The Construction And Administration Of Regional Sales Team For T Air Condition Company

The topic is based on the T-conditioning company which is one of the largest vendors can apply the heating, ventilating, conditioning systems and technology.As T-conditioning company, it had been built two modern production bases which have the biggest size in our country. It also has 30 sale agencies in major cities for sale and service. According to the counts of major media, the Water-Cooled Liquid Chillers and the Helical Rotary Liquid Chillers as major productions of T-conditioning company had been sold by 5,00,000,000 yuan and 350,000,000 yuan as the highest quantity in similar productions, but the advantage rate declines 7% according to recent years. The construction of region sales team and management become the point of developing as T-conditioning company. Because of the theory on team is uncommon in the application on conditioning team, the topic is researching on the target management, sales management, staff training , incentive and performance evaluation in order to build a highly efficiency sales team to upgrade the sales and improve the profit.The article applies the structure forms of T-conditioning company sales team. The structure make the apply sales, unitary sales and the service team together leading by one director instead of primitive managers assistant by the regional technical manager. The establishing could clear about the right, unifies the goals and improve the coordination of the team. Base on the connections on technology, although applied and unitary have the different major points, they both have the ability that could apply the service for the customers, it leads the competition and collaboration in team.The article also suggests that the sales can select by HR and regional sales manager together. The selection standard could be different in different periods of developing on teams, depends on inspection, focus and function. It should be fusion by experience, expect and individuality.The important points of regional sales team management are management by objectives, cost management, and staff management. (1) The set goals can divides into three periods, including formulation goal, realization goal, and the performance assessment on the result of targets. The application on Prato Law and the"20-70-10"principle of Jack Welch teach us that the set goals should be grabs the sales which can get most of the orders, then using the resources and supporting of the team, it could be get the remarkable results. (2) The cost of regional sales team usually can divide into two parts which called fixed costs and tactical costs. They are the important and difficult points of the cost management. The company can use the contract law, tender law, program management law, details control law, process control law combine with the expense examination and approvals to make sure the sales cost effectively. (3) The staff training is watershed to the sales. The training is based on the team goals, which including the green hands, experienced staffs, team leader and the collaborator. The content of the conditioning sales are very rich, it includes the basic knowledge, the cultivation of the experts quality, the cognitive on competitive marketing and so on. We can see that the fast developing of modern science and technology apply so many effectively ways for the training.Incentive is one of the major and effective means which can update the sales performance and exchange the status of team. The incentive could base on the different persons but prominent the importance, it should be used economical way and non-economical way, moderate rewards and punishment, fairly and make sure the correctness and timeliness. Different kinds of incentive could have their own rationality and inadequate, so integrated incentive program could be more comprehensive and sound.The good operation on conditioning regional sales team is reflects by the results, it means we can use the performance evaluation to see the sales'performance excellent or not. It impacts the productivity and the competition rate of the company, it provides the basis of the HR and it can advance the staff management.In a word, although the theory on team is limited used in regional sales of conditioning company, there should be many problems still to researching and solve. The topic hopes that there would be more companies focus on the applications, and matured developing during the practices.