Comparative Analysis of the Sales Process: TSCH versus TSI

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.