Współczesna koncepcja strukturalizacji procesu sprzedaży typu B2B - "maszyna" sprzedażowa w przedsiębiorstwach w Polsce

Abstract

The article covers a contemporary approach to the sales process in enterprises. At present, in many markets (also on the Polish market), there is a t raditional approach to sales, namely the individual and comprehensive approach by the sellers to their clients. In many cases enterprises operating on the Polish market, production is the most important element of their strategy, not sales. Enterprises spend as much time and resources as possible to optimize their production, including, for example, cost reductions, forgetting the importance of selling their products and services.
The article presents a very modern sales concept with a large growth potential, based on structuring the sales process in an enterprise. The basis of this concept is to map the sales process to subprocesses according to four principles, namely: central work planning, standardizing workflows, specializing resources and formalizing management. This concept on the American market is called a “machine” sale.