| During the development of the medium and small-sized enterprises, there is a need of persistent institutionalization or rebuilding new institution according to its own developmental stages. It is infeasible to simply borrow experiences from big companies during this process, because each solution fits the very condition that each company encounters. Therefore, in order to develop the management system, the medium and small-sized enterprises need to fully analyze its own management elements, the quality of human resources, the structure of the organization and the process of the business, and so on. They also need to learn from some successful experiences, as well as the advanced management theory. By doing so, they can make a somewhat prospective management plan that fits its own situation.In this paper, I have analyzed the sale of the industry and the business of JB company. Regarding to the objective customers, the long period of the project implement and the complicated decision making process by the customers, I proposed a solution of sale management based on the process management. It has already been known in modern sale theory that the process is important in sale management, and that a controlled process leads to a controlled result. A result can only be generated by a process. The result is in accordance with the process. In modern sale management, the worst situation is "processing in a black-box" and "a vague process management" resulting in loss of control in the process management, which will certainly leads to loss of control of the result at the final stage. The subject of this study is to understand how to establish a sale management model based on a controlled process. This includes establishing a process management system with a standard; what to do at the key steps in the sale process and how to build a standard for the sale process control; and making sure the implement of the standard by establishing a proper reward management system that fits the situation. |
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