138.  BUSINESS MODELS FOR MANAGEMENT OF SALES CHANNELS  IN TELECOMMUNICATION COMPANIES

Petar Damjanovski; Aleksandar  Risteski

doi:10.51466/JEEIT171059d

Petar Damjanovski Faculty of Electical Enginnering and Information Technologies ,"Ss. Cyril and Methodius" University in Skopje , Rugjer Boskovic bb, P.O. box 574 , 1001 Skopje,
Aleksandar Risteski

DOI: https://doi.org/10.51466/JEEIT171059d

Keywords: value based steering, business model in telecommunications, motivation system for sales channels in telecommunications, market invest

Abstract

The paper presents business models for sales channels management in telecommunications com¬panies; presenting international experience and best practices that are present among worldwide biggest players in telecom business. Based on their experience and detailed research explained in this paper, the authors proposed Val¬ues Based (VB) business models, as future proved model for steering telecom companies in near future. Moreover, based on VB business model we are presenting a detailed explanation of a sales channels motivation system in a telecom-munications company; IT infrastructure alignment and Network infrastructure implementation required for IT Tool that will support the motivation system.