The purpose of this study is to find tools and ways how MedKit Finland Oy can effectively practice their international sales process and all the other parts that are included in the process, such as buying process and customer relationship management. The goal is to deepen my knowledge of international sales and build my expertise on the subject. Sales process in this situation refers to the steps that sales team has to take with potential new customers to get them to move from an early stage to a closed customer.

The theory used in this thesis mainly consists of literature in sales and sales process. The theory will be used to show what to develop from the sales process perspective of MedKit Finland Oy to make the process of their new product more effective for the company. The empirical information for this thesis comes from the interviews of MedKit Finland Oy’s CEO Minna Åman-Toivio. I inter-viewed Minna after writing the theory for this thesis in order to get better information from our dis-cussion, because I knew a lot about the subject beforehand.

I will illustrate the results of the research in the end of this thesis. I have created a process chart that shows how MedKit Finland Oy’s sales process should look like, the duration of the process and also the tools to use to make the process more effective. The chart will be explained in its entirety at the results part of this thesis.

The results of this study shows that the most important thing in the sales process is to document the whole process widely and correctly. When this is done properly it helps the management to do better decisions based on the data, they can use their resources better with the information gotten from the documentation of the sales process and it will also work as a measure for the quality of sales. The follow-up research for this study is to analyse the data gotten from the sales process and then to use the data to develop the steps of the sales process. This will make the process more clear for the sales team so they can get better results using it as a tool.