| Abstract [eng] |
The Sales Process Evaluation and Improvement Opportunities (by example of Window Covering Company UAB „X“) The main purpose of this Master's thesis is to evaluate the sales process of the selected window covering company based on the analysis of scientific literature and to present improvement opportunities. The work consists of three main parts; the analysis of literature, methodology and research and its results. Also conclusions and suggestions. The literature analysis section presents the process concept, the main concepts of the sales process, models of the sales process and their comparison in the context of scientific literature. Also, this section identifies sales process evaluation criteria and presents the author's theoretical model of the sales process. The literature analysis is followed by a methodological chapter. This chapter contain methodological tendencies of previous researches, briefly introduces the researched enterprise, research methodology, aim of the research, tasks, structure of the research process, research sample, peculiarities, advantages and disadvantages of the chosen research methods. From the results of previous research articles author's research, sales process research and exploratory research is formed. The third chapter deals with quantitative and qualitative research. For this purpose, the aim of the final master's thesis is to carry out the evaluation of the sales process of the window covering company "X" and to present opportunities for improvement. The quantitative survey included a questionnaire survey of the company's customers who used the company's goods and services during the survey period, and a semi-structured interview with the company's sales experts. The conclusions and suggestions summarize the analysis of scientific literature and the results obtained during the research. The author believes that the results of the study will help the company achieve its goals, properly evaluate the company's sales process and identify opportunities for improvement. |
