Digital Transformation of Sales Process Management: A Case of Project-Oriented Large Manufacturing Enterprise in China

In the management of sales processes in large manufacturing enterprises, it is crucial to have real-time visibility into the overall sales status as it directly impacts the marketing strategy. Generally, exceeding sales targets indicates a positive trend, prompting enterprises to increase market investments and expand their workforce. Conversely, falling behind in sales volume serves as a negative indicator, leading enterprises to focus on cost control measures and freeze hiring activities. Project-oriented manufacturing enterprises usually start to produce equipment after the project is won, and the sales volume depend on the volume of the winning project. Consequently, the sales status is difficult to predict due to great fluctuation. One way to solve this problem is to use a digital sales process management model to integrate the internal data of the enterprise, and manage the whole process of each project tracked by each sale from registration to order. Based on the sales funnel model, this paper proposes a sales process management model and a suitable application for project–oriented large manufacturing enterprises by an enhancement of the accurate management of sales process. Practical application results demonstrate that this approach effectively enhances sales forecasting precision and provides valuable insights for strategic decision–making within organizations.