|
|
Řešení Prodej v současné obchodní praxe
Moskalenko, Taras ; Lhotáková, Markéta (advisor) ; Cook, Gina (referee)
This master thesis focuses on the issue of practical implementation of Solution Selling philosophy in general and of its principles in particular. It also covers topics of the sales function in a company, sales workforce and related problems with hiring and differentiating between sales positions, theoretical background of Solution Selling and discussion about its topicality and ability to address needs of modern economic environment. Empirical part is based on three case studies of such companies as VMware, Cisco and DuPont and example of business model of IBM Corporation, which successfully uses Solution Selling as a core for its operational activities. Results of findings are provided in the end of practical part and in general conclusions.
|
|
|
Analysis of an appropriate CRM system selection
Leitmančík, Adam ; Lorenc, Miroslav (advisor) ; Junková, Simona (referee)
Using three different real CRM products (Salesforce.com, MS Dynamics CRM, e-CRM Way)solves a number of sample problems and requirements of three exemplar companies. The right configuration of CRM system may lead to lower costs of obtaining information for managers, obtain information about customer for sales representatives and better overall cooperation with the customer. A problem that may arise and that is solved it this work is selection of the right CRM solution for the company after evaluation of the functionality cost, and potential complications during implementation.
|
|
|
Analysis and implementation of CRM in the nonprofit sector
Quaiser, Jakub ; Novotný, Ota (advisor) ; Basch, Robert (referee)
This thesis focuses on analysis and implementation of CRM in non-profit organization. The main aim of this thesis is to analyse the choice of suitable CRM system for Open Society Fund Prague, while the part of implementation is covered in the thesis of Václav Bešta. To fulfil the main aim, it is necessary to extend knowledge gained during the study using additional information from specialised publications and electronic resources which relate to CRM and Fundraising. These are subsequently used in the practical part, which is the result of individual work and cooperation with V. Bešta and members of Open Society Fund Prague. The contribution of this thesis is a resultant product in form of chosen and suggested CRM system, which Open Society Fund Prague will use for its activities. Possible contribution is that this system can be used by another non-profit organisation. Moreover, the practical part of this thesis may serve as a manual, how to deal with a selection of suitable CRM system. This Thesis is divided into two parts: theoretical and practical. The theoretical part discusses and clarifies the meaning of CRM and Fundraising, describes possibilities of their interconnection and mentions research in works, dealing with similar topics. At first, the practical part describes Open Society Fund Prague. The thesis continues with the analysis of found requirements for the CRM system, which than helps to choose a suitable product for the foundation. At the end, the thesis mentions the implementation of a chosen system in Open Society Fund Prague, which is described in detail in the thesis of V. Bešta.
|
|
|
Analysis and implementation of CRM in the nonprofit sector
Bešta, Václav ; Novotný, Ota (advisor) ; Basch, Robert (referee)
This thesis focuses mainly on the analysis and implementation of a CRM system into a non-profit organization. Main aims of the thesis are first introduction into the issue of CRM and fundraising and then implementation of a particular CRM system into a real non-state non-profit organization. The thesis has been made in cooperation with another student, who has been engaged in the analysis of the process of choice of a CRM system, while this thesis presents the implementation of the certain system. The theoretical part of this thesis deals with the theory concerning fundraising and CRM, where also common aspects of those two topics have been mentioned. In contrast with the theoretical part, the practical part deals with the implementation of a selected CRM system into a certain non-profit organization. The theoretical part is also expanded with a research in works concerning similar topic. The main contribution of this piece of work will be the implementation of a CRM system into a foundation, where it will be used as one of the main tools supporting fundraising of the organization.
|
|
|
Requirements Analysis of CRM System for Sales Teams
Franěk, Filip ; Oškrdal, Václav (advisor) ; Prkna, Miroslav (referee)
The purpose of this thesis is to clarify the reasons and consequences of failed implementations and poor adoption of CRM / SFA tools in sales teams, that have been recorded in recent years. Almost 70% of initiatives to introduce new technologies for sales teams have failed in the return on investments. The goal of the thesis is to create requirements for a new CRM / SFA, which will support salesmen and sales teams in a better way. It describes the way the sales team work, it describes business cases and determinates its key activities. Using perceived usefulness, I create a set of system requirements for CRM / SFA tool, which will support salesmen and improve their sales performance.
|
guest ::
