Title: Re-engineering the business process of sales in view of life cycle stage and the company organisational structure

Authors: Viktor Kuznetsov; Ekaterina Garina; Artem Bardakov; Dmitrii Kornilov; Dmitry Lapaev

Addresses: Department of Enterprise Economics, Kozma Minin Nizhny Novgorod State Pedagogical University, Nizhny Novgorod, 603000, Russia ' Department of Enterprise Economics, Kozma Minin Nizhny Novgorod State Pedagogical University, Nizhny Novgorod, 603000, Russia ' Department of Management of Innovation, Nizhny Novgorod State Technical University, n.a. R.E. Alekseev, Nizhny Novgorod, 603000, Russia ' Department of Management of Innovation, Nizhny Novgorod State Technical University, n.a. R.E. Alekseev, Nizhny Novgorod, 603000, Russia ' Department of Management of Innovation, Nizhny Novgorod State Technical University, n.a. R.E. Alekseev, Nizhny Novgorod, 603000, Russia

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.

Keywords: business process; re-engineering; type of management organisational structure; life cycle of the firm.

DOI: 10.1504/IJTGM.2019.101554

International Journal of Trade and Global Markets, 2019 Vol.12 No.3/4, pp.412 - 423

Received: 19 Dec 2017
Accepted: 15 Aug 2018
Published online: 12 Aug 2019 *

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