How Good is The Good Communication Between Sales and Applications Engineering?

September 28, 2023 Selling Comments Off on How Good is The Good Communication Between Sales and Applications Engineering?

Over the last few months we have been writing about the communication chain from the customer through the manufacturing function. We have noted that communication of customer expectations is critical, and often, not done with excellence.

The first essential element of communication for customer expectations is the communication from the customer through the salesperson to the people that do the quoting. In many organizations this function is called Applications Engineering. How smoothly does this communication go in your organization? Are your salespeople sufficiently trained to be sure that they can communicate customer expectations accurately to the Applications Engineering group? Do your Applications Engineering people go to the field with the salespeople to make sure customer expectations are defined accurately? Do you consider having a separate group of Applications Engineers an unnecessary expense? Do you experience cost overruns on projects? Do you have customers that are not happy with project results as they do not meet their expectations?

If communication does not go smoothly between the customer and your Application Engineering group that can create significant project complexity and cost overruns along with customer dissatisfaction. If you answer “yes” to one or more of the other questions above I think you really need to talk with us.

We would love the opportunity to discuss this topic with you and develop the systems necessary to produce design groups that bring real value to the market.

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