Robert Bosch Gmbh: Division Of The Sales Department
Main field of interest of this Master’s Thesis is improvement of interaction and cooperation between sales departments and sales back office. Chassis Systems Control (Division of Robert Bosch GmbH) established in 2014 the sales back office in Cluj, Romania and their main responsibility involves sales planning and reporting. The Sales Support Center helps customer teams with keeping the planning tool updated, which is crucial for the long term sales planning process which occurs normally two times per year.
Long term sales planning is absolutely one of the most important processes for any company, because it forms the foundation for allocating resources. Robert Bosch GmbH (henceforth called Bosch) tries to preserve and bolster its market position as a lead automotive supplier by employing much of its resources to comprehend the market and understand the trends in the automotive industry. Keeping and improving the market position is possible only if long term sales planning is being conducted (at least one time per year). In Bosch’s case, it is done two times per year.
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Even though, the planning figures were appropriate, some issues regarding communication and the way how data was exchanged were identified. These issues made the interaction between sales departments and CSAs opposite to what was intended to create: time-consuming, more complex and sometimes error prone. In such important process as sales planning, management tries continually to achieve focus, alignment and synchronization among all functions of the organization, in order to set out sales targets and tactics for the business, and identify the steps that must be taken to meet the targets. Therefore, issues in communication with the back office and ambiguities when it comes to the planning data exchange should be
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