Business Process Analysis and Change Report: ITECH 5404 Assignment

This report provides a detailed analysis of a sales process within a retailing company, focusing on the order entry/sales (OE/S) process. The report outlines the key steps involved, including pre-sales activities, sales order processing, picking, packing, and shipping of goods, as well as customer payment and billing. A BPMN diagram is utilized to visually represent the process flow, enhancing understanding of the interactions. The report also presents a business process integration plan, detailing organizational resources, rules, and dependencies. The assignment covers the responsibilities of various roles within the sales process, such as sales representatives and customer service representatives. The report provides a comprehensive overview of the business process management, covering methods for modeling, discovering, analyzing, improving, and automating business procedures.

Running head: Business process analytics and change
Business process analytics and change
Name of the Student
Name of the University
Author Note

Business process analytics and change 1
Executive summary:
The main aim of this paper is to discuss about the business process model for the sales
process. The client organisation is actually a retailing company that produces items from the
suppliers as well as sells the products to the customers. For better understanding a BPMN
diagram will be there.

2Business process analytics and change
Table of Contents
Introduction:...............................................................................................................................3
Order Entry / Sales Process:.......................................................................................................3
BPMN diagram:.........................................................................................................................5
Business process integration plan:.............................................................................................6
Conclusion:................................................................................................................................9
References:...............................................................................................................................10

3Business process analytics and change
Introduction:
The purpose of this paper is to discuss about the business process model for the sales
process. The client organisation is basically a retailing company that produces items from the
suppliers as well as sells the products to the customers (de Wit, 2019). The sales or order
entry process includes some of the primary steps for the cash process, sales order processing,
presales activities, packing and picking the goods as well as shipping (Djatmiko et al., 2017).
The Order Entry / Sales Process can also handle processes customer payment and billing
process. For better understanding a BPMN diagram will be there. One or more inventory
master records should be maintained.
Order Entry / Sales Process:
The Order Entry / Sales Process can reflect an interacting structure of the people,
controls, equipments and activities for achieving several goals (Majuri, 2018). The order
entry, shipping and billing process can help in eliminating the risks and errors that are
associated with the procedure from the receiving time of an order as well as the shipping time
of the order (Campos et al., 2019). There are various steps which are involved in the order
entry or sales process. The steps are as follows:
 Preparing the purchase order.
 Filling the contract of the sale.
 Confirmation of receiving customer payment.
 Adjustment of inventory to the reflect shipment.
The primary function of the Order Entry / Sales Process is to create the flows of
information as per following:

4Business process analytics and change
 Routines for repetitive work for the sales order department, shipping department and
credit department.
 The decision requires for the people who will manage several marketing and sales
functions. This procedure can help the marketing managers for making decisions (De
et al., 2017, June).
The sales order entry process can set guidelines for the sales as well as order process by
gaining the sales via billing and shipping to the consumer (Wiśniewski, Kluza, & Ligęza,
2018, September). All of the orders of the customer will be processed in an organized and
efficient manner for ensuring prompt and accurate shipments. The information can be viewed
as well as the necessary changes can be done.
Responsibilities of order entry sales process:
The representative of sales is having responsibilities for providing or obtaining and
reviewing all of the information and documents from a consumer as well as for
initiating the sales process for completing a sales order.
The customer service representatives are having responsibilities for reviewing the
orders related to the sales for ensuring the requirements that are defined adequately,
the order has been kept consistent with the quotation and the company is having the
ability that all of the requirements has been met and well defined.
The sales manager will be having responsibilities to facilitate the sales order entry
procedure as well to maintain all of the sales related records.
The activities of sales order entry process:
 Sales Representative
 Internet Orders
 Credit Department

5Business process analytics and change
 Sales Administration
 Manufacturing/Shipping
 Customer Service
 Accounting/Billing
 Changes to Orders
 Additional Information Resources.
BPMN diagram:
Business process modelling is a method that is used for performing proper illustration
of the business process that helps in proper development of the visionary with the help of
flowchart and diagrams. Usage of BPMN is mainly focused on performing better analysis of
the public and private business process. BPMN diagram is mainly focused on providing a
detailed and understanding of the business process to the management body (Cruz & da Cruz
2018). The main job role of BPMN is to create a bridge in between the management team and
the performing team. This have been considered that with the help of BPMN, proper
provisioning of operational process and create a better understanding. The business process
diagram solution contains the collection of the participants as well as the interaction of them
throughout the handling of an application as well as invoicing procedure (Kalenkova et al.,
2018). The bill, invoice or tab is basically a commercial document that is issued by a buyer to
a seller that is related to a sale transaction as well as indicating their products, agreed prices
and quantities (Ladleif, Weltzien & Weske, 2019). The terms and conditions for the payment
are stated usually on the invoice. The things can specify that the buyer is having a maximum
number of the days in that to pay as well as sometimes provides some discounts if the amount
is paid before the due date.

6Business process analytics and change
Business process integration plan:
Business Process Description:
The business process is focused on performing Order Entry/ Sales (OE/S) process. The entire
business process will be subdivided in 4 major sections. The sections are namely Pre sales
activities, sales order processing, picking up and packing of goods and in the end shipping of
the goods will be performed. These are the activities that are to be performed in a sequential
manner and this benefits the entire operational process. The entire process of Order Entry/
Sales process is considered to be defined as an interactive structure where the people,
equipment’s and control of the pre as well as post sales process is performed.
List of needed organisational resources:
Role Name Responsibility Assigned
Activities
Rights/Limitations Special
requirements (if
applicable)
Front end
job
Gather data
from the source
regarding the
As shown in
BPMN
Perform pre sales
activities,
preparing call
There must be
several staffs
appointed for

7Business process analytics and change
ordering
system
diagram scripts, preparing
documentation
this post. Flow
of sales data
needs to be
properly
analyzed (de
Wit 2019).
Order
receiving
staff
Create
documentation
of the ordering
process.
Collecting data
from the clients
and confirming
the order.
Personal data
of the clients
are also
received.
Confirmation
of the order is
to be
performed as
well. These are
the main
As shown in
BPMN
diagram
Gathering
personal data,
keeping them
safe, proper
management of
data
Several staffs
are required as
more than one
job roles are to
be performed.

8Business process analytics and change
responsibilities.
Packing
and
shipping
department
Gather data
regarding the
order that have
been made.
Documentation
of shipping
address (Zheng
2017). Perform
packaging and
initiate
shipping of the
product.
As shown in
BPMN
diagram
Data of the clients
will be recorded
and stored in the
system.
No special
requirements
will be present.
Rules created for target business process:
a. Data analysis is needed to be performed before orders are placed. This will be helping
in performing trend analysis.
b. The project manager will be having a proper track over the entire business process.
c. Data of the clients must be collected and stored in a manner that will ensure that there
is least chances of data breach.
d. Documentation of the entire business process is needed to be performed in a better
manner so that it can be used for future usage as well.
e. Usage of GPS for faster shipping process also acts important.

9Business process analytics and change
Business Process Name Description of Dependency to target
business process
Order Entry/ Sales (OE/S) process Dealing with the pre and post sales
process.
Conclusion:
Thus, it can be concluded that the business process management is basically a
discipline in that the people utilize different type of methods for modelling, discovering,
analysing, improving as well as for automating the business procedures. It can be
differentiated from the program management in which the program management is concerned
with the management of the groups of the projects that are inter dependent.

10Business process analytics and change
References:
Campos, U., Lopes, A., Gadelha, B., Conte, T., & Oliveira, E. (2019). e-VOL BPMN: A
Technique to Support the Evolution and Learning of BPMN Diagrams Systematic
Mapping.
De Giacomo, G., Oriol, X., Estanol, M., & Teniente, E. (2017, June). Linking data and
BPMN processes to achieve executable models. In International Conference on
Advanced Information Systems Engineering (pp. 612-628). Springer, Cham..
Cruz, E. F., & da Cruz, A. M. R. (2018). Deriving Integrated Software Design Models from
BPMN Business Process Models. In ICSOFT (pp. 605-616).
de Wit, M. (2019). Forecasting demand deviations after sales order entry for a sportswear
retailer.
Djatmiko, M. B., Husain, A., Maulani, G., & Nirmalasari, L. (2017). Analyze and Record a
Series of Corporate Sales Transactions On Web Based Accounting Online
System. Aptisi Transactions On Management, 1(2), 103-115.
Kalenkova, A., Burattin, A., de Leoni, M., van der Aalst, W., & Sperduti, A. (2018).
Discovering high-level BPMN process models from event data. Business Process
Management Journal.
Ladleif, J., von Weltzien, A., & Weske, M. (2019). chor-js: A Modeling Framework for
BPMN 2.0 Choreography Diagrams.
Majuri, J. (2018). Development of programmable spare part quotation and sales order
process.

11Business process analytics and change
Mathrani, S. (2018, December). Using Enterprise Systems to Enhance Sales and Services
Agility in Manufacturing Firms. In 2018 5th Asia-Pacific World Congress on
Computer Science and Engineering (APWC on CSE) (pp. 57-64). IEEE.
Wiśniewski, P., Kluza, K., & Ligęza, A. (2018, September). Towards Automated Process
Modeling Based on BPMN Diagram Composition. In International Conference on
Business Process Management (pp. 507-513). Springer, Cham.
Zheng, S. (2017). Robust stability of fractional order system with general interval
uncertainties. Systems & Control Letters, 99, 1-8.