Research On ZNZK 's Sales Management Process Reengineering

After China’s admission to the WTO, Chinese enterprises have had more opportunities to compete in international markets, which has intensified the competition in the markets. With a view to improving ZNZK’s market responsiveness, ensuring better customer service, as well as strengthening the company’s core competitiveness, this paper aims to identify potential inefficiencies and weaknesses in ZNZK’s key business processes by studying each aspect and element of its sale process, and suggests potential elements to improve and integrate.Sticking to the customer-oriented and process-centric core principles of the enterprise, this paper explores the reengineering of the key business processes. Specifically, the paper analyzes potential reengineering of marketing concepts, sales processes and organizational structure, and makes specific suggestions on focusing on internal marketing concepts, integrating departments with a high degree of interactions, flattening management structure of the enterprise, and establishing enterprise resource planning systems. The suggestions aim to mitigate such issues as difficulties in internal communication and coordination, outdated information technology platforms and the lack of clear policies and procedures. In addition, to address employees’low morale, the paper redesigns key performance measurements which will facilitate the implementation of the reengineered business processes and ensure ZNZK’s continud growth in a market-oriented environment.