Industrialized Sales

Dirk H. Beenken
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Dirk H. Beenken: IDS Scheer AG

A chapter in AGILITY by ARIS Business Process Management, 2006, pp 95-101 from Springer

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.

Keywords: Strategy; organizational development; change management; AVE; BPM; reengineering; management consulting; media business; turnaround (search for similar items in EconPapers)
Date: 2006
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-540-33528-3_9

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DOI: 10.1007/3-540-33528-5_9

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