Creating a new sales process for Company X

Abstract

This thesis is about finding effective ways to develop customer relationships, create and optimize the selling process, and identify the main tasks and critical competencies needed in account management. The thesis was done as a development project for the commissioner company. The goal of the development project was to create a selling process based on account management and a profile description of the account manager.

The theoretical framework for this development project went through the basic concepts of account management, sales process management, and role description. The theoretical framework is based on trustworthy and up-to-date literature and articles.

The data collection for this development project was done using mixed research methods. The data were collected through four interviews, four workshops, and quantitative data from the commissioner company CRM system.

The findings indicate the current state of the commissioner company account management and selling process. Suggestions for the account development, sell ing process, and role description were done on the thesis, and suggestions for future development were identified.