MEASURING PERFORMANCE OF SALES SUPPORT TO ENHANCE THE ORDER-TO-DELIVERY PROCESS : Case : Company X
Rathnayaka, Chanuka (2019)
Rathnayaka, Chanuka
2019
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201905017120
https://urn.fi/URN:NBN:fi:amk-201905017120
Tiivistelmä
The thesis discusses and examines the sales support performance of order-to-delivery process regarding selected distributors group at Company X. By measuring sales sup-port performance, author intends to offer recommendations on, how sales support could be improved. Also, as a result order-to-delivery process can be enhanced to selected distributors. The thesis was carried out in close cooperation with the Company X as a part of their ongoing development project.
The study was conducted through the qualitative methods by applying deductive approach. Both primary and secondary sources were used in the research process. Theoretical part of the thesis covers the concepts of order-to-delivery process and sales process by using secondary data that was collected from reliable published and electronic sources. Apart from that, internally conducted interviews at Company X helped to build the literature structure of the thesis as well. Empirical and data analyzation parts of the thesis used primary data that was collected through the Webropol survey which was answered by the selected distributors.
Empirical findings of the thesis have analyzed the distributors requirements and sales support functions in the order-to-delivery process and has put effort to meet with theoretical findings. Therefore, the thesis has resulted recommendations to implement in sales support department to enhance the order-to-delivery process and made further suggestions for the Company X.
The study was conducted through the qualitative methods by applying deductive approach. Both primary and secondary sources were used in the research process. Theoretical part of the thesis covers the concepts of order-to-delivery process and sales process by using secondary data that was collected from reliable published and electronic sources. Apart from that, internally conducted interviews at Company X helped to build the literature structure of the thesis as well. Empirical and data analyzation parts of the thesis used primary data that was collected through the Webropol survey which was answered by the selected distributors.
Empirical findings of the thesis have analyzed the distributors requirements and sales support functions in the order-to-delivery process and has put effort to meet with theoretical findings. Therefore, the thesis has resulted recommendations to implement in sales support department to enhance the order-to-delivery process and made further suggestions for the Company X.