An Optimization Study On Sales Management For E Company Based-on CRM

Highly developed information technology industry has entered the high degree ofmonopoly and low margin competition era. Sales management as a key part of ITindustry become much more important than ever before accompanying with themature development and aggressive competition of IT no matter from Pareto’s Methodof80:20or the theory resource centralization.E company is now facing three critical problems to be solved.1. Chaos of CRMmanagement. One is lack of standardizations of management and the other istremendous of historical records. Both of these two issues are the outstandingobstacles for customer information management and comprehensive data analysis.2.Quota setting is not aligned with actual market status. Sales’ enthusiasm is depressedand company’s strategy planning and resource allocation is misled.3. Single salesmanagement method. This method may not reflect company’s businesscomprehensively. All in all, the reformation and enhancement of E company’s salesmanagement is inevitable. Basing on these three points, this dissertation providessome of suggestions to it.Deep mining of data analysis, collecting related information such as: IDC andGartner reports and company’s detailed performance data etc. what’s more, efficientcommunication with management team and sales to grasp the problems in salesmanagement. The enhancement plan is raised basing on the problem-oriented method.Taking advantage of the theories of management, sales management and motivation,analysis of SWOT and practice of problem-oriented methodology, the current externalenvironment of E company is analyzed such as industry competition and developingtrend of customers for three key industries. Its external opportunities and threats,internal strengths and weaknesses are evaluated according to SWOT analysis model.In addition, its external environment is analyzed, such as its CRM, sales managementand partner model. Combining actual situation and borrowing other IT companiessucceeded experiences, E company’s customized reform and enhance plan is issuedthat is sales management diversify, CRM standardization and quota settingrationalization.