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论文编号：	3677
作者编号：	2120092481
上传时间：	2011/11/21 0:57:18
中文题目：	必能信公司销售队伍管理的研究
英文题目：	The Study of Management for Branson Sales Organization
指导老师：	李东进
中文关键字：	必能信公司　销售组织 销售团队管理　内部营销
英文关键字：	Branson Company sales organization sales team management internal marketing
中文摘要：	截至目前，中国市场的塑料焊接设备消费额占全球市场的20%左右，已成为全球最大的塑料机械消费国。预计到2014年，我国对塑料机械需求量的年均增长率为15%左右,这些数据意味着中国的塑料机械行业将驶上发展“高速路”。我国塑料产业拥有较大的攀升空间和发展前景，市场需求的增加将带动塑料机械行业的快速增长。在这种市场背景下，谁能更好的经营企业，管理销售组织，同时为客户提供更好的服务，谁就占有先机，赢得市场。经济发展的越快，市场选择也就越多。而且，随着科技生产力的不断提升，产品更新也同样以高速度发展。这些客观因素势必要求企业管理者在经营管理过程中，需要投入更多的精力和时间在销售队伍的管理方面，从而迎合更多的销售群体和不同的客户需求。销售组织建设以及管理可以带动企业进入更高的市场领域。内部营销在经济社会中扮演者越来越重的角色，不仅在社会群体当中，在企业环境中，乃至买卖双方互相博弈中，内部营销的作用显示出越来越突出的作用。销售团队是企业在经济市场中获胜的命脉，销售队伍组建和管理的成功与否直接影响到企业能否获利以及壮大。企业通过招聘、培训、以及行之有效的绩效评估系统，对销售团队进行监督和管控，使得企业长盛不衰。本文主要以销售管理理论、内部营销理论和绩效评估系统理论为基础，分析了目前塑料机械行业面临的现状以及主要存在的问题。目前的市场竞争激烈，销售组织管理不够健全，因而企业必须加强对销售团队的管理，针对不同的销售群体采用不同销售管理对策。以必能信公司为例，对销售队伍管理提出了对策和实施保障。希望对企业在销售组织体系建设以及塑胶机械行业的市场开阔有所帮助。
英文摘要：	Up to now, Chinese market of plastic welding equipment consumption accounted for about 20% of the global market, has become the world's largest consumer of plastic machinery. It is expected that by 2014, China plastic machinery demand on the average annual growth rate goes for around 15%, these data imply that China’s plastics machinery industry will sail on developing "high speed road". China plastics industry has bigger rise space and development prospects, market demand increase will drive the plastic machinery industry's rapid growth. Under such market background, who can offer better business, management of sales organization, and provide better service for the customers, who will occupy the initiative, even win the market. The economic develop faster, the more market selection is. Moreover, with the continuous improvement of productivity of science and technology, product updates also with the high speed of development. These objective factors will inevitably requests the enterprise managers in the management process, it need to invest more time and energy on sales team management, so as to cater to more sales groups and different customer needs. Sales organization construction and management can promote enterprise into the higher areas of the market. Internal marketing in the social economy plays a more important role, in the community and in a corporate environment that the role of internal marketing is becoming more and more prominent role. The sales team is the enterprise in the market economy to win a lifeline, the sales team building and management directly affect the success or failure of the enterprise can gain profit and growth. The enterprise through the recruitment, training, and effective performance appraisal, supervision and management of the sales team, make the enterprise grow and without decline. This paper mainly based on the sales organization management theory, internal marketing service theory and performance evaluation system, analysis of the current plastic machinery industry faces the present situation and main existing problems. The current market competition is intense, sale management is not perfect, so the enterprise must strengthen to the sales team management, according to different sales groups using different sales management countermeasures. Take Branson company as the example, the sales team management puts forward the countermeasures and implementation ensurance. Hope that the enterprises in the sales organization system construction as well as the plastic machinery industry market open help.
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