University of Twente Student Theses
Structuring the Sales process to improve the information handling surrounding the sale and production of complex machines
Peters, Sabine I. (2024) Structuring the Sales process to improve the information handling surrounding the sale and production of complex machines.
Full text not available from this repository.
| Full Text Status: | Access to this publication is restricted |
| Abstract: | One cause of issues during the production of complex machines is the lack of communication of the information about these machines. This thesis concerns the adjustment of the Sales process within companies that sell complex machines to improve the information handling throughout this department and their communication with other departments. This will ensure that a project starts with a complete picture of what must be developed. The solution is a structured Sales process from the first customer inquiry until the handover to Operations. It contains a step-by-step description of the process and improved versions of a quotation, order confirmation, kick-off document and CRM system structure. The process structure is based on CTO and ETO principles and introduces a new approach that bridges the gap between these two principles, called CTO+. CTO projects work solely with standard machines. CTO+ projects use these standard machines as a basis while small adjustments are made. ETO projects are based on developing a new design, which requires a longer process containing pre-engineering. The boundaries between these project types are defined and instructions on creating standard machines are given. An example of a checklist for standard machines is also provided. |
| Item Type: | Essay (Master) |
| Clients: | Omori Europe B.V., Oldenzaal, the Netherlands |
| Faculty: | ET: Engineering Technology |
| Subject: | 58 process technology, 85 business administration, organizational science |
| Programme: | Industrial Design Engineering MSc (66955) |
| Link to this item: | https://purl.utwente.nl/essays/103987 |
| Export this item as: | BibTeX EndNote HTML Citation Reference Manager |
Show download statistics for this publication
Show download statistics for this publicationRepository Staff Only: item control page