Information About Internal Processes: Sand in the Wheels?

  • Christian HomburgEmail author
  • Heiko Schäfer
  • Janna Schneider
Part of the Management for Professionals book series (MANAGPROF)


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.


Manufacturing Sector Order Processing Continue Support Average Response Time Interested Customer 
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Copyright information

© Springer-Verlag Berlin Heidelberg 2012

Authors and Affiliations

  • Christian Homburg
    • 1
    Email author
  • Heiko Schäfer
    • 2
  • Janna Schneider
    • 3
  1. 1.Lehrstuhl für ABWL und Marketing IUniversität MannheimMannheimGermany
  2. 2.MünchenGermany
  3. 3.GanderkeseeGermany

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