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VGU RESEARCH REPOSITORY


Please use this identifier to cite or link to this item: https://epub.vgu.edu.vn/handle/dlibvgu/2190
Title: Development of an optimized sales process within the IT industry via LinkedIn for major customers of SAP SE
Authors: Luca Grosch 
Keywords: Sales transformation;Customer power;Sales process optimization
Issue Date: 2024
Abstract: 
Sales is in a time of change. Through social media and the internet, the customer has more power than ever before. The flood of information is increasing enormously. The customer can now compare any product or service with many different vendors. But social media is also bringing an advantage for companies. Through social-selling it is possible to improve the sales figures as well as develop customer relationships. This master thesis provides a recommendation for action for the company SAP SE. The focus is here on the sales process and especially on major customers. The goal is to answer the question how this process can be optimized with the help of LinkedIn. This could be conducted with the support of a literature review, expert interviews as well as a SWOTAnalysis. As a result of this investigation, it was found out that three main challenges should be changed in order to optimize the sales process. The recommended actions addressed these challenges by reorganizing and encourage teamwork, integrating LinkedIn and social selling, and optimizing background processes.
URI(1): https://epub.vgu.edu.vn/handle/dlibvgu/2190
Rights: Attribution-NonCommercial 4.0 International
Appears in Collections:MBA
MBA

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