Sales process engineering is intended to design better ways of selling and make salespeople's efforts more productive. It has been described as "the systematic application of scientific and mathematical principles to achieve the practical goals of a particular sales process". Paul Selden pointed out that in this context, sales referred to the output of a process involving a variety of functions across an organization, and not that of a "sales department" alone. Primary areas of application span functions including sales, marketing, and customer service.
As early as 1900–1915, advocates of scientific management, such as Frederick Winslow Taylor and Harlow Stafford Person, recognized that their ideas could be applied not only to manual labour and skilled trades but also to management, professions, and sales. Person promoted an early form of sales process engineering. At the time, postwar senses of the terms sales process engineering and sales engineering did not yet exist; Person called his efforts "sales engineering".
The evolution of modern corporate life in the 1920s through 1960s, sought to apply analysis and synthesis to improve the methods of all functions within a business. After the famous NBC Whitepaper in 1980 titled "If Japan Can... Why Can't We?" the 1980s and 1990s saw the emergence of a variety of approaches, such as business process reengineering, Total Quality Management, Six Sigma, and Lean Manufacturing. Inevitably some of the people involved in these initiatives tried to begin applying what they learned to sales and marketing.
For instance, Cas Welch was instrumental in designing and installing Westinghouse Electric's Total Quality program. As one of the first such programs in American industry, it was emulated by other firms and government agencies. His audits of Westinghouse sales offices caused him to realize companies were mistaken in their assumption that quality applied primarily to products. "Their focus has been to remove the flies from the soup after the customer complains; not to cook the soup without flies in the first place .
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The term demand chain has been used in a business and management context as contrasting terminology alongside, or in place of, "supply chain". Madhani suggests that the demand chain "comprises all the demand processes necessary to understand, create, and stimulate customer demand". Cranfield School of Management academic Martin Christopher has suggested that "ideally the supply chain should become a demand chain", explaining that ideally all product logistics and processing should occur "in response to a known customer requirement".
Une vente est une convention par laquelle le vendeur s'oblige à livrer un bien ou un service, et l'acheteur à le payer. En d'autres termes, une vente est une action par laquelle un bien ou un droit détenu par un vendeur est cédé à un acheteur contre une somme d’argent (prix de vente). Lorsque la contrepartie n'est pas de l'argent, alors il ne s'agit pas de vente mais d'un échange ou d'un troc. En droit civil français, la vente est définie à l'article 1582 alinéa 1er du Code civil de 1804.
Le marketing, ou la mercatique, est un ensemble de techniques de ventes et leur mise en œuvre. Il ne faut pas confondre le marketing, avec le marketing management, souvent appelé par commodité « marketing », mais qui fait référence à la gestion de l’ensemble complexe des méthodologies permettant à l’organisation d’être et de rester compétitive dans un univers concurrentiel mouvant. Cette culture organisationnelle présente deux dimensions fondamentales : les clients (au sens large) et l’entreprise, dimensions qu’elle doit chercher à prendre en compte simultanément de façon équilibrée.
The objective of the course is to provide participants with accounting mechanisms for understanding and anaalyzing the financial statements of a company.
This course is an introduction to the alignment of enterprise needs with the possibilities offered by Information Technology (IT). Using a simulated business case, we explore how to define the require
The objective of the course is to provide participants with the main processes and tools a company applies to evaluate the financial and non financial performance.
This article shows the design of an assistive product and a proposal of a business plan for persons with motor disability in lower-limbs, in accordance with the guidelines for social inclusion of the World Health Organization (2001). The design project wit ...
2012
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This work presents a "3 steps-2 aggregation levels" methodological approach for modelling the evolution of the hybrid demand order flow pattern over long time horizons. The hybrid demand is the result of the mutual interaction between the e-commerce and th ...
Explore la propriété intellectuelle, les actifs complémentaires, les questions juridiques, le pivotement, l'échelle et la croissance organisationnelle.
Introduit la méthode DCF pour évaluer les entreprises et les projets, en soulignant l'importance d'utiliser les flux de trésorerie sur les bénéfices dans la finance.
This thesis addresses two modeling problems related to pedestrian flows in train stations, namely that of estimating pedestrian origin-destination demand in rail access facilities, and that of describing the propagation of pedestrians in walking facilities ...