Marketing in SMEs: the sales process of SMEs on the food and drink industry.

There would appear to be varied approaches to the sales process practiced by SMEs in how they go about locating target customers, interfacing with prospects and new customers, presenting the benefits and features of their products and services, closing sales deals and building relationships, and an understanding of what the buyers needs are in the seller-buyer process. Recent research has revealed that while entrepreneurs and small business owners rely upon networking as an important source of sales, they lack marketing competencies, including personal selling skills and knowledge of what is involved in the sales process to close sales deals and build relationships. Small companies and start-ups with innovative products and services often find it difficult to persuade potential buyers of the merits of their offerings because, while the products and services may be excellent, they have not sufficiently well-developed selling skills necessary to persuade their target customers.

The implementation of mini-enterprise business process management.

Obviously, it is important for the mini-enterprise to acknowledgement that how to win the customers and markets, because the products must be continuously evolved so as to satisfy the customer, otherwise it will be disused by the market, that is a major problems for nowadays mini-enterprise business process management. In fact, in order to satisfy the customers, the overall business processes for mini-enterprises are mostly based on integrated business process, optimization on the integrated business process is vital for a successful min-enterprise. this paper explores how to optimize the business process of mini-enterprises based on the general principle of enterprise business process management and the main feature of the mini-enterprise, so as to instruct the mini-enterprise to control, enhance and optimize the business process in order to meet the inner requirements from the development of the enterprise and adapt itself with the continuous changes of the outside environment, most vitally it can enhance the process or re-design the process so as to meet business demands from customers.