The Research Of Sales Management Of The Tianjin Tobacco Company Based On The Measurement And Analysis Of CSI

With the continuous development of economic society, improvement of producing technology and enlargement of product capacity, product becomes more and more abundant and buyer's market is taking a leading position. Therefore, the way of enterprises'competition turns from original product competition, price competition to customer satisfaction competition. Creating continuous customer satisfaction has been the key for modern enterprises to gain long competition advantage. Since sales management meets the customer needs directly, carrying out the sales strategy centered on customer satisfaction has been an effective measure to gain customer satisfaction.On the basis of summarizing the related theory concerned with customer satisfaction, I enrich it and research on the value relationship between customer satisfaction and sales management. Then I bring forward some related sales strategies concerned with customer satisfaction. Aiming at the case of Tianjin Tobacco Company CSI project, I form a model of CSI, and calculate the CSI through questionnaire and model analysis. Basing on the measurement and analysis, I bring forward the countermeasure of sales management for Tianjin Tobacco Company to increase the degree of customer satisfaction. It has great meaning for Tianjin Tobacco Company to improve the service quality, optimize resource collocation and set up better and longer relationship with the customer.The innovation points in this article are:1. With the basic theory of customer satisfaction measurement and AHP, I form an exercisable and long effective CSI model for Tianjin Tobacco Company.2. Combining the research on customer satisfaction with sales management makes the theory play a role in the practice.3. In the research on sales management, I bring forward a proposition of treating the different customer in the different way. And this is the feasible strategy advice brought forward on the basis of research on customer satisfaction and enterprise management.