BUSINESS MODELS FOR MANAGEMENT OF SALES CHANNELS IN TELECOMMUNICATION COMPANIES
A b s t r a c t: 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 tele-
communications company; IT infrastructure alignment and Network infrastructure implementation required for IT
Tool that will support the motivation system.
Key words: value based steering; business model in telecommunications; motivation system for sales channels in telecommunications; market invest
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