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Industrialized Sales

In: AGILITY by ARIS Business Process Management

Author

Listed:
  • Dirk H. Beenken

    (IDS Scheer AG)

Abstract

Summary While in both production and administration in recent years a great deal of effort has been invested in process re-engineering, the sales departments of such companies have not been included. At the same time, competition has increased in all fields, as has the demand for more intensive and better quality sales and market development. Using the media sector as an example, this report investigates the changes to be implemented in the re-engineering of processes and structures in order to create a more effective and efficient sales organization.

Suggested Citation

  • Dirk H. Beenken, 2006. "Industrialized Sales," Springer Books, in: August-Wilhelm Scheer & Helmut Kruppke & Wolfram Jost & Herbert Kindermann (ed.), AGILITY by ARIS Business Process Management, pages 95-101, Springer.
    • Handle: RePEc:spr:sprchp:978-3-540-33528-3_9
    DOI: 10.1007/3-540-33528-5_9
    as

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