A Research Agenda for Value Stream Mapping the Sales Process

Abstract

Lean thinking has become pervasive in manufacturing, but its use in sales remains exploratory. In this paper, we demonstrate the sales application of an essential tool for lean management called value stream mapping. We conceptualize sales as a process in which a buyer and seller jointly participate in creating value, and using a case study, we demonstrate how this process can be mapped and analyzed. Finally, we discuss opportunities and challenges for future research, particularly the importance of customer-centric value metrics.Both authors contributed equally, and their names are listed in alphabetical order. Downloaded by [The Aga Khan University]

Application of value stream mapping in an Indian camshaft manufacturing organisation

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Lean road transportation – a systematic method for the improvement of road transport operations

“…Seth and Gupta, 2005;Singh and Sharma, 2009), service (e.g. Barber and Tietje, 2008), healthcare (e.g. Teichgräber and de Bucourt, 2012;Lumus et al, 2006) and environmental (Kurdve et al, 2011) processes, can also be effective in identifying wastes in logistic and transport operations.…”

Sales activity systematization and performance: differences between product and service firms

“…The results do not imply that sales management is less important or that sales processes carry no consequences, but rather suggests that the quality of sales overpowers process systematization in importance. This echoes Barber and Tietje's (2008) recent proposition that sales process management could be based on quality management ideology. Thus, the link between process and performance can be considered to be fairly weak also in product companies, albeit somewhat stronger than project companies.…”