Optimalizace prodejního procesu

The thesis deals with the introduction of a predictive model in small to medium-sized company, which aims to improve the success rate of the sales process, and thus increase the company's profitability. It describes the business environment and the business process itself, which is to enrich the model. The work contains considerations about the choice of model and gives the advantages and disadvantages of different types of models for a given specific company. Logistic regression was the model of choice. All available data in the company were analyzed in terms of their possible use as predictors of sales process success. Furthermore, the model is evaluated and the basic indicators for model evaluation are explained (ROC curve, Kolmogorov – Smirnov test). The implementation of the model is solved by offering several implementation scenarios, which were decided by the company's management. It was a Proof of Concept work, where in the final part of the work are presented other possibilities of model development and its implementation.