Improving Sales by Studying Clients’ Procurement Process : Case Haapajärven Ha-Sa Oy
Vuorela, Ville (2020)
2020
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024053018434
https://urn.fi/URN:NBN:fi:amk-2024053018434
Tiivistelmä
The goal of this thesis was to improve the commissioning company’s sales process by studying their clients’ purchasing process. This study focused on the commissioning company’s European clients, since Europe is an important market for the organization and it is heavily competitive. Therefore, any information that enables the commissioning company to maintain and increase their share of the European market is valuable.
This thesis is a research thesis, which consists of a qualitative research which is backed up by a theoretical section including theory about business-to-business marketing/sales, procurement and saw industry. The purpose of this study was to help the commissioning company gain a more thorough understanding of their European clients and improve their professional business-relationships with them. In addition, the study aimed to reveal opportunities for improvement based on the commissioning company’s customers’ experiences with their service.
The results of the research provided useful insights on which aspects weigh in the most when the commissioning company’s clients are choosing suppliers. Moreover, the research provided valuable information about which aspects of the commissioning company’s sales process ought to be reviewed and improved in the future.
This thesis is a research thesis, which consists of a qualitative research which is backed up by a theoretical section including theory about business-to-business marketing/sales, procurement and saw industry. The purpose of this study was to help the commissioning company gain a more thorough understanding of their European clients and improve their professional business-relationships with them. In addition, the study aimed to reveal opportunities for improvement based on the commissioning company’s customers’ experiences with their service.
The results of the research provided useful insights on which aspects weigh in the most when the commissioning company’s clients are choosing suppliers. Moreover, the research provided valuable information about which aspects of the commissioning company’s sales process ought to be reviewed and improved in the future.