Improving customer information sharing within sales team : Case Atea AS; B2B sales team;
Raljov, Daniil (2017)
Raljov, Daniil
Jyväskylän ammattikorkeakoulu
2017
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2017060212106
https://urn.fi/URN:NBN:fi:amk-2017060212106
Tiivistelmä
The purpose of this thesis was to identify the weaknesses of customer information sharing processes within Atea AS and propose possible solutions to the identified problems.
Internal processing and sharing of customer information is a competitive advantage of an organization. It requires a free flow of information sharing between different parties. A re-view of the literature on organizational structure and information sharing was conducted to examine the research in this area and highlight beneficial changes within Atea AS.
The results of study underline the need of data input rearrangement for the development of a more efficient customer relationships management software within Atea AS. The re-sults were based on an interview process within the company and on an attempt to create common perception on how customer relationship management software could bring more value.
According to the results, customization of specific fields within the Microsoft Dynamics so-lution should be implemented in order to bring the relationships with the customers to a strategic rather than an operational level.
Internal processing and sharing of customer information is a competitive advantage of an organization. It requires a free flow of information sharing between different parties. A re-view of the literature on organizational structure and information sharing was conducted to examine the research in this area and highlight beneficial changes within Atea AS.
The results of study underline the need of data input rearrangement for the development of a more efficient customer relationships management software within Atea AS. The re-sults were based on an interview process within the company and on an attempt to create common perception on how customer relationship management software could bring more value.
According to the results, customization of specific fields within the Microsoft Dynamics so-lution should be implemented in order to bring the relationships with the customers to a strategic rather than an operational level.