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A mobile multi-supplier sales information system for micro-sized commercial agencies

: Kett, H.; Kokemüller, J.; Höß, O.; Engelbach, W.; Weisbecker, A.

Cunningham, P.:
Collaboration and the Knowledge Economy: Issues, Applications, Case Studies. Pt.2 : eChallenges e-2008 Conference, 22 - 24 October 2008, Stockholm, Sweden
Amsterdam: IOS Press, 2008 (Information and communication technologies and the knowledge economy 5)
ISBN: 978-1-58603-924-0
ISSN: 1574-1230
eChallenges Conference <18, 2008, Stockholm>
Conference Paper
Fraunhofer IAO ()

Micro-sized commercial agencies face a poor electronic and mobile sales support. Most of the sales information systems are built for the usage within larger-sized companies. Problems particularly appear when processes of multiple suppliers have to be integrated into the sales processes of the commercial agencies. The paper addresses the issue of process optimization in form of a mobile multi-supplier sales information system for micro-sized commercial agencies. Two major areas of improvements can be realized: Firstly, by an optimized business process integration of multiple SME suppliers and their sales representatives in micro-sized commercial agencies (internal supplier oriented sales processes), and secondly, by an increased mobility in connection with an optimization of sales processes outside of the office infrastructure (external customer sales processes). The paper examines the common processes in commercial agencies and derives relevant processes as well as the appropriate IT-support in form of use cases. The relevant processes and the use cases depend strongly on certain key parameters of a commercial agency's business relationships with its suppliers. Therefore, the paper introduces a branch independent concept for the sales cockpit with the focus on selected sales scenarios, relevant business processes, and derived use cases depending on selected key parameters. By funding the research project M3V, the German Ministry of Economies and Technology aims to create a secure, mobile, multi-supplier sales information system as a service for micro-sized commercial agencies.