Jdb Sales Areas In Shaanxi Province Sales Representative Erosion Problem Research

Marketing departments in the fast moving consumer goods firms play an extremely important role in value creation, enterprise revenue creating sector. JDB group is a Hong Kong based large professional beverage production and marketing enterprises,1995launched the first can of Red canned "Wang Lao JI" herbal tea.2003Wang Lao JI entered the market in Shaanxi Province, from annual sales of50,000boxes,2011annual sales of5million to the development box, has grown into a leading brand. But since09, JDB Shaanxi increasingly high rate of loss of sales area sales representative, has affected the effective operation of the sales area, Shaanxi Province, on the management and development of sales area in Shaanxi Province has brought a great deal of trouble, thus addressing the loss of sales representatives has become imminent management problem. This article to JDB Shaanxi sales area sales representative loss problem for research object, will employees loss theory and method should for on JDB Shaanxi sales area sales representative loss of features analysis, while used phone investigation of method, in random extraction of150name active loss of sales representative of investigation samples in the, success on100name sales representative for separation causes investigation, using AHP levels analysis method on investigation of results for statistics and analysis. And randomly assigned150in-service sales representative, through questionnaires to110sales rep turnover intention surveys conducted, applying factor analysis method to the turnover survey data for statistics and analysis to the conclusion that major factors affecting JDB loss of Shaanxi sales district sales representative for:the excessive workload, promotion system impartiality, job stress, democratic management participation and communication of view.Through the application of motivation theory combined with the actual situation of sales area in Shaanxi Province, the system design of countermeasures of preventing sales representative, and after3months of implementing and perfecting, ideally effect of countermeasures, alleviate the loss of JDB sales area in Shaanxi Province.This research mainly JDB in Shaanxi Province main causes of loss of sales area sales representative, this study for the mitigation of JDB sales area in Shaanxi Province on loss of sales representatives is of great practical significance.