Tiimityöllä tehokkaaseen asiakassuuntautuneeseen myyntiin
Iivonen, Kaisa (2008-06-06)
Iivonen, Kaisa
Jyväskylän ammattikorkeakoulu JAMK University of Applied Sciences
2008-06-06
Julkaisu on tekijänoikeussäännösten alainen. Teosta voi lukea ja tulostaa
henkilökohtaista käyttöä varten. Käyttö kaupallisiin tarkoituksiin on kielletty.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:jamk-1213867621-4
https://urn.fi/URN:NBN:fi:jamk-1213867621-4
Tiivistelmä
The present Master's Thesis was done for the Sales and Marketing Department of Metso Paper, Inc., Paper and Board Business Line. The objective of this thesis was to study the elements of customer-oriented sales process. Due to the nature of the study, part of the material is classified. The thesis is divided into two parts of which the first contains the general, unclassified material. This general part presents the theoretical foundations of the study. The perspective of the present study is that of efficient sales process with particular concentration on organizations and team work. At the beginning of the thesis, there is a short introduction to efficiency. Then, the theoretical framework is built up through a literature review on organization, learning organization and teams. As the so-called quick learning forms the theoretical basis of the notion of the learning organization, also benchmarking process, methods and theory are discussed. The classified part of the thesis analyzes the differences between the administrative and operative organizations of both Metso Paper, Inc. and its sales department. Also the effects of team operation and working methods on sales efficiency are analyzed. Various types of team work situations are analyzed based on written descriptions. The analyses form a significant part of the present study. The classified part also presents a real life benchmarking process. The study of this benchmarking process is based on both written material and participatory observation.