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The IT class turnkey solution provider network of sales process management

Author: TangFaMing
Tutor: ChenHong; ZhangLei
School: University of Electronic Science and Technology
Course:
Keywords: turnkey solutions sales management process control
CLC: F272.9
Type: Master's thesis
Year: 2011
Downloads: 2
Quote: 0
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Abstract


This thesis research aims to improve the network provider of turnkey solutions forsales management.In this study, drawing on relevant sales team management theory based on thesales management functions of the six aspects of the sales team focused on theorganization and construction; sales incentives and sales of these three aspects ofprocess control. Then in the relationship marketing theory as the theoretical basis of,respectively, from sales team building, sales incentives, sales process control of aturn-key sales management theory related discussion.Turnkey solutions in the analysis of the network provider on the basis of thecharacteristics of the industry, through the network provider for turnkey solutions, theanalysis found that the existence of the business sales team management, sales incentivemanagement, sales process management three deficiencies. Then the article from thesale of team-building improvements, improvements in sales incentives, sales processmanagement and improvement of three suggestions for improvements.Final paper in a network project, for example, turn-key solution for industryanalysis of market opportunities in the sales analysis and sales of public relations, salesstrategy development, strategic planning and other issues tender. On this basis, asummary of the full text and recommendations.Innovation in this study are four: First, the proposed definition of turnkeysolutions, and described its characteristics; the second is systematic study of the turnkeysolution for team-building programs; Third, systematic study of the turnkey solution formanaging the sales process; four case studies are a way of turn-key solutions salesmanagement instance. Mainly reflected in the lack of papers from the practice, however,is actually a turn-key approach, and in this way in the IT industry practice, there aremany immature place, still need to improve in practice, appropriate follow-up furtherresearch needs.

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CLC: > Economic > Economic planning and management > Enterprise economy > Enterprise planning and management decision - making > Corporate Administration
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