Naslov
CRM Solutions and Effectiveness of Sales Processes in Export Organizations

Autori
Krajnc, Bojan ; Tominc, Polona ; Picek, Ruben ; Sternad Zabukovšek, Simona

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
Proceedings of the Central European Conference on Information and Intelligent Systems / Strahonja, Vjeran ; Kirinić, Valentina - Varaždin : Fakultet organizacije i informatike Sveučilišta u Zagrebu, 2018, 105-112

Skup
29th Central European Conference on Information and Intelligent Systems (CECIIS 2018)

Mjesto i datum
Varaždin, Hrvatska, 19.09.2018. - 21.09.2018

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
CRM ; sales process ; sales automation ; key performance indicators ; export organisations

Sažetak
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.

Izvorni jezik
Engleski

Znanstvena područja
Informacijske i komunikacijske znanosti

POVEZANOST RADA