Guided Selling

Guided selling simplifies and automates the maintenance and deployment of all knowledge that is required to analyze customer needs, define the solution, and generate a proposal to fulfill those needs. A functional definition of the solution is provided to the customer, complete with commercial aspects of the proposal, such as prices, texts, illustrations, and lay-outs. In addition, the commercial department receives the internal commercial information such as margins and risks. Finally, 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 with an information system that supports the central management and maintenance of knowledge; furthermore, the system supports the use of this knowledge by customers, dealers and sales representatives. Such knowledge is stored in models; these models are interacted with by means of questionnaires. The knowledge stored is related to functional, commercial and technical aspects of the customer needs and the possible solutions. The proposal-specific functions of guided selling are recommender systems, product configuration, technical calculations, commercial calculations, visualization, conditions and document generation.

Sofon Guided Selling is a comprehensive standard software solution for sales representatives, sales office employees, sales management, dealers and customers. Sofon Guided Selling supports all sales related activities including customer relationship management, needs analysis, configuration, calculation and pricing, quotation generation and management, contract generation and management and customer case file management.