Construction And Management Of Shanghai Unicom Key Accoun Sales Team

After May of2008, China telecommunication operating industry formed three-footstanding situation. And as the big data era and mobile internet is evolving, marketcompetition is becoming more and more intense among operators. In order to win thecompetition, operators must have a clear strategy and quick response to industrychanges. And most important, it should be based on a flexible and high efficientorganization.One of the cores of enterprise management is the management of human resources.Sales team of a enterprise in somewhat directly affect the success or failure in marketcompetition. Therefore, management of sales team in the enterprise becomes more andmore important and urgent. But how to establish a high efficient sales team, how tomake the team’s and each member’s objective and fair evaluation of job performance,often make a lot of managers in a dilemma.This paper first demonstrates theoretic basis of sales team building andmanagement. As a case study, we analyze the present situation of key account salesteam in Shanghai Unicom by literature collection and questionnaire survey method. Onthe basis of those data, we summarize the existing major problems. Combining theorywith practice, then we propose corresponding improvement solutions including teamconstruction and management of target, staff KPI making and performance evaluation,staff incentive policy, promotion channels and plan of staff training, etc. This paper aimsto provide practical reference for key account sales team management of Chinaoperators and help the enterprise realize the business goal, at the same time, also canimprove the long-term stability of development.