Research On Sale Process Of L&A Company's Product

L&A is a middle-scaled trade firm that supplies many products of the famous foreign company, such as laser module, semiconductor, and various IC products. The sales from 2003 to 2005 had improved dramatically because of good distribution methods. However, with the intensive competitions in China's telecommunication and cable TV equipment market, the demand from customer decrease gradually, therefore, currently L&A Company is facing great challenge.Firstly, based on the background of L&A company, the paper analyses characteristic of purchasing and purchase process of the organization user, and analyses the relevant factors which affect the purchase decision-making, then proposes what kinds of quality and ability which the professional salesman must possess, also summarize the complete pattern of sales process. Secondly, the paper analyzes the pre-sales of L&A Company's products, marketing segmentation, the choice of target market and orientation, the choice of marketing strategy and combination of marketing. Thus summarize the method of customer's seeking and investigation. Thirdly, the paper analyses the sales process and behavior, including making appointment with customer, contacting, sale's statement, dealing with argument, completing the transaction, etc. Finally from the customer relationship's management perspective, also summarize after-sales management of the products, for example, customer service, customer management, maintenance and development of customer's relationship.This paper makes research on the sales process of L&A Company in order to strength the management of sale's process and supports the salesperson's behavior. Thus make contribution to the future development of L&A Company and other enterprise within the same industry can learn some lessons about effective sale's process from this research.