Guided selling

Guided Selling is a concept that enhances the sales process of customer specific products and services.

Guided Selling simplifies and automates the maintenance and deployment of all company knowledge and information that is required to analyze customer needs, define the solution and generate a proposal. A functional definition of the solution is provided to the customer, complete with commercial aspects of the proposal, such as prices, margins, texts, illustrations, lay-outs etc. In addition, the technical specification of the solution (such as bills of materials and routings) is generated for manufacturing and distribution.

Guided Selling is put in practice by means of an information system that supports the central management and maintenance of company knowledge and that supports the use of this knowledge by customers, dealers or sales representatives. Such company knowledge is stored in models, which are published to users by means of interactive questionnaires. The knowledge stored is related to functional, commercial and technical aspects of the customer needs and the solution. The proposal specific functions of Guided Selling are product configuration, technical calculations, commercial calculations and document generation.