Processes Optimization in Different Stages of the Sales Funnel for IT-products

In a crisis situation many companies meet with fall of sales and, as a consequence, with fall of revenue. In order to exist in a market, companies need to revise their own anti-crisis policy in detail and venturing into business processes. However problems of sales are not the problems of marketing strategy of a company - the problems of sales often exist in business processes. Therefore it is important to revise business process of sales in different stages of sales funnel by creating the model AS-IS. A business process of sales in JSC «Prognoz» was examined in this study. The model AS-IS, sales funnel and their correlation between each other are presented in the framework of examination of process of sales. The most problematic processes needed in further improvement are compared with stages of sales funnel. The reduce of losses of potential clients are supposed by optimizing problem processes. The work is interdisciplinary, drawing on two disciplines - marketing, and operational management.