VDI 4504 Blatt 1:2010-05

In the guideline, offer management refers firstly to the business processes involved in offer processing from inquiry up until completion and secondly to the organisation and evaluation of inquiries and also the control and monitoring of offer processing. The design of the processes is primarily oriented by the following objectives which should be achieved by optimisation of offer management:- improvement in customer retention- reduction in lead times- flexibility and individuality of the offer documents- transparency and quality improvement- increase in the offer success rateThe recommendations made in this guideline relate to business-to-business relationships in industrial marketing. The target readership group is primarily engineers functioning as managers of sales organisations or performing sales-related tasks but is also aimed at programmers and software suppliers seeking to design praxis-oriented solutions for their customers.

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