The Sales Process Practice of Food and Drink SMEs - A Holistic Conceptual Framework: Steps, dimensions, barriers and enablers.

Purpose –The research examines the sales process practised by SMEs, and barriers and enablers that hinder and support effective selling practices from the selling organisation’s perspective in Scottish-based Food and Drink firms. Design/methodology approach - – The paper adopts an interpretivist perspective with qualitative data gathered through face-to-face semi-structured interviews. 20 people involved in selling activities were interviewed from 15 SMEs across Scotland. Thematic analysis established key findings regarding the sales process practice. Findings – Five themes emerged that affect the operationalisation of the selling process: the owner manager has considerable involvement in the sales process, SMEs with some degree of sales knowledge take a more systematic approach, SMEs lack awareness of how CRM technology can assist them, power is tipped in favour of the buyer and, the geographic location of the SME places constraints on how SMEs conduct business Research limitation/implication – Thematic analysis was chosen over other more traditional methods due to the lack of relevant quantitative data. The phenomenon of the research and research methodology means that it will not be possible to repeat this study and replicate its findings. However, the process that has been adopted does provide a basis for future research. Originality/value - The paper identifies areas where future research is required in the field alongside suggestions where policy makers and government business agencies might focus intervention to assist SMEs improve delivery of the sales process and selling effectiveness

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.