The Study On The Optimization Of Sales Model For Zhaopin.Com

The study object of this thesis is the sales model for Zhaopin.com, the domestic internet recruitment company. The study beginning with the current development situation analysis of China’s Internet recruitment industry, and present the shortage of Zhaopin.com’s existing product lines, pricing system, business promotion model and customer experience. Base on the theory of Lanzhou University MBA course, I find the systematic solution for the sales mode improvement. The solution contains the sales model improvement from company strategic level, product differentiation to the competitor from the competitive level, sales team optimization from the operation level. Improvement strategies include six aspects, they are the professional service branding image establishment, market positioning before&after company listing, Service system optimization, unique products selling point definition, sales team professionalization, channel management integration. The study proves that the enterprise development is inseparable from the innovation and the industry development must follow the market segments. The beginning of the end of2011, part of the study began to be used in marketing management system of the company. Key account department of Shanghai branch also found that data point of the sales growth is closely related to the study, especially at the annual review of the performance in2012.The coming2013is the most critical year before Zhaopin.com’s plans to NASDAQ listed. The shareholders have higher requirements and expectations both in the company’s revenue and market share. The study still needs to be refined and improved in practice and the help from teacher of MBA School of management at Lanzhou University are appreciating.