Comparative Analysis of the Sales Process: TSCH versus TSI
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Authors
Author (Corporation)
Publication date
2024
Typ of student thesis
Bachelor
Course of study
Collections
Type
11 - Student thesis
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DOI of the original publication
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Issue / Number
Pages / Duration
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Publisher / Publishing institution
Hochschule für Wirtschaft FHNW
Place of publication / Event location
Olten
Edition
Version
Programming language
Assignee
Practice partner / Client
T-Systems Switzerland AG, Zollikofen
Abstract
All T-Systems units operate under a generalized sales framework, without taking the differences of local organizational structures into account. The specifics of the roles and responsibilities at TSCH were not thoroughly defined, resulting in complications within the sales process.
The thesis is guided by the research question, which is about the sales processes, roles, and required skills at TSCH and TSI, and how the efficiency and effectiveness of the deal process compares. To address this question comprehensively, specific objectives were formulated and systematically analyzed in the study.
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Language
English
Created during FHNW affiliation
Yes
Strategic action fields FHNW
Publication status
Review
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Citation
Kohler, J., & Zürcher Nica. (2024). Comparative Analysis of the Sales Process: TSCH versus TSI [Hochschule für Wirtschaft FHNW]. https://irf.fhnw.ch/handle/11654/49250