X Company's Sales Team Management

Along with the improvement of our national living level, buildingmaterials industry has an increasing situation on the demand of roofingmaterials. Since the policy that the government encourages the domesticdemand and enforces the construction of infrastructure has come on, itaccelerated the improvement of building materials industry;and buildingmaterials marketing is getting to be emphasized by most enterprisers andscholars. Roofing building materials has a close relationship with people'sliving, and needs much professional knowledge;it's a kind of specialconsumable product. So the marketing of building materials has its owncharacter too---personnel sales are better suitable for this industry in themarket. Therefore the sales force management is becoming extraordinarilyimportant.In the first part of the thesis, I analyze the macro-environment andmicro-environment the roofing building materials companies are facing,showing the opportunity and challenge it brings about. Among of that, themost important challenge, I think, is that how can we improve the corecompetitive ability through the enforcement of sales force management. Next,I simply and systemically introduce the theory procedure of sales forcemanagement;then I emphatically illustrate that how to establish effectivesales force organization and how to implement efficiently the training of salesforce from the point view of theory, which could also be based on the analysisaiming at X company. In the third part of this thesis, I demonstrate the currentsituation of X company and point out the shortage in sales force organizationand training layers. And I put on relevant immature advice about it. In the lastpart of it, I draw the conclusion that the sales force management is key towhether the marketing competition of one company is successful or not, and itis the effective way to solve the problem of sales force management throughestablishing sales force organization and implementing the sales force trainingreasonably. Additionally, I make out the next research direction for myself,how the sales department and other non-marketing departments effectivelycooperate with each other in order to achieve the same company objective andrespective department objective according to my work experience.