Integrating Sales Processes : Case : United Bankers Plc
Kortesoja, Henri (2019)
2019
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2019053013564
https://urn.fi/URN:NBN:fi:amk-2019053013564
Tiivistelmä
The goal of this study was to document the sales processes of two different sales organisations in financial services industry that were combined after acquisition. After finding out the best practices from both organisations they were combined to one sales process that can be used by the new organization in daily sales work.
This study was conducted by the means of qualitative research combining semi-structured interviews of the most successful salespersons, participant observation as well as document analysis on previous process descriptions. Interviews found out the working methods and processes used the most successful salespersons in both organisations.
The theoretical framework was extracted from earlier studies on sales processes and models created on selling. During the process the qualitative data from the interviews was aligned with this theoretical framework in order to create the new sales process to be used by the commissioner.
The result of this study was the new sales process that can be used in the sales meetings by salespersons. The study also confirmed that the most successful salespersons follow the patterns that are recognized by several studies. This study proved that the salespersons working in both organisations are professional and skillful if analysed from the theoretical point of view.
This study verified the assumption that there is variance between salespersons and their ways of selling depending on their personality and experience and there is not only one single way to sell successfully.
This study was conducted by the means of qualitative research combining semi-structured interviews of the most successful salespersons, participant observation as well as document analysis on previous process descriptions. Interviews found out the working methods and processes used the most successful salespersons in both organisations.
The theoretical framework was extracted from earlier studies on sales processes and models created on selling. During the process the qualitative data from the interviews was aligned with this theoretical framework in order to create the new sales process to be used by the commissioner.
The result of this study was the new sales process that can be used in the sales meetings by salespersons. The study also confirmed that the most successful salespersons follow the patterns that are recognized by several studies. This study proved that the salespersons working in both organisations are professional and skillful if analysed from the theoretical point of view.
This study verified the assumption that there is variance between salespersons and their ways of selling depending on their personality and experience and there is not only one single way to sell successfully.