Title: Sales order booking process lead time reduction by deployment of the lean principle

Authors: Rohit Kenge

Addresses: SOCMS, Sandip University, Nashik, India

Abstract: Changing environment, government imbalances, and COVID-19 disease are resulting in higher product delivery lead time and longer sales order booking process. Some gaps are identified in the sales order booking process from the current literature survey, and they are addressed by a proposed hypothesis model to reduce the lead time of the sales order booking process. A survey of buyers and salespersons is executed with a set of questionnaires for the period of December 2020 to March 2021 on a convenience sampling basis for the 500 samples by circulating the Google Forms. Four hundred two that is 80.33% correct responses are received. The conclusion of the survey response data analysis after testing the reliability, validity, correlation matrix, and structural equation modelling is our proposed model is the best fit and improved the service level from approximately 89 to 99% for the sales order booking process of our selected electrical OEM products.

Keywords: sales management; lean; lead time reduction; sales operation excellence; sales order booking process.

DOI: 10.1504/IJIDS.2025.149301

International Journal of Information and Decision Sciences, 2025 Vol.17 No.3, pp.283 - 307

Received: 02 Apr 2022
Received in revised form: 23 Jul 2022
Accepted: 07 Aug 2022
Published online: 24 Oct 2025 *

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