title: Ð Ð°Ð·ÑÐ°Ð±Ð¾ÑÐºÐ° ÑÐµÑÐµÑÐµÐ½ÑÐ½Ð¾Ð¹ Ð¼Ð¾Ð´ÐµÐ»Ð¸ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ Ð¿ÑÐµÐ´Ð¿ÑÐ¸ÑÑÐ¸Ñ Ð½Ð° Ð¾ÑÐ½Ð¾Ð²Ðµ Ð°Ð½Ð°Ð»Ð¸ÑÐ¸ÑÐµÑÐºÐ¸Ñ Ð¸Ð½ÑÑÑÑÐ¼ÐµÐ½ÑÐ¾Ð² ÑÐ¾ÑÑÐ¸Ð¹ÑÐºÐ¸Ñ CRM-ÑÐ¸ÑÑÐµÐ¼
title: Ð²ÑÐ¿ÑÑÐºÐ½Ð°Ñ ÐºÐ²Ð°Ð»Ð¸ÑÐ¸ÐºÐ°ÑÐ¸Ð¾Ð½Ð½Ð°Ñ ÑÐ°Ð±Ð¾ÑÐ° Ð¼Ð°Ð³Ð¸ÑÑÑÐ°
titleType: Subtitle
title: Development of a reference model of enterprise sales management based on analytical tools of Russian CRM-systems
Creators: name: ÐÐµÑÑÐ°ÐºÐ¾Ð², ÐÐ°ÐºÑÐ¸Ð¼
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: 2023
Subjects: Ð´ÐµÐºÐ¾Ð¼Ð¿Ð¾Ð·Ð¸ÑÐ¸Ñ
Ð´ÐµÑÐ°Ð»Ð¸Ð·Ð°ÑÐ¸Ñ
ÑÐ¸ÑÑÐ¾Ð²Ð¸Ð·Ð°ÑÐ¸Ñ
CRM
Ð±Ð¸Ð·Ð½ÐµÑ-Ð¿ÑÐ¾ÑÐµÑÑ
decomposition
detaling
digitalization
business process

description: Ð¦ÐµÐ»ÑÑ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ ÑÐ²Ð»ÑÐµÑÑÑ ÑÐ°Ð·ÑÐ°Ð±Ð¾ÑÐºÐ° ÑÐµÑÐµÑÐµÐ½ÑÐ½Ð¾Ð¹ Ð¼Ð¾Ð´ÐµÐ»Ð¸ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ Ð¿ÑÐµÐ´Ð¿ÑÐ¸ÑÑÐ¸Ñ Ð½Ð° Ð¾ÑÐ½Ð¾Ð²Ðµ Ð°Ð½Ð°Ð»Ð¸ÑÐ¸ÑÐµÑÐºÐ¸Ñ Ð¸Ð½ÑÑÑÑÐ¼ÐµÐ½ÑÐ¾Ð² Ð¾ÑÐµÑÐµÑÑÐ²ÐµÐ½Ð½ÑÑ CRM-ÑÐ¸ÑÑÐµÐ¼. ÐÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ðµ Ð²ÑÐ¿Ð¾Ð»Ð½ÑÐ»Ð¾ÑÑ Ð½Ð° Ð±Ð°Ð·Ðµ Ð½Ð°Ð¸Ð±Ð¾Ð»ÐµÐµ Ð¿Ð¾Ð¿ÑÐ»ÑÑÐ½ÑÑ ÑÐ¾ÑÑÐ¸Ð¹ÑÐºÐ¸Ñ CRM-ÑÐ¸ÑÑÐµÐ¼. ÐÑÐµÐ´Ð¼ÐµÑ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ: Ð¾Ð¿ÑÐ¸Ð¼Ð¸Ð·Ð°ÑÐ¸Ñ ÑÑÐ¾ÑÐ¼Ð¸ÑÐ¾Ð²Ð°Ð½Ð½ÑÑ Ð±Ð¸Ð·Ð½ÐµÑ-Ð¿ÑÐ¾ÑÐµÑÑÐ¾Ð² ÐºÐ¾Ð¼Ð¼ÐµÑÑÐµÑÐºÐ¾Ð³Ð¾ Ð¿ÑÐµÐ´Ð¿ÑÐ¸ÑÑÐ¸Ñ Ð¸ Ð¿ÑÐµÐ´ÑÑÐ°Ð²Ð»ÐµÐ½Ð¸Ðµ Ð¸Ñ Ð² Ð²Ð¸Ð´Ðµ Ð¼Ð¾Ð´ÐµÐ»Ð¸, ÑÐ¿Ð¾ÑÐ¾Ð±Ð½Ð¾Ð¹ Ð¿ÑÐ¸Ð¼ÐµÐ½ÑÑÑÑÑ Ð² Ð»ÑÐ±Ð¾Ð¹ ÑÑÐµÑÐµ Ð´ÐµÑÑÐµÐ»ÑÐ½Ð¾ÑÑÐ¸ ÐºÐ¾Ð¼Ð¼ÐµÑÑÐµÑÐºÐ¸Ñ Ð¾ÑÐ½Ð¾ÑÐµÐ½Ð¸Ð¹. ÐÐµÑÐ¾Ð´Ñ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ: Ð°Ð½Ð°Ð»Ð¸Ð·, Ð¾Ð±Ð¾Ð±ÑÐµÐ½Ð¸Ðµ, ÐºÐ»Ð°ÑÑÐ¸ÑÐ¸ÐºÐ°ÑÐ¸Ñ, Ð¼Ð¾Ð´ÐµÐ»Ð¸ÑÐ¾Ð²Ð°Ð½Ð¸Ðµ, Ð°Ð¿ÑÐ¾Ð±Ð°ÑÐ¸Ñ, Ð´ÐµÐºÐ¾Ð¼Ð¿Ð¾Ð·Ð¸ÑÐ¸Ñ, Ð¿ÑÐ¸Ð¼ÐµÐ½ÐµÐ½Ð¸Ðµ IT-Ð¸Ð½ÑÑÑÑÐ¼ÐµÐ½ÑÐ¾Ð². ÐÑÐ½Ð¾Ð²Ð½ÑÐµ ÑÐµÐ·ÑÐ»ÑÑÐ°ÑÑ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ: â ÑÐ°Ð·ÑÐ°Ð±Ð¾ÑÐ°Ð½Ð° ÑÐµÑÐµÑÐµÐ½ÑÐ½Ð°Ñ Ð¼Ð¾Ð´ÐµÐ»Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ ÐºÐ¾Ð¼Ð¼ÐµÑÑÐµÑÐºÐ¸Ñ Ð¿ÑÐµÐ´Ð¿ÑÐ¸ÑÑÐ¸Ñ; â ÑÐ°Ð·ÑÐ°Ð±Ð¾ÑÐ°Ð½ Ð°Ð»Ð³Ð¾ÑÐ¸ÑÐ¼ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ CRM-ÑÐ¸ÑÑÐµÐ¼Ñ Ð² ÑÐ¸ÑÑÐµÐ¼Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ Ð½Ð° Ð±Ð°Ð·Ðµ ÑÐ¾ÑÑÐ¸Ð¹ÑÐºÐ¾Ð¹ Ð¡RM-ÑÐ¸ÑÑÐµÐ¼Ñ ÐÐ¸ÑÑÐ¸ÐºÑ24; â ÑÐ°Ð·ÑÐ°Ð±Ð¾ÑÐ°Ð½Ð° ÑÐ¸ÑÑÐµÐ¼Ð° ÑÐ±Ð¾ÑÐ° Ð°Ð½Ð°Ð»Ð¸ÑÐ¸ÑÐµÑÐºÐ¾Ð¹ Ð¸Ð½ÑÐ¾ÑÐ¼Ð°ÑÐ¸Ð¸ Ð¿Ð¾ ÐºÐ»ÑÑÐµÐ²ÑÐ¼ Ð¿Ð¾ÐºÐ°Ð·Ð°ÑÐµÐ»ÑÐ¼ ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÐ¸ ÑÐ°Ð±Ð¾ÑÑ Ð¾ÑÐ´ÐµÐ»Ð° Ð¿ÑÐ¾Ð´Ð°Ð¶ Ð½Ð° Ð±Ð°Ð·Ðµ ÑÐ¾ÑÑÐ¸Ð¹ÑÐºÐ¾Ð¹ CRM-ÑÐ¸ÑÑÐµÐ¼Ñ ÐÐ¸ÑÑÐ¸ÐºÑ24. ÐÐ±Ð»Ð°ÑÑÑ Ð¿ÑÐ¸Ð¼ÐµÐ½ÐµÐ½Ð¸Ñ ÑÐµÐ·ÑÐ»ÑÑÐ°ÑÐ¾Ð² ÐÐÐ  ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ðµ ÑÐ¸ÑÑÐ¾Ð²ÑÐ¼ Ð±Ð¸Ð·Ð½ÐµÑÐ¾Ð¼ Ð² ÑÐ°Ð¼ÐºÐ°Ñ ÐºÐ¾Ð½ÑÑÐ¾Ð»Ñ Ð¸ ÑÐµÐ³ÑÐ»Ð¸ÑÐ¾Ð²Ð°Ð½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶ Ð¿ÑÐµÐ´Ð¿ÑÐ¸ÑÑÐ¸Ñ. ÐÐ°ÑÑÐ½Ð¾Ð¹ Ð½Ð¾Ð²Ð¸Ð·Ð½Ð¾Ð¹ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ ÑÐ²Ð»ÑÐµÑÑÑ ÑÐ°Ð·ÑÐ°Ð±Ð¾ÑÐºÐ° ÑÐµÑÐµÑÐµÐ½ÑÐ½Ð¾Ð¹ Ð¼Ð¾Ð´ÐµÐ»Ð¸ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ Ð½Ð° Ð¿ÑÐµÐ´Ð¿ÑÐ¸ÑÑÐ¸Ð¸ Ð² ÑÐ°Ð¼ÐºÐ°Ñ Ð²Ð½ÐµÐ´ÑÐµÐ½Ð¸Ñ CRM-ÑÐ¸ÑÑÐµÐ¼. ÐÑÐ½Ð¾Ð²Ð½Ð¾Ð¹ ÑÐµÐ·ÑÐ»ÑÑÐ°Ñ â Ð¼Ð¾Ð´ÐµÐ»Ñ, ÐºÐ¾ÑÐ¾ÑÑÑ Ð¼Ð¾Ð³ÑÑ Ð¿ÑÐ¸Ð¼ÐµÐ½Ð¸ÑÑ Ð±Ð¾Ð»ÑÑÐ¸Ð½ÑÑÐ²Ð¾ Ð¿ÑÐµÐ´Ð¿ÑÐ¸ÑÑÐ¸Ð¹ Ð¸ ÑÐ²ÐµÐ»Ð¸ÑÐ¸ÑÑ ÑÐ²Ð¾Ð¸ Ð¿Ð¾ÐºÐ°Ð·Ð°ÑÐµÐ»Ð¸ ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÐ¸. ÐÑÐ²Ð¾Ð´Ñ. ÐÐ°Ð´Ð°ÑÐ¸ ÐÐÐ  ÑÐµÑÐµÐ½Ñ, ÑÐµÐ»Ñ Ð´Ð¾ÑÑÐ¸Ð³Ð½ÑÑÐ°, Ð¾Ð¿ÑÐµÐ´ÐµÐ»ÐµÐ½Ð° Ð¾Ð±Ð»Ð°ÑÑÑ Ð¿ÑÐ¸Ð¼ÐµÐ½ÐµÐ½Ð¸Ñ ÑÐµÐ·ÑÐ»ÑÑÐ°ÑÐ¾Ð². ÐÐ¾Ð»ÑÑÐµÐ½Ð½ÑÐµ ÑÐµÐ·ÑÐ»ÑÑÐ°ÑÑ Ð¾Ð±Ð»Ð°Ð´Ð°ÑÑ Ð¿ÑÐ¸Ð·Ð½Ð°ÐºÐ°Ð¼Ð¸ Ð½Ð°ÑÑÐ½Ð¾Ð¹ Ð½Ð¾Ð²Ð¸Ð½Ñ. ÐÐ±Ð¾ÑÐ½Ð¾Ð²Ð°Ð½Ñ Ð¿ÐµÑÑÐ¿ÐµÐºÑÐ¸Ð²Ñ Ð¸ Ð½Ð°Ð¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð´Ð°Ð»ÑÐ½ÐµÐ¹ÑÐµÐ³Ð¾ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ.
description: The aim of the study is the goal is to develop a reference model of enterprise sales management based on analytical tools of domestic CRM-systems. The study was carried out on the basis of the most popular Russian CRM-systems. Research subject: optimization of the formed business processes of a Russian commercial enterprise and their presentation in the form of a model that can be applied in any field of commercial relations. Research methods: analysis, generalization, classification, modeling, approbation, decomposition, using IT tools. The main results of the study: â the reference model of sales management of a commercial enterprise has been developed; â an algorithm for implementing a CRM system into a sales management system based on the Russian CRM system Bitrix24 has been developed; â developed a system for collecting analytical information on key performance indicators of the sales department based on the Russian CRM system Bitrix24. Application field: digital business management as part of the control and regulation of the companys sales. The scientific novelty of the study is developing a reference model of sales management at the enterprise as part of the implementation of CRM systems. The main result is an applicable model that any commercial enterprise can implement and increase its performance indicators. The algorithm for implementing a CRM system. The developed sequence that allows you to reduce the time and resource costs of implementation. Algorithm for the formation of business process regulations. Conclusions. The tasks of the thesis are solved, the goal is achieved, and the scope of application of the results is determined. The results obtained show signs of scientific novelty. The directions of further research are defined.