Here, all regulations, decisions, processes and measures which are related to sales or distribution and thus directly associated with the customer are summarized.
The internal organization connects the back office with the sales force, i.e. the people in direct contact with the customers.
The external organization, however, regulates cooperation with external sales offices, facilities and representatives.
Therefore, everyone must know their exact schedule and responsibilities, so that the sales process can run as smoothly as possible.
During the consulting process, the following questions should be asked:
Do we know our goals?
Have we accepted our goals?
Do we understand the necessary changes?
Is the exchange of missing regulations and special cases comprehensible?
Are our communication channels clear and unambiguous?