Год выпуска: 2013 Автор: Jouko Heiskanen Издательство: LAP Lambert Academic Publishing Страниц: 108 ISBN: 9783659314469
Описание
This book aims to identify how industrial companies should use sales configurators in enhancing the sales-to-delivery processes of their system products. Sales configurators are needed, in particular, with highly configurable system products, as management of the numerous options would otherwise become significantly complex. Academically, the study aims to provide new insights into system product sales configuration, while managerially, the objective is to provide recommendations on how companies, and especially the case company, should use sales configurators to achieve efficient system product configuration. The main outcome of this thesis was the construction of a theoretical framework for identifying suitable actions to enhance system sales configuration with given sales configurator type. This framework suggested both short- and long-term actions for overcoming the existing sales configuration challenges, and could thus be used as both a starting point for further research on...
