A Study Of China's Small And Medium-sized Banks Sales Service Management

Today, the customers increasingly mature, the IT provider face new challenges come from fierce competition, the customers not only help to bug advanced products and services, but also to obtain a high level and total service solution. As a leading global Internet solutions provider, due to the economic downturn and competition effects, A company’s market share and revenue decrease. Especially in the rapid economic growth in China market, because of the homogenization of products and price competition, the market performance is far below global level. The sales service A company provide to the customers in Chinese market has also been questioned, and customer turn to competitors.This article research the sales and service management of A company’s traditional quality loyal customer, small and medium banks market, to description IT provider sales services, A company’s market segmentation strategy, sales and sales service management, as well as the actual situation and market condition of small and medium banks, and the development and evolution of IT sales service. From the theory innovation perspective to analyze the customer relationship management, project management, coordination of resource and IT service delivery of sales service in small and medium banks. Identify root problem through current situation and small-medium banks demand characteristics. Based on the gap model of service quality to summary the gap of customer and the service model of three essential factors to make recommendations for improvement and implementation suggestion.According to the research result of this article, in the situation that A company provide high quality products and mature solution, A company can effectively make up the gap in service impact through its high-quality services and total service solutions. And hope that it would be the reference to the sales service management of A company in Chinese market, so that A company can maintain the competitive advantage in China market competition, to win back and obtain larger market space.