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Sales Process for Product- and Service Management for Machine Manufacturing SMEs

Objective

Because of complex sales processes and limited resources especially machine manufacturing SMEs have problems with a sufficient customer-service. The project is proposed because existing tools do not support sales management processes in a SME appropriate way. Therefore the need is to adapt and develop further existing low-cost and pragmatic solutions, which support relevant functionality for an effective sales process behind a user-friendly, non-complex and SME-specific methodology. This includes the reengineering of existing structures and procedures to customer-integrated sales management processes as well as the application and demonstration of a product configuration system as Best Practice process-supporting sales tool. Those modern sales management technologies will enable a salesman to react on customer requirements as quick as possible. An intensified integration of customers is reflected in a new sales management process where the product configuration system will be used for considering customer requirements.

Objectives:
The project will be focused on the implementation of a partner-specific sales management scenario for complex products and related services specific for machine manufacturing SMEs. This includes the reengineering of existing structures and procedures to customer- integrated sales management processes as well as the application and demonstration of a product configuration system as Best Practice process-supporting sales tool. This will be realised by the use of modern sales management technologies, which enables a salesman to react on customer requirements as quick as possible. An intensified integration of customers is reflected in a new sales management process. In contrast to conventional processes the new ones will use process-accompanying product configuration systems, which consider customer requirements during the whole product life-cycle.

Work description:
The structure of this project is based on the classical "top-down" Process model, starting with requirements gathering, which describe the sales management practices and requirements of the industrial partners.
These results establish the starting point for developing an effective and cost-efficient sales process that increases the competitiveness of the machine manufacturing industry. The generation of a sales management scenario and the consideration of all aspects, which influence the implementation of a sales management tool in anyway have to be planned. A detailed implementation plan guarantees the integration of a user adequate software tool that supports the consolidation of the sales service. This is followed by the implementation of a product configuration sales system at each industrial partner and the definition of measurement points concerning the aimed objectives of "Salesman". To control the outcomes of the implementation of such a tool a separate workpackage, called "Measurement and evaluation" is needed. It is necessary to check if each user reached the aimed objectives or if there exist any requirements / possibilities for improving the adapted sales process. Within the scope of an evaluation the achieved results will be documented and disseminated. Also the business cases, which comprise all necessary practices, skills, know- how and experiences and lessons-learned made during the whole procedure of the project have to be reported. The best practice work is structured in workpackages to be carried out parallel in the different SME-Best Practice clusters, supported by the different Best-Practice Catalysts. In order to ensure an effective and efficient project management, a project co-ordinator will co-ordinate and stimulate the dissemination activities, monitor the general project progress, ensure high quality project results and control the consumption of the required resources.

Milestones:
Project management manual including guidelines for deliverables, presentation standards, time targets, information flow. Best practice / requirement report: most adequate sales methods and technologies; partner's requirements. Business process report: how the users' sales processes should be organised. Roadmap: the way of implementing a product configuration sales system. Documentation of implementation; Measurement and evaluation report; Business case report.

Funding Scheme

ACM - Preparatory, accompanying and support measures

Coordinator

PROFACTOR PRODUKTIONSFORSCHUNGS GMBH
Address
Im Stadtgut A2
4407 Steyr-gleink
Austria

Participants (7)

ANTON ANGER GESELLSCHAFT M.B.H.
Austria
Address
Zaunermuehlstrasse 3
4050 Traun
MOXY TRUCK AS
Norway
Address

6440 Elnesvaagen
NEUSON BAUMASCHINEN GMBH
Austria
Address
Haidfeldstrasse 37
4060 Leonding
OPTIMUS
Spain
Address
Barcelona 101
17003 Gerona
PFISTER SYSTEMTECHNIK GMBH
Germany
Address
Staetzlinger Strasse
86165 Augsburg
TECHNISCHE UNIVERSITAET WIEN
Austria
Address
Karlsplatz 13
1040 Wien
UNIVERSITAET STUTTGART
Germany
Address
Keplerstrasse 7
70174 Stuttgart