Controlling Supply by Process Management in Purchasing Decision Processes

The market success of each enterprise depends highly on its sales. Growing competition demands sales activities to be more systematical and strategy-comformable in the future. In the area of sales, a large backlog demand of process orientation exists. Quality, quantity and direction of sales activities are to be customer-orientedly optimized. This dissertation deals with the process management and controlling of capital good enterprises in the field of sales. Integrations of sales into business process models based on the steps of the B2B - sales decision process are shown. On the one hand it explains the aspects of a fair contract design, on the other hand it shows the structuring of sales processes with the aim to improve the systems of market handling and customer orientation. The focus of this research paper lies on the B2B - sales process controlling model. It attempts to describe the link between sales process management as part of the business process model with the system of the balanced scorecard. In particular the sales process management will be combined with the ideas of controlling, from which will be developed the functions of process controlling ¿ the strategy conformable planning, the control and directing of the sales processes. The results of the practice oriented application of the business to business sales process controlling model give an inside look into the practical use of this tool.