Exploring Key Factors of Sales Transformation - The Case of Chunghwa Telecom

• Main Authors: Wan-Jung Lee, 李宛融
• Other Authors: Li-Ren Yang
• Format: Others
• Language: zh-TW
• Published: 2016
• Online Access: http://ndltd.ncl.edu.tw/handle/mtzu63

碩士 === 淡江大學 === 企業管理學系碩士在職專班 === 104 === This study utilized Analytic Hierarchy Process (AHP) to evaluate the key factors that influence sales transformation of the case company. Based on literature review, the key factors can be divided into four major categories：Customer Service, Sales Team, Sales Skills, and Business Management and sixteen sub facets. This study used expert questionnaire to determine the priorities of these factors. The results show that Depth of Customer Relationship, Obtainment of Business Opportunity, After Service and Care, Leadership, Teamwork are the top five critical factors. On the other hand, Information System is the least factor. Finally, practical implications are discussed based on the research results. Recommendations for future study are also proposed.