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Guided selling is a process that helps potential buyers of products or services to choose the product best fulfilling their needs and hopefully guides the buyer to buy. It also helps vendors of products (e.g. brands, retailer) to actively guide their customers to a buying decision and thus increases their conversion rate. 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, margins, texts, illustrations, and lay-outs. In addition, the technical specification of the solution (such as bills of materials and routings) is generated for manufacturing and distribution. == Process and Practice == 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 web services such as online product advisors, customers, dealers and sales representatives. Such knowledge is stored in semantic knowledge models; these models are interacted with by means of questionnaires and explanations to / feedback options to product recommendations. 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 advisors, product configuration, technical calculations, commercial calculations and document generation. Guided selling-solutions are applied in the following use cases: * Websites of online-shops, product manufacturer websites and service providers. Guided selling-solutions are used to analyse user requirements and generate buying recommendations to make sure online-shoppers find the product best fitting to their needs * Kiosk-applications, call-center solutions and instore-devices in specialised trade stores. Goal is to help the potential buyer and / or the sales representative or service agent to efficiently guide through the product selection and purchasing process. Guided selling does not address the internal, private, offline, or behind-the-scenes decision issues that buyers must address before they are ready to make a solution choice. 抄文引用元・出典: フリー百科事典『 ウィキペディア（Wikipedia）』 ■ウィキペディアで「Guided selling」の詳細全文を読む スポンサード リンク
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