haku: @keyword sales process / yhteensä: 13
viite: 9 / 13
| Tekijä: | Biaudet, Nira |
| Työn nimi: | Process-based view on integrating sales and consultancy services in a project-based IT business - A case study |
| Processbaserad syn på integrering av försäljning och konsulttjänster i ett projektbaserad IT-företag - En fallstudie | |
| Julkaisutyyppi: | Diplomityö |
| Julkaisuvuosi: | 2009 |
| Sivut: | 86 Kieli: eng |
| Koulu/Laitos/Osasto: | Tietotekniikan laitos |
| Oppiaine: | Telecommunications management (T-124) |
| Valvoja: | Smeds, Riitta |
| Ohjaaja: | Rantanen, Anssi |
| Digitoitu julkaisu: | https://aaltodoc.aalto.fi/handle/123456789/96618 |
| OEVS: | Digitoitu arkistokappale on julkaistu Aaltodocissa
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| Sijainti: | P1 Ark Aalto | Arkisto |
| Avainsanat: | business process improvement sales process resource allocation competence management core competence processutveckling försäljninsprocess resursallokering kompetensledning kärnkompetens |
| Tiivistelmä (eng): | The growth of a company puts pressure on the sales process. The objective of this Master's Thesis was to study how the sales process with related resource allocation and competence management activities can be improved at HiQ Softplan Ltd, the case company ofthis research. The research is a constructive research. First a theoretical construction was developed based on a literature study, combining theories about business process management, resource allocation in project management, as well as competence management. The theoretical construction was then tested through an empirical study in form of a qualitative case study and action research, and conclusions for the company were drawn. The empirical data is based on 15 interviews performed at the case company. Both sales people and consultants were interviewed. The empirical data was colleeted in order to find out how the current sales process works and how it could he improved. The results show that the focus of process improvement should be on roles and responsibilities, communication as well as more coherent sales supporting tools. Results also point out the importance of a weII communicated business strategy built up based on the company core competences, that competence development and sales are focused around. The theoretical construction was improved based on the results of the empirical research. The most significant findings of the empirical research are emphasized in the new model. The model is primarily made to meet the needs of the case company but it may he suitable also for other companies in similar situations. |
| ED: | 2009-07-14 |
INSSI tietueen numero: 38059
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