A Framework for Improving Sales Process

Wright, Brian Michael (2013) A Framework for Improving Sales Process. [Dissertation (University of Nottingham only)] (Unpublished)

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Abstract

Aim – This management project and research is motivated by a request from the managing director of the case study company to review and assess its sales process through an empirical investigation. Using process design and analysis methodology to evaluate current company practices, this dissertation will describe the existing sales process, identify problem areas and suggest a framework for development of the sales process. It is not the intention of this management project to solve the company’s problem; merely to suggest potential actions the company could take to solve problems itself, should it choose to do so.

Methodology – The research methodology for this management project is split into four key parts. The first stage of the research was to understand the company and its present challenges through an in-house study. The second stage of research was to conduct a review of relevant academic and management literature. The third stage of research involves a detailed investigation of the company’s current sales process. A qualitative research approach was employed to collect pertinent data, which was then analyzed and evaluated by means of the knowledge gained from literature review. The fourth and final stage of this research was the development of a suitable framework for improving the company’s sales process.

Results – analysis of fieldwork results revealed specific problems with the case study company’s sales process. These problems stem from a historical sales process that was inherited rather than designed for purpose. These problems are contributing factors to the company’s poor financial performance and operational inefficiency.

Value – The outcome of this research is a simple framework for improving sales process that the case study company can apply to its operations to realise improvements in efficiency, reduced costs and gradually improvements in revenue and profit performance. This has specific value to the case study company; however, as this research specifically targets a small Malaysian SME, there is potential value for other firms with similar operations.

Item Type: Dissertation (University of Nottingham only)
Depositing User: EP, Services
Date Deposited: 03 Apr 2013 07:39
Last Modified: 25 Oct 2016 08:22
URI: http://eprints.nottingham.ac.uk/id/eprint/26281

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