A Study Of Z Company With Salesforce Construction

What is marketing? Simple said is corresponding with the customers to establish profitable, valuable relationship. But in the modern marketing theory, people tend to focus on marketing strategy and planning, the STP strategy, discuss customer value, and continuously research and update the marketing mix model (a set of common function to meet customer demand, establishes the customer relations tool), beyond doubt, above is indeed the key component in the marketing, but everyone forgotten that to complete the above each is based on the person. Just as mentioned in book of the success project management "to achieve the project objectives the most important thing is the personnel, not program and technology. The program and technology is just the tools to help people to do good work". In the enterprise, the salesman is the enterprise strategy and tactical executor, and the sales team composed by the salesman is the most indispensable power. For most enterprise more practical things than making the strategy and the market plan is that, control the number of sales staff, align a good area, design good sales personnel salary, improve the efficiency of sales personnel, and finally for enterprise to bring greater profit.Based on this view, this thesis use9big knowledge in the project management, the research scope of strict control in the design of the salesforce, mainly for medical consumables this salesforce construction comparatively weak industry, with Z company as the research target:(1) Identify needs:analysis in vitro diagnostic industry background and market characteristics, identify the industry salesforce design requirements and problems, using the theory of Z company in STP the market marketing strategy and the then according to the salesforce to design theory to evaluate existing salesforce.(2) Put forward the design solutions salesforce, which mainly includes the design salesforce and organization structure; Determine the scale of the salesforce and the salesforce effectively differentiate area.(3) The project design:use a series of test model of the design scheme for the execution of the simulation assessment. This research in the process will take project planning and control have learned to theory knowledge, the contents of this research work breakdown and draw the CPM, making this the progress of the study more easy to control. In this thesis, the method of literature review and investigation method, theoretical analysis and empirical and case study, and the combination of hope to through the salesforce to help enterprises to realize the reasonable design of maximum performance.