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.
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© 2012 Springer-Verlag Berlin Heidelberg
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Homburg, C., Schäfer, H., Schneider, J. (2012). Information About Internal Processes: Sand in the Wheels?. In: Sales Excellence. Management for Professionals. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-29169-2_15
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DOI: https://doi.org/10.1007/978-3-642-29169-2_15
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Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-29168-5
Online ISBN: 978-3-642-29169-2
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