Study Of Sales Businees Process Re-Engineering Of ChangChun Nok-Frenduenberg Oilseal Co.,Ltd.

With joining the WTO, China automotive industry is facing a drastic competence with external automotive giants. Changchun Nok-Frenduenberg Oilseal Co., Ltd. is also meeting such kind of challenge, considering how to improve further the enterprise's core competence. With introducing the most advanced management theory – Business Process Reengineering, which includes its origin, its meaning, its design principle and its core idea, describing related knowledge background on sales business process side and the meaning of sales business process reengineering; together with analyzing in detail the enterprise's history background, organization and original sales business process, comprehensively discussing some drawbacks that the enterprise has, coupled with manufacture's basic condition, the thesis finally come up with reconstructing the sales business process. According to the above idea, the thesis has been divided into three main parts. The first part introduces the theories basis of sales business process reengineering of CNF. the theories that the thesis mainly studies come from both Michael?Hammer who was the manager in Hammer?and?Company consulting corporation and Janes?Chanmpy who was the executive director in CSC?Index consulting corporation. They created " Reengineering The Corporation" theory, and believed that enterprises are able to create great miracle by means of new business process. The fires section of this part mainly introduces BPR's origin, development, instinct, principle and core idea; in the second section, the article introduces in details related theories knowledge on sales business process side which includes BPR's definition, factors and conditions; the third section describes the meaning of sales business process reengineering. In the line work organization, a whole work process generally need to cross several line department, as a result, the whole work process is always divided into some sections, which result in the effective line work and the ineffective work process. Sometimes, that's very surprising and take a great damage to enterprises. The part mainly indicates that the kind of enterprises which work and operate in the unit of line department like CNF have no choice to reengineer their sales business process, if they want to resolve some problems like the lower efficiency and the poor customer satisfaction degree, the bad services as well as enhancing the core competence of the enterprises. The second part is concerned about the analysis to the original sales business process of CNF. This part mainly introduces enterprise development and some problems that CNF has met from the following four factors: history background, organization, sales model and sales process analysis, and focus on the present sales model which involved in traditional line management mode and region responsibility system, simple, stiff sales business process, uncompleted sales management and control process. Meanwhile, the thesis describes in details both advantage and disadvantage on present sales process: simple and easy to operate; swift and flexible to react; direct command; clear duty and work range. But no specific agreement; no enough change ability; unreasonable division and lower sales level and lower sales efficiency; lack of strategic, holistic, scheming process control and there is a lot of customer complaint about the longer sales business process period and uncertain delivery date etc.The third part draws a blueprint for sales BPR of CNF. Based on the above BPR introduction and original sales BPR analysis, the thesis presents the assumption of the sales business process reengineering of CNF. First of all, the new sales BPR is laid out based on target and idea: "the assumption of sales business process reengineering of CNF is to create a new swift sales BPR with the meaning of the leading technology and customer is God. Which also have the same meaning of the core competence of the enterprises against with the similar corporations of competitors.". A...