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Pregled bibliografske jedinice broj: 984189

Zbornik radova

Autori: Krajnc, Bojan; Tominc, Polona; Picek, Ruben; Sternad Zabukovšek, Simona
Naslov: CRM Solutions and Effectiveness of Sales Processes in Export Organizations
( CRM Solutions and Effectiveness of Sales Processes in Export Organizations )
Izvornik: Proceedings of the Central European Conference on Information and Intelligent Systems / Vjeran Strahonja, Valentina Kirinić (ur.). - Varaždin, Croatia : Faculty of Organization and Informatics, University of Zagreb , 2018. 105-112.
ISSN: 1847-2001
Skup: Central European Conference on Information and Intelligent Systems
Mjesto i datum: Varaždin, Croatia, 19-21.09.2018.
Ključne riječi: CRM, sales process, sales automation, key performance indicators, export organisations
( 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.
Vrsta sudjelovanja: Predavanje
Vrsta prezentacije u zborniku: Cjeloviti rad (više od 1500 riječi)
Vrsta recenzije: Međunarodna recenzija
Izvorni jezik: eng
Kategorija: Znanstveni
Znanstvena područja:
Informacijske i komunikacijske znanosti
Puni text rada: 984189.rad_02_CECIIS-2018-Proceedings.pdf (tekst priložen 11. Vel. 2019. u 13:38 sati)
Upisao u CROSBI: Ruben Picek (ruben.picek@foi.hr), 11. Vel. 2019. u 13:38 sati



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