小型企业组织中用于开发销售漏斗的管理工具分类

E. Tolstova, L. Silakova
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引用次数: 0

摘要

在现代世界,使用CRM系统的公司,SMM营销(社交网络中的数字营销),提供了这种需求,因为需要建立一个销售漏斗。主要目标是建立一个有效的销售渠道,以吸引客户并增加利润。这项研究的目的是选择一套服务,这些服务可以帮助发展小型企业,其特点是收入少,因此用于宣传的预算少,工作人员也少。本文讨论了当前小企业、CRM系统和有助于促进社交网络的服务存在的问题。主要的应用研究方法有:抽象、概括、竞争分析和比较。小型企业面临以下问题:扩展问题、工作流自动化的需要、收集客户反馈和反馈、处理应用程序、市场竞争激烈、工作流并行化、工作流层次结构的组织。考虑了任何类型的组织、企业、初创公司等的销售渠道的概念。突出显示计划销售漏斗的共同特征和阶段。对有助于制定和实施营销策略的各种服务进行比较。与业务自动化和销售漏斗相关的数字服务有4类:帮助设计整体业务模型、创建质量管理体系等的信息系统和技术;业务建模程序,工作文档和需求的开发;CRM系统设计用于规划员工任务和存储客户数据;在社交网络中帮助推广的服务。有了他们,销售漏斗的建模、业务流程的自动化、工作场景的模板、员工的指示、规定、转换分析和流量仲裁等任务都得到了解决。计划和服务的分类将使公司的销售渠道自动化,考虑到产品的价格和功能,这将是小企业的最佳组合,提出。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Classification of management tools in small business organizations for developing a sales funnel
In the modern world, companies that use CRM systems, SMM marketing (digital marketing in social networks), provide this, cause of the demand to build a sales funnel. The main goal is to build an effective sales funnel that will attract customers and increase profits. This study is aimed at selecting a set of services that can help the development of a small business characterized by low revenue volumes, and, as a result, small budgets for promotion, as well as a small number of staff. The article discusses the current problems of small business, CRM systems and services that help promote social networks. The main applied research methods: these are abstraction, generalization, competitive analysis and comparison. The following problems are identified for small businesses: the issue of scaling, the need to automate workflows, collecting feedback and feedback from customers, processing applications, great competition in the market, parallelization of workflows, organization of hierarchy in the workflow. The concept of sales funnels for any type of organization, enterprise, startup, etc. is considered. Common features, stages that should characterize the planned sales funnel are highlighted. A comparison of various services that help in the development and implementation of a marketing strategy is carried out. There are 4 categories of digital services for working with business automation and sales funnel: information systems and technologies that help to design a business model as a whole, create quality management systems, etc.; programs for business modeling, development of working documentation and requirements; CRM systems designed for planning employee tasks and storing customer data; services that help with promotion in social networks. Thanks to them, such tasks as: modeling of the sales funnel, automation of business processes, templates of working scenarios, instructions, regulations for employees, conversion analytics and traffic arbitration are solved. The classification of programs and services that will automate the company’s sales funnel, taking into account the price of the product and its functionality, the combination of which will be optimal for small businesses, is proposed.
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