CRM Solutions and Effectiveness of Sales Processes in Export Organizations (CROSBI ID 672648)
Prilog sa skupa u časopisu | izvorni znanstveni rad | međunarodna recenzija
Podaci o odgovornosti
Krajnc, Bojan ; Tominc, Polona ; Picek, Ruben ; Sternad Zabukovšek, Simona
engleski
CRM Solutions and Effectiveness of Sales Processes in Export Organizations
The main purpose of this research study was to analyse the impact of CRM solutions on the efficiency of sales processes in the export organisations. The occasional sample of export organisations was obtained using the sampling frame of the SloExport database. Despite surveyed companies’ expressed opinion, that CRM supported sales processes are the most important for implementation of key criteria of efficiency, the results revealed that the use of CRM solutions in organisations is rather limited: in most cases companies have not supported all sales process phases, and they are often also using only selected functionalities of CRM solutions.
CRM ; sales process ; sales automation ; key performance indicators ; export organisations
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Podaci o prilogu
105-112.
2018.
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objavljeno
Podaci o matičnoj publikaciji
Central European conference on information and intelligent systems
Strahonja, Vjeran ; Kirinić, Valentina
Varaždin: Fakultet organizacije i informatike Sveučilišta u Zagrebu
1847-2001
1848-2295
Podaci o skupu
29th Central European Conference on Information and Intelligent Systems (CECIIS 2018)
predavanje
19.09.2018-21.09.2018
Varaždin, Hrvatska
Povezanost rada
Informacijske i komunikacijske znanosti