Sales Strategy Of Harmonic Control Equipinent In The Intelligent Building

As more and more electrical and electronic equipments have been widely used in intelligent building, the harm caused by the harmonic to people’s production and living has also increased and already drawn more and more attention. The increasing demand of harmonic control, has greatly improved the development of the market of harmonic control equipment.However, the industry of harmonic control equipment in China is only about10years old, while the market towards intelligent building is even younger. The defective industry standards, unsoundmarket discipline, spotty quality of enterprises and chaotic sales process, are the main barriers to business development. The question "What strategy could meet the requirements of both the top management and the sales personnel, and help the enterprise occupy the good position of market before the competitors?" has been focused and researched by all the harmonic control equipment suppliers.Through PEST analysis, Michael Porter’s Five Forces Model, Michael Porter’s Competitor analysis Model, SWOT analysis, the paper has analyzed the market of harmonic control equipment towards the industry of intelligent building, and then combined the result with the case study of company A to make research on the sales strategy based on the theory of4Rs Marketing Mix, in order to bring forward a series of sales guide that is based on the theory of marketing and combined with sales experience, can not only provide reference for the top management of the enterprise to set strategy, but also offer help to the sales personnel.In this paper, we first introduced purpose and meaning of research and analyzed and summarized the excellent research findings at home and abroad in recent years. In the second part we described the related concept, characteristics, current situation of market of harmonic control equipment towards the industry of intelligent building and then looked forward to its development in the future. Then in the third part, we used PEST analysis, Michael Porter’s Five Forces Model, Michael Porter’s Competitor analysis Model, etc, to analyze the market environment of intelligent building industry. And then, we combined the case study of company A with the method of SWOT analysis to summarize the strengths, weaknesses, opportunities, and threats that company A faced in the market of harmonic control equipment towards the industry of intelligent building. After that, we tried to bring forward some suggestions to the harmonic control equipment suppliers. Finally, we got the conclusion that in the current marketing environment, company A should take full advantage of its technology and service to balance the weakness of its brand awareness and management capability, catch the chance caused by the high speed development of related industries, and at the same time prevent the pressure caused by both the multinational enterprises and the local private enterprises. The behaviors of sales personnel should be in line with the strategy and use the sales strategy of synergetic development with the customer, timely paid attention to the possible change of customer demand, proactive CRM with high-efficiency, interest sharing with customers.