm Performance with Regard to Selected Entrepreneurial Orientation Dimensions 33Figure 2 - Market Orientation Matrix 37Figure 3 - Top Business Objectives Stemming from Sales 41Figure 4 - Sales Representative Time Allocation 44Figure 5 - Average Sell Cycle Length.

According to the paper findings in order to better understand the rationale of the preceding statement, the definition of organization is integral. The basic definition describes an organization as “…a group of people intentionally organized to accomplish an overall, common goal or set of goals”. As the discussion declares the preceding offers a mental as well as visual conception that is expounded upon by another definition that states that an organization is a “non-random arrangement of components or parts interconnected in a manner as to constitute a system identifiable as unit”.

The second definition offered by the BusinessDictionary provides an even clearer picture of the workings of organizations in that it states that they are a “Sequential or spatial (or both) from in which a body of knowledge, data, people, things, or other elements is purposefully arranged”. The organizational unit represents a grouping of people that are brought together to achieve goals, through combined efforts. The foregoing have been brought forth to indicate the complex as well as synergistic relationships that exist in organizations of all sizes, which is even more important in SMEs, due to their size and thus lack of resources to absorb mistakes and problem issues in the highly competitive business arena.

Entrepreneurial orientation, market orientation, and sales force performance represent the areas that shall be explored in this study, which shall also seek to address the nature of these relationships, and their impacts in SMEs.