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Information About Internal Processes: Sand in the Wheels?

In: Sales Excellence

Author

Listed:
  • Christian Homburg

    (Universität Mannheim)

  • Heiko Schäfer
  • Janna Schneider

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.

Suggested Citation

  • Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Information About Internal Processes: Sand in the Wheels?," Management for Professionals, in: Sales Excellence, edition 127, chapter 15, pages 201-203, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-642-29169-2_15
    DOI: 10.1007/978-3-642-29169-2_15
    as

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