Sales Management Strategy Research On ANL Qingdao Office In Year 2008

With the development of Chinese foreign economic construction and the big increase of trade volume in the international trade, the international container shipping market has been experiencing its flourish period since 2002. It is the background under which ANL (Australia National Line)entered China market and developed with the development of China economy. However, the rule of periodicity in Chinese economy decided the development fluctuation of the shipping market. Since the international container shipping market entered into 2008, the grim period came. After experiencing the flourish period, the problems on sales management of ANL Qingdao Office is becoming severe day by day. How to strengthen the product management, how to improve our customer management strategy, and how to resolve the problems appeared in sales team construction, and all of those in marketing sales management is the subject of this paper.This paper includes five charters:Charter One– Sales Management Concept and Current Sales Management Status. This charter firstly introduces the basic concept of sales management, introduces the sales management basis and major factors based on the importance of sales management, introduce the sales management system. At the same time, this chart also analysis the current problem of sales management and give some methods to improve this situation.Charter Two– Major Sales Management Problem of ANL Qingdao Office in Year 2008. This part introduces the background reference of ANL and ANL Qingdao office. On the basis of analyzing international container shipping market, China container shipping market, writer combine with the actual fact of the company to find the main problems of sales management in year 2008.Charter Three– Products Management Strategy Research of ANL Qingdao Office in Year 2008. This part means to analyze the company products, and further to assort the products according to our customers'requirement then choose our target customer market. Under such basis, we will adjust our marketing focus and analyze the competition from our counterpart and put forward our product sales strategy. Charter Four– Research on Customer Management Strategy of ANL Qingdao Office in Year 2008. This part aims to solve the problems of our small customer basis. On the basis of the collection, arrangement and analysis of the customer reference, we will strengthen the management on customer's qualification credit, the management of communication with our customer, the customer service management and complaint management. We'll also analyze the information by the customers'loyalty to put forward the relevant management strategy on customer management.Charter Five– Research on Sales Team Management Strategy of ANL Qingdao Office in Year 2008. This part mostly research the problems on sales team management. Re-structure the sales team and adjust the market assignment. On the basis of strengthening sales staff management, improve our sales team training management and implement target management and salary management to improve the implementation of our sales team, then to fulfill our sales target.