The Application Of PDP Model In The Management Of B Company's Selling Team

With these problems in mind, the author did a great deal of analysis. The paper employs the PDP model and group sales theory to re-construct the sales group. Synthesizing strategy, marketing, organizational behavior and human resource management, the paper analyzes the function of PDP model in the management of sales group, especially the application of individual characteristic in the group management. It concludes a set of scientific management modes and operation process for the practice and application of managing sales group, which is proved to be successful. The paper is concerned with the application of PDP model in the construction and management of sales group, but not with the theory underlying the PDP model. That is, it applies the model in the constructing and managing the sales group of Company B in the hope that the model will not only bring Company B huge value but also contribute to the management of other companies, even the development of China's management theory.