CRM

With targeted measures, in-house staff can make a valuable contribution to sales. First, we need a new self-image in the affected departments, as well as the provision of key competences. Following the right track, technology companies can make a leap forward in customer orientation and more sales.

CRM manages customer interactions in marketing, sales and service. Based on an empirical survey the barriers for product configuration software to support the sales process in the automation industry are presented. In this industry, CRM systems are currently primarily employed for the optimization of after-sales services.

This article describes modern product configurators in the area of high variant and complex products. Next to being a tool for external sales force, product configurators are introduced as a modern e-commerce medium for product presentation on the internet. Their relevance as a back office interface between CRM and ERP systems is illustrated.