Author_Institution :
Res. Center of Cluster & Enterprise Dev., Jiangxi Univ. of Finance & Economic, Nanchang, China
Abstract :
Presale services are premise of product sales, and key elements of improving enterprises´ economic efficiency, but most enterprises lack a comprehensive understanding of presale services. The article classified presale services into product-based presale and project-based presale, and described knowledge framework of presale service management. The core of presale service management contains deliverables management, presale consultant team management, quality management, process management. This article also introduced emerging marketing modes under the interaction of the presale service concept and marketing activities, such as knowledge marketing, value marketing, relationship marketing, program marketing, etc. The article analyses the development trend of presale service from sale-oriented presale, technology-based presale, and consultancy-based presale to knowledge-based presale at last.
Keywords :
sales management; deliverables management; development trend; enterprises economic efficiency; knowledge framework; knowledge marketing; marketing modes; presale consultant team management; presale service management; process management; program marketing; quality management; relationship marketing; value marketing; Companies; Indexes; Knowledge based systems; Marketing and sales; Planning; Quality management; Development Trend; Knowledge Framework; Marketing Impact; Presale Services;
