Xh Sales Management Crm System Build

XH, as the research object of this article, is a company which focuses on making communication equipments. It's now a big group corporation with 200 million annual sales and over 10 branch companies around all over the China, while it had only over 10 staff and a few million capitals at beginning. With the fast development, traditional sales management exposes more and more problems, which block the company development seriously. So it needs a scientific management method urgently to change this actuality.The article includes 5 compositions, which is the summarization of CRM and sales management theory, XH Company's sales management actuality and problem analyses, the necessary and feasibility to carry CRM, CRM system design, and CRM actualization. Through the analyses of XH Company current management situation, find problems to be solved urgently and use existing CRM theory on base of the actual conditions; make a set of effective and feasible scheme. That is, carrying sales management CRM in order to develop sales current situation, then realize the aim to increase company profit and competition advantage.The research mainly adopts the way to combine theory with practice. It applies marketing idea of CRM relevant theory, relative marketing, big customer management, one-to-one marketing and the analyses method of tactic competition situation. It analyzed the problems of sales management content and customer management, then made a set of CRM suitable to XH Company's current sales management, and proved the necessary and feasibility to carry CRM. Meanwhile it analyzed the CRM function, implement step and implement risk etc.Like XH Company, most of small companies will meet same problems after development. The author hopes that this article can bring much benefit to the domestic company which is in the similar situation.