4.2 Self-organisation

4.2.1 The organisation of customer calls

4.2.1.1 Predetermined and free organisation
4.2.1.2 Vehicle routing and scheduling
4.2.1.3 Frequency
4.2.1.4 Systematicness of call frequency
4.2.1.5 Customer-oriented calling hours
4.2.1.6 Planning of follow-up calls
4.2.1.7 Contact person
4.2.1.8 Identification of deciders

4.2.2 The application and handling of organisational resources

4.2.2.1 Time management
4.2.2.2 Maintenance of customer file
4.2.2.3 Customer-specific sales data (customer reports)