TIP-TOP INFOLINE

Sales process engineering has been described as “the systematic application of scientific and mathematical principles to achieve the practical goals of a particular sales process"[1]. 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. Variations of this brief description are possible, but described as such, the discipline is consistent with other published definitions of engineering and its many well-established branches, but relatively new in its focus.W. Edwards Deming alluded to sales, marketing and customer service processes in his famous “Production Viewed As a System” diagram, when he included the terms “Distribution,” “Consumers,” “Consumer research,” and “Design and redesign” in his flow chart . However, Deming himself, and many other recent thought leaders in the field of quality and process improvement, such as Joseph Juran, Shigeo Shingo, Taiichi Ohno, and Eliyahu Goldratt primarily focused on aspects related to production and logistics in the arena of manufacturing.