The following report outlines my internship in the sales department at Fujitsu Siemens Computers GmbH located in Stuttgart. The first part gives overall information about the FSC foundation and company data; product portfolio; sales organization; marketing, while in the second part the focus is on the sales team I had the opportunity to work in and the activities and projects I have been involved in, on strategic and operative basis.
Table of Contents
1. Introduction
2. Fujitsu Siemens Computers GmbH
2.1 The Holding: Fujitsu Siemens Computers BV., NL
2.2. FSC Product Portfolio
2.3. IT with a sense of responsibility
3. Sales Organization Fujitsu Siemens Computers GmbH
3.1. Sales Organisation Germany
3.2 LoB ÖA VC M/SW
4. My tasks
4.1. Developing offers (Angebotserstellung)
4.2. Orders
4.3. Briefings
4.4. Preparing the product basket
4.5. Data care & determining marketing events (Picksetzungen)
4.6. visIT 2007 Hausmesse in Augsburg
4.7. Events
5. Conclusion and Recommendations to fellow students
Objectives and Core Topics
The primary objective of this internship report is to provide a comprehensive overview of the author's professional experience within the sales department of Fujitsu Siemens Computers GmbH, detailing both the organizational structures and the specific operational tasks performed during the internship period.
- Corporate structure and product portfolio of Fujitsu Siemens Computers.
- Sales organization, specifically focusing on the Line of Business for public clients.
- Operational sales processes including offer development, order management, and eCRM utilization.
- Customer relationship management and support through marketing events and data maintenance.
Excerpt from the Book
4.1. Developing offers (Angebotserstellung)
My primary task was to develop customers’ specific offers using the eCRM software: Siebel 3.7. and System Architect . Usually a client contacts partner or distributor and put down products specification requirements. Afterwards, the partner or the distributor sends price inquiry. Different companies can freely compete for tenders. Since the whole range of volume and value products is tailor-made, the client chooses the kind of hardware components, operational memory, software or add-ons. As I already mentioned the department I was doing my internship in was specializing in sales to public customers. The sales representative contacts the purchasing department (Einkauf) in order to offer them better prices than the listed ones. This process is completed by tenders (Ausschreibungen). Partners and distributors are given certain percentage of discount, which varies for different products. Normally, the client contacts the partners and states its product and service requirements. In most cases the end customer would like to choose among various configurations.
Chapter Summary
1. Introduction: Outlines the scope of the internship at Fujitsu Siemens Computers in Stuttgart, covering both the company background and the specific operative tasks handled by the author.
2. Fujitsu Siemens Computers GmbH: Provides essential corporate data, including the product portfolio and the company's commitment to environmental sustainability through green IT initiatives.
3. Sales Organization Fujitsu Siemens Computers GmbH: Explains the market segmentation into value and volume businesses and details the specific responsibilities of the Sales Department for public clients.
4. My tasks: Details the daily operative responsibilities, ranging from generating customer offers via Siebel eCRM to managing orders and supporting marketing events.
5. Conclusion and Recommendations to fellow students: Summarizes the personal learning outcomes, highlighting the benefits of working in a dynamic IT environment and improving professional communication skills.
Keywords
Fujitsu Siemens Computers, Internship, Sales Organization, eCRM, Siebel, Offer Development, Public Clients, IT Industry, Product Portfolio, Customer Relationship Management, Value and Volume Business, Business Strategy, Sustainability, Professional Development.
Frequently Asked Questions
What is the primary focus of this internship report?
This report documents the practical experiences and operational tasks completed by the author during their internship in the sales department of Fujitsu Siemens Computers GmbH in Stuttgart.
Which key areas of the company are analyzed?
The report examines the company's corporate background, its extensive product portfolio, its environmental responsibility policies, and the detailed structure of its sales organization.
What is the main objective of the author's work?
The primary objective was to support the sales team in the Line of Business for public clients, specifically by managing price inquiries, developing customer offers, and maintaining data quality.
Which professional tools were used during the internship?
The author extensively utilized eCRM software, specifically Siebel Version 3.7, and PC System Architect for configuring technical product specifications.
What activities comprise the main operational tasks?
The main tasks included developing tailor-made offers, processing orders, updating project data, managing the product basket, and coordinating marketing-related customer events.
Which terms best characterize this report?
Key terms include sales management, eCRM implementation, tender processes, public sector sales, and IT infrastructure services.
How does the company segment its sales operations?
Fujitsu Siemens Computers segments its market into value business (focusing on high margin and customization) and volume business (focusing on price/performance and high quantities).
What specific skills did the author acquire during the internship?
The author gained proficiency in sales software, developed an understanding of price-setting concepts, improved German communication skills, and adapted to corporate office culture.
What role does the LoB ÖA VC M/SW department play?
This department is responsible for sales to public clients specifically in the regions of Baden-Württemberg, Hessen, Saarland, and Rheinland-Pfalz.
- Quote paper
- Veronika Minkova (Author), 2008, Internship report Fujitsu Siemens Computers, Munich, GRIN Verlag, https://www.grin.com/document/180848
