Modernization technical sales guides : industrial technical after-sales service
Erik, Suhonen (2023)
2023
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202303274194
https://urn.fi/URN:NBN:fi:amk-202303274194
Tiivistelmä
The purpose of this thesis was to develop technical sales guides for modernization solutions. These sales guides’ goal was to help other modernization units to offer modernization solutions more efficiently and independently.
Industrial lifting equipment modernizations are usually unique and complex projects. Offering modernizations can be challenging because the projects are usually done case by case. Packaging the simplest modernization solutions can make the offering processes more resource efficient and faster from lead to close.
The development project included planning the project, researching the needs of the salespeople internally in the company, and compiling the first pilot sales guide document. The research was done through interviews and a global survey, as well as acquiring data from engineering professionals working with modernizations. Also included is contemplation for future development projects with lean implementations and process optimization.
The overall success of the development project was good and had future implementations in the repeatability of the concept and in the use of the salespeople. For future development of the technical sales guides, a frame for the processes should be made. Processes around the concept could be made more efficient and the use of the tool better targeted if more resources were available.
Industrial lifting equipment modernizations are usually unique and complex projects. Offering modernizations can be challenging because the projects are usually done case by case. Packaging the simplest modernization solutions can make the offering processes more resource efficient and faster from lead to close.
The development project included planning the project, researching the needs of the salespeople internally in the company, and compiling the first pilot sales guide document. The research was done through interviews and a global survey, as well as acquiring data from engineering professionals working with modernizations. Also included is contemplation for future development projects with lean implementations and process optimization.
The overall success of the development project was good and had future implementations in the repeatability of the concept and in the use of the salespeople. For future development of the technical sales guides, a frame for the processes should be made. Processes around the concept could be made more efficient and the use of the tool better targeted if more resources were available.
Kokoelmat
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