Loading...
Please wait, while we are loading the content...
Similar Documents
Developing the Sales Process of a Professional Services Offering Company
| Content Provider | Semantic Scholar |
|---|---|
| Author | Vannesluoma, Hanna |
| Copyright Year | 2016 |
| Abstract | Author(s) Title Number of Pages Date Hanna Vannesluoma Developing the Sales Process of a Professional Services Offering Company 43 pages + 2 appendices 30 May 2016 Degree Bachelor of Engineering Degree Programme Industrial Management Specialisation option International ICT business Instructor(s) Head of Sales and Marketing, Senior Manager, case company Anna Sperryn, Senior Lecturer, Metropolia UAS The case company in this study provides professional services in the area of IT service management. The business challenge manifested itself as scattered efforts and inconsistency in sales activities and also unbalanced level of sales at the case company. This study investigated how the case company’s sales process could be improved in order to unify efforts and gain consistency on sales. Therefore, the intended outcome of the study was a re-engineered sales process. The study was executed as a qualitative case study which included a Current State Analysis, a review of existing knowledge and formation of the solution. The Current State Analysis was conducted by interviewing the case company personnel. Also internal case company material was used to form a more valid and reliable analysis. As the case company is a professional services selling company, the concept and understanding of customer relationship management was reviewed together with sales knowledge. In addition to these, process definitions and general features were included in the revision in order to form the Conceptual Framework. Together with the Conceptual Framework and the case company needs the solution was created. The outcome of this study is a re-engineered sales process which has been depicted as a process flow chart with separate activity explanations. The outcome also includes defined sales roles as roles cards and selected metrics. These outcomes created a framework for implementing more efficient and aligned sales activities. The proposed improvements will benefit the case company’s sales efficiency and make managing the sales more transparent and aligned. In the long run, the consistency in the efforts of sales activities will hopefully result in increased sales. The outcome of the study is in line with the objective. The case company was pleased with the outcome. |
| File Format | PDF HTM / HTML |
| Alternate Webpage(s) | http://www.theseus.fi/bitstream/handle/10024/112432/Vannesluoma_Hanna.pdf;jsessionid=6BAEA092E00D9B21C4FBC2D951047081?sequence=1 |
| Language | English |
| Access Restriction | Open |
| Content Type | Text |
| Resource Type | Article |
