Re-engineering the business process of sales in view of life cycle stage and the company organisational structure
by Viktor Kuznetsov; Ekaterina Garina; Artem Bardakov; Dmitrii Kornilov; Dmitry Lapaev
International Journal of Trade and Global Markets (IJTGM), Vol. 12, No. 3/4, 2019

Abstract: Purpose: The work focuses on the development of methodological aspects of conformity assessment and the appropriateness of implementing the two-tier scheme of sales division, depending on the type of enterprise management structure at the various stages of division's life cycle. Design/methodology/approach: Methods of multi-criteria comparison of factors and horizontal analysis of financial indicators have been applied. Findings: As the main indicator for evaluating the effectiveness of re-engineering of business processes of the company's sales activity, it is suggested to apply the 'Sales funnel'. Practical implications: The process of evaluating the efficiency of implementing a two-tier scheme of the sales department and transition to a linear-functional type of management is presented at the enterprise. Originality/value: Sales units of the enterprise are in direct contact with a buyer and effect on changes in demand. Therefore, the topic of rational re-engineering of marketing business processes is particularly relevant for customer-oriented companies.

Online publication date: Mon, 12-Aug-2019

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