Sales Process Analysis and Change Assessment for TKM TTT Finland Oy
Sandström, Hanna (2015)
Sandström, Hanna
Hämeen ammattikorkeakoulu
2015
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2015111016171
https://urn.fi/URN:NBN:fi:amk-2015111016171
Tiivistelmä
This thesis is commissioned by TKM TTT Finland Oy (TTT), which is located in Akaa, Finland. As many other companies, also TTT wants to develop their business and gain bigger turnover. That is why the commissioning company has developed strategy called “TTT2020”, which is aimed to help to get the turnover growing. The main purpose of the thesis is to analyse the commissioning company’s sales processes in a way that how they have performed and provide recommendations for possible improvements so that the requirements of TTT2020 are met. The objectives of the research are 1) to collect basic theory about sales management and organisational development, 2) gather information about the commissioning company’s latest workshops, trainings and surveys regarding TTT2020, 3) to conduct interviews to get more detailed information regarding the sales and its processes during TTT2020, 4) to analyse all the information and compare it with theory in order to evaluate the performance level and 5) to give recommendations whether the company’s latest actions and processes have been successful.
Sales management is an essential part of every organisation and it is the key player in organisation’s success. Sales management can include all kinds of actions depending on the company’s needs but overall it is about managing the organisation’s sales operations in a way that it creates revenue and success for the company. TTT has set goals for the year 2020, which is shortly called “TTT2020”. The aim is to gain higher annual turnover and the sales is essential part of it. Addition to sales management also organisational development is important part of this research because the commissioner also wants to develop their processes so that the wanted goals are achieved. The main goal of this thesis is to get a clear picture what kind of ways the company has used to develop their sales and how those processes and actions have actually affected the sales.
Sales management is an essential part of every organisation and it is the key player in organisation’s success. Sales management can include all kinds of actions depending on the company’s needs but overall it is about managing the organisation’s sales operations in a way that it creates revenue and success for the company. TTT has set goals for the year 2020, which is shortly called “TTT2020”. The aim is to gain higher annual turnover and the sales is essential part of it. Addition to sales management also organisational development is important part of this research because the commissioner also wants to develop their processes so that the wanted goals are achieved. The main goal of this thesis is to get a clear picture what kind of ways the company has used to develop their sales and how those processes and actions have actually affected the sales.