Information About Internal Processes: Sand in the Wheels?

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 15 in Sales Excellence, 2012, pp 201-203 from Springer

Abstract: Abstract While many of the previous chapters considered issues and conditions external to the company, this chapter introduces an assessment of the flow of the sales process within the company. This process moves from customer acquisition through bid preparation, order processing, service delivery, and continued support. In each of these steps the authors consider prerequisites, the process itself, and desired results.

Keywords: Manufacturing Sector; Order Processing; Continue Support; Average Response Time; Interested Customer (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_15

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DOI: 10.1007/978-3-642-29169-2_15

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