This master thesis focuses on the issue of practical implementation of Solution Selling philosophy in general and of its principles in particular. It also covers topics of the sales function in a company, sales workforce and related problems with hiring and differentiating between sales positions, theoretical background of Solution Selling and discussion about its topicality and ability to address needs of modern economic environment. Empirical part is based on three case studies of such companies as VMware, Cisco and DuPont and example of business model of IBM Corporation, which successfully uses Solution Selling as a core for its operational activities. Results of findings are provided in the end of practical part and in general conclusions.

В современном мире рынок фотографических услуг развивается семимильными шагами. Фотосалоны и фотостудии особенно актуальны среди начинающих бизнесменов. Чтобы повысить продажи, многие компании все чаще предлагают возможность записать клиента онлайн с помощью CRM. CRM-система актуальна по разным причинам: развитие бизнес-процессов, роли интернета и использование мобильных устройств в бизнесе, развитие и удешевление технологий обработки данных и ИТ-инфраструктуры. И, конечно же, большую роль сыграл тот факт, что технические возможности CRM-систем достигли совершенства. Они позволяют отследить путь покупателя с момента первого контакта с ним для перепродажи. Она создает технологию продаж, связывая рекламу, аналитические инструменты и саму систему продаж в единую систему. Результаты выпускной квалификационной работы будут использованы в фотостудии при внедрении CRM-системы AppEvent. / In the modern world, the photographic services market is developing by leaps and bounds. Photo salons and photo studios are especially relevant among novice businessmen. To boost sales, many companies are increasingly offering the option to sign up a customer online using CRM. The CRM system is relevant for various reasons: the development of business processes, the role of the Internet and the use of mobile devices in business, the development and reduction of the cost of data processing technologies and IT infrastructure. And, of course, the fact that the technical capabilities of CRM systems have reached perfection played an important role. They allow you to track the path of the buyer from the moment of the first contact with him for resale. It creates sales technology by linking advertising, analytical tools and the sales system itself into a single system. The results of the final qualifying work will be used in the photo studio when implementing the AppEvent CRM system.