title: ÐÐ½ÐµÐ´ÑÐµÐ½Ð¸Ðµ ÑÐ¸ÑÑÐµÐ¼Ñ Ð°Ð²ÑÐ¾Ð¼Ð°ÑÐ¸Ð·Ð°ÑÐ¸Ð¸ Ð¿ÑÐ¾Ð´Ð°Ð¶ Ð² ÑÐ¾ÑÐ³Ð¾Ð²Ð¾-ÑÐµÑÐ²Ð¸ÑÐ½Ð¾Ð¹ ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸ Â«Natc GroupÂ»
title: Ð²ÑÐ¿ÑÑÐºÐ½Ð°Ñ ÐºÐ²Ð°Ð»Ð¸ÑÐ¸ÐºÐ°ÑÐ¸Ð¾Ð½Ð½Ð°Ñ ÑÐ°Ð±Ð¾ÑÐ° Ð±Ð°ÐºÐ°Ð»Ð°Ð²ÑÐ°
titleType: Subtitle
title: Implementation of a sales automation system in a trading and service company Â«Natc GroupÂ»
Creators: name: ÐÑÐ·ÑÐ¼Ð¸Ð½Ð°, ÐÐ»Ð¸Ð·Ð°Ð²ÐµÑÐ°
Publisher: name: Ð¡Ð°Ð½ÐºÑ-ÐÐµÑÐµÑÐ±ÑÑÐ³ÑÐºÐ¸Ð¹ Ð¿Ð¾Ð»Ð¸ÑÐµÑÐ½Ð¸ÑÐµÑÐºÐ¸Ð¹ ÑÐ½Ð¸Ð²ÐµÑÑÐ¸ÑÐµÑ ÐÐµÑÑÐ° ÐÐµÐ»Ð¸ÐºÐ¾Ð³Ð¾
Year: 2020
Subjects: CRM-ÑÐ¸ÑÑÐµÐ¼Ð°
ÑÐ¸Ð¿Ð¾Ð²Ð¾Ðµ ÑÐµÑÐµÐ½Ð¸Ðµ
Ð°Ð²ÑÐ¾Ð¼Ð¾Ð±Ð¸Ð»ÑÐ½Ð°Ñ Ð¾ÑÑÐ°ÑÐ»Ñ
Ð±Ð¸Ð·Ð½ÐµÑ-Ð¿ÑÐ¾ÑÐµÑÑ
Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ðµ
CRM-system
typical solution
automotive industry
business process
implementation

description: ÐÐ°Ð½Ð½Ð°Ñ ÑÐ°Ð±Ð¾ÑÐ° Ð¿Ð¾ÑÐ²ÑÑÐµÐ½Ð° Ð¿ÑÐ¾ÑÐµÑÑÑ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ Ð¸Ð½ÑÐ¾ÑÐ¼Ð°ÑÐ¸Ð¾Ð½Ð½Ð¾Ð¹ ÑÐ¸ÑÑÐµÐ¼Ñ Ð°Ð²ÑÐ¾Ð¼Ð°ÑÐ¸Ð·Ð°ÑÐ¸Ð¸ Ð¿ÑÐ¾ÑÐµÑÑÐ¾Ð² Ð¿ÑÐ¾Ð´Ð°Ð¶ Ð² ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸ Ð°Ð²ÑÐ¾Ð¼Ð¾Ð±Ð¸Ð»ÑÐ½Ð¾Ð¹ Ð¾ÑÑÐ°ÑÐ»Ð¸. ÐÐ°Ð´Ð°ÑÐ¸, ÐºÐ¾ÑÐ¾ÑÑÐµ ÑÐµÑÐ°Ð»Ð¸ÑÑ Ð² ÑÐ¾Ð´Ðµ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ ÑÐ¸ÑÑÐµÐ¼Ñ: 1. ÐÐ·ÑÑÐµÐ½Ð¸Ðµ Ð¾ÑÐ³Ð°Ð½Ð¸Ð·Ð°ÑÐ¸Ð¾Ð½Ð½Ð¾Ð¹ ÑÑÑÑÐºÑÑÑÑ ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸-Ð·Ð°ÐºÐ°Ð·ÑÐ¸ÐºÐ° Ð¸ ÑÑÑÐ¾ÑÐ²ÑÐ¸ÑÑÑ Ð±Ð¸Ð·Ð½ÐµÑ-Ð¿ÑÐ¾ÑÐµÑÑÐ¾Ð² Ð² ÑÐ¾ÑÑÐ¾ÑÐ½Ð¸Ð¸ Â«ÐºÐ°Ðº ÐµÑÑÑÂ». 2. ÐÑÑÐ²Ð»ÐµÐ½Ð¸Ðµ Ð¿ÑÐ¾Ð±Ð»ÐµÐ¼, ÑÑÑÐµÑÑÐ²ÑÑÑÐ¸Ñ Ð² ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸ Ð¸ ÑÐ±Ð¾Ñ ÑÑÐµÐ±Ð¾Ð²Ð°Ð½Ð¸Ð¹ Ðº ÑÐ¸ÑÑÐµÐ¼Ðµ Ð°Ð²ÑÐ¾Ð¼Ð°ÑÐ¸Ð·Ð°ÑÐ¸Ð¸ Ð¿ÑÐ¾ÑÐµÑÑÐ¾Ð² Ð¿ÑÐ¾Ð´Ð°Ð¶. 3. ÐÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ðµ Ð¾ÑÐµÑÐµÑÑÐ²ÐµÐ½Ð½Ð¾Ð³Ð¾ ÑÑÐ½ÐºÐ° CRM-ÑÐ¸ÑÑÐµÐ¼, Ð°Ð½Ð°Ð»Ð¸Ð· ÑÑÑÐµÑÑÐ²ÑÑÑÐ¸Ñ ÑÐ¸Ð¿Ð¾Ð²ÑÑ ÑÐµÑÐµÐ½Ð¸Ð¹ Ð¸ Ð²ÑÐ±Ð¾Ñ Ð½Ð°Ð¸Ð±Ð¾Ð»ÐµÐµ Ð¿Ð¾Ð´ÑÐ¾Ð´ÑÑÐµÐ³Ð¾ Ð´Ð»Ñ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ Ð² ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸. 4. ÐÐ°ÑÑÑÐ¾Ð¹ÐºÐ° Ð¸ Ð´Ð¾ÑÐ°Ð±Ð¾ÑÐºÐ° ÑÐ¸Ð¿Ð¾Ð²Ð¾Ð³Ð¾ CRM ÑÐµÑÐµÐ½Ð¸Ñ Ð¿Ð¾Ð´ ÑÑÐµÐ±Ð¾Ð²Ð°Ð½Ð¸Ñ Ð·Ð°ÐºÐ°Ð·ÑÐ¸ÐºÐ°. 5. Ð Ð°ÑÑÐµÑ ÑÐºÐ¾Ð½Ð¾Ð¼Ð¸ÑÐµÑÐºÐ¾Ð¹ ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÐ¸ Ð¿ÑÐ¾ÐµÐºÑÐ° Ð¸ ÑÑÐ¾ÐºÐ° Ð¾ÐºÑÐ¿Ð°ÐµÐ¼Ð¾ÑÑÐ¸ ÑÐ¸ÑÑÐµÐ¼Ñ. Ð ÑÐ°Ð±Ð¾ÑÐµ Ð±ÑÐ»Ð¸ Ð¸Ð·ÑÑÐµÐ½Ñ Ð±Ð¸Ð·Ð½ÐµÑ-Ð¿ÑÐ¾ÑÐµÑÑÑ Ð¸ Ð¾ÑÐ³Ð°Ð½Ð¸Ð·Ð°ÑÐ¸Ð¾Ð½Ð½Ð°Ñ ÑÑÑÑÐºÑÑÑÐ° ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸-Ð·Ð°ÐºÐ°Ð·ÑÐ¸ÐºÐ°, Ð²ÑÑÐ²Ð»ÐµÐ½Ñ Ð¿ÑÐ¾Ð±Ð»ÐµÐ¼Ñ Ð¸ ÑÐ·ÐºÐ¸Ðµ Ð¼ÐµÑÑÐ° Ð² Ð¿ÑÐ¾ÑÐµÑÑÐ°Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶. Ð¢Ð°ÐºÐ¶Ðµ Ð±ÑÐ» Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½ Ð¾ÑÐµÑÐµÑÑÐ²ÐµÐ½Ð½ÑÐ¹ ÑÑÐ½Ð¾Ðº CRM-ÑÐ¸ÑÑÐµÐ¼, Ð¿ÑÐ¾Ð°Ð½Ð°Ð»Ð¸Ð·Ð¸ÑÐ¾Ð²Ð°Ð½Ñ ÑÑÑÐµÑÑÐ²ÑÑÑÐ¸Ðµ ÑÐ¸Ð¿Ð¾Ð²ÑÐµ ÑÐµÑÐµÐ½Ð¸Ñ. Ð Ð¸ÑÐ¾Ð³Ðµ Ð±ÑÐ» ÑÐµÐ°Ð»Ð¸Ð·Ð¾Ð²Ð°Ð½ Ð¿ÑÐ¾ÐµÐºÑ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ ÑÐ¸ÑÑÐµÐ¼Ñ Ð² ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸, Ð¿ÑÐ¾Ð¸Ð·Ð²ÐµÐ´ÐµÐ½Ð° Ð½Ð°ÑÑÑÐ¾Ð¹ÐºÐ° Ð¸ Ð´Ð¾ÑÐ°Ð±Ð¾ÑÐºÐ° ÑÐµÑÐµÐ½Ð¸Ñ Ð² ÑÐ¾Ð¾ÑÐ²ÐµÑÑÑÐ²Ð¸Ð¸ Ñ Ð¿Ð¾ÑÑÐµÐ±Ð½Ð¾ÑÑÑÐ¼Ð¸ ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸-Ð·Ð°ÐºÐ°Ð·ÑÐ¸ÐºÐ°, Ð±ÑÐ»Ð° Ð¿ÑÐ¾Ð´ÐµÐ¼Ð¾Ð½ÑÑÑÐ¸ÑÐ¾Ð²Ð°Ð½Ð° ÑÐ°Ð±Ð¾ÑÐ° Ð² ÑÐ¸ÑÑÐµÐ¼Ðµ Ð½Ð° Ð¿ÑÐ¸Ð¼ÐµÑÐµ ÐºÐ»ÑÑÐµÐ²Ð¾Ð³Ð¾ Ð±Ð¸Ð·Ð½ÐµÑ-Ð¿ÑÐ¾ÑÐµÑÑÐ° ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸ Ð¸ Ð¾Ð±Ð¾ÑÐ½Ð¾Ð²Ð°Ð½Ð° ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÑ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ ÑÐ¸ÑÑÐµÐ¼Ñ. ÐÐµÑÐ¾Ð´Ñ: Ð¼Ð¾Ð´ÐµÐ»Ð¸ÑÐ¾Ð²Ð°Ð½Ð¸Ðµ Ð¸ Ð¾Ð¿Ð¸ÑÐ°Ð½Ð¸Ðµ Ð±Ð¸Ð·Ð½ÐµÑ-Ð¿ÑÐ¾ÑÐµÑÑÐ¾Ð², Ð¼ÐµÑÐ¾Ð´ ÑÐ°ÑÑÐµÑÐ° Ð²ÐµÑÐ¾Ð²ÑÑ ÐºÐ¾ÑÑÑÐ¸ÑÐ¸ÐµÐ½ÑÐ¾Ð², Ð¼ÐµÑÐ¾Ð´ Ð¾ÑÐµÐ½ÐºÐ¸ ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÐ¸ Ð¿ÑÐ¾ÐµÐºÑÐ°, Ð¼ÐµÑÐ¾Ð´ ÑÐ°ÑÑÐµÑÐ° ÑÑÐ¾ÐºÐ° Ð¾ÐºÑÐ¿Ð°ÐµÐ¼Ð¾ÑÑÐ¸ Ð¿ÑÐ¾ÐµÐºÑÐ°, Ð¼ÐµÑÐ¾Ð´ ÑÑÐ°Ð²Ð½Ð¸ÑÐµÐ»ÑÐ½Ð¾Ð³Ð¾ Ð°Ð½Ð°Ð»Ð¸Ð·Ð°. ÐÑÐ°ÐºÑÐ¸ÑÐµÑÐºÐ°Ñ Ð·Ð½Ð°ÑÐ¸Ð¼Ð¾ÑÑÑ Ð±Ð°ÐºÐ°Ð»Ð°Ð²ÑÑÐºÐ¾Ð¹ ÑÐ°Ð±Ð¾ÑÑ Ð·Ð°ÐºÐ»ÑÑÐ°ÐµÑÑÑ Ð² ÑÐ¾Ð¼, ÑÑÐ¾ Ð·Ð° ÑÑÐµÑ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ ÑÐ¸ÑÑÐµÐ¼Ñ Ð°Ð²ÑÐ¾Ð¼Ð°ÑÐ¸Ð·Ð°ÑÐ¸Ð¸ Ð¿ÑÐ¾ÑÐµÑÑÐ¾Ð² Ð¿ÑÐ¾Ð´Ð°Ð¶ Ð¸ Ð²Ð·Ð°Ð¸Ð¼Ð¾Ð¾ÑÐ½Ð¾ÑÐµÐ½Ð¸Ð¹ Ñ ÐºÐ»Ð¸ÐµÐ½ÑÐ°Ð¼Ð¸ ÑÐ²ÐµÐ»Ð¸ÑÐ¸ÑÑÑ ÑÐ¸ÑÐ»Ð¾ Ð¿Ð¾ÑÑÑÐ¿Ð°ÑÑÐ¸Ñ Ð·Ð°ÑÐ²Ð¾Ðº Ð¾Ñ ÐºÐ»Ð¸ÐµÐ½ÑÐ¾Ð² Ð¸ ÑÐ¾ÐºÑÐ°ÑÐ¸ÑÑÑ Ð²ÑÐµÐ¼Ñ Ð¾Ð±ÑÐ°Ð±Ð¾ÑÐºÐ¸ Ð¾Ð´Ð½Ð¾Ð¹ ÑÐ°ÐºÐ¾Ð¹ Ð·Ð°ÑÐ²ÐºÐ¸, Ð¸, ÐºÐ°Ðº ÑÐ»ÐµÐ´ÑÑÐ²Ð¸Ðµ, Ð²Ð¾Ð·ÑÐ°ÑÑÐµÑ Ð¾Ð±ÑÐµÐ¼ Ð¿ÑÐ¾Ð´Ð°Ð¶, Ð° Ð·Ð½Ð°ÑÐ¸Ñ Ð¸ Ð¿ÑÐ¸Ð±ÑÐ»Ñ ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸.
description: This work is devoted to the process of implementing an information system for automating sales processes in an automobile industry company. Tasks that were solved during the implementation of the system: 1. The study of the organizational structure of the customer company and established business processes in an "as is" state. 2. Identification of problems existing in the company and collection of requirements for the system of automation of sales processes. 3. Research of the domestic market of CRM systems, analysis of existing standard solutions and selection one of the most suitable for implementation in the company. 4. Customization and refinement of a typical CRM solution to customer requirements. 5. The calculation of the economic efficiency of the project and the payback period of the system. The work examined the business processes and organizational structure of the customer company, identified problems and bottlenecks in the sales processes. The domestic market of CRM systems was also investigated, and existing standard solutions were analyzed. As a result, the system implementation project was implemented in the company, the solution was tuned and finalized in accordance with the needs of the customer company, the system was demonstrated using the key business process of the company as an example, and the effectiveness of the system implementation was substantiated. Methods: modeling of business processes, method for calculating weighting factors, method for calculating project effectiveness, method for calculating the payback period of a project. The practical significance of bachelor's work is that due to the introduction of a system for automating sales processes and customer relationships, the number of incoming applications from customers will increase and the processing time of one such application will be reduced, and, as a result, the sales volume will increase, which means the company's profit.