Desenvolvimento da estrutura analítica de projeto do processo de venda de uma empresa de pequeno porte

Abstract

This monograph aims to develop the Work Breakdown Structure of the sales process of a small company, which operates in the area of products to order, for use in the planning, control and monitoring of this process in the phases: pre-contracting, post-contracting, reselling and assembly, and, in addition, propose a contract manager to carry out the control and monitoring of the post-contracting and assembly process, that occurs after the consolidation of an order (contract). The methodologies applied for the development of the case study were theoretical basis, exploratory study of the company archives and research protocols: exploratory and definitive. For the definition of the WBS of the sales process, flowcharts of company X and hypothetical flowchart of the sales process of a product to order, obtained in the bibliographic research, were used as base. From this, with the application of the exploratory research protocol, the activities carried out by each sector of the company were: sales, purchases, commercial, projects and administrative / financial, with the purpose of validating flowcharts, as well as adjusting and improving each process. After that, with the definitive research protocol, the plan, registry, control and monitoring of each activity by the interviewees of each sector was surveyed. As a result, no proposed WBS activity was excluded, with the inclusion of activities in the pre-contracting process: one by the sales sector; post-contracting: one by the sales, one by project and two by administrative / financial sector; resale: one included and other changed by the purchasing sector; and assembly with change in only one activity. The compilation of the data resulted in the final WBS of each sales process, with the necessary activities to obtain planning, control and monitoring and the proposal of a contract manager in the processes of post-contracting and assembly, which after identifying the deficiencies of each sector, becomes necessary to achieve the project objective.