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Computer Aided Selling in der Konsumgterindustrie
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Die vernderten Geschftsprozesse zwischen der Konsumgterindustrie und dem Handel bewirken in den Unternehmen einen Wandel von funktionsorientierten hin zu prozessorientierten Strukturen. Dies erfordert flexibel strukturierbare, integrierte prozessorientierte Softwaresysteme, die das Computer Aided Selling im Konsumgtervertrieb untersttzen. Matthias Krause entwickelt eine Konzeption der Auendienstuntersttzung im Konsumgtervertrieb, die sich durch die Geschlossenheit in der geschftsprozessorientierten Betrachtung sowie durch ihre unternehmensneutrale Modellierung mit Referenzmodellcharakter auszeichnet. Die Arbeit leistet einen wichtigen Beitrag zur Gestaltung von Customer Relationship Management-Systemen (CRM).
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