Research On The Sales Process Optimization Of TW Company

According to the feed industry twelfth five plan, the feed industry "integration"will become the main task during the12th Five Year Plan period, encourage mergersand reorganization of enterprises to improve the industry concentration; improve theaccess threshold to modify and improve feed and feed additives business accessconditions. Enhance the anti risk and the capacity of sustainable development, thedevelopment and extension of feed enterprises to support the raw material production,animal husbandry, aquaculture, livestock products and aquatic products processing anddeep processing industry chain. Expand the development space in further, to encouragecompetent and qualified enterprises to invest abroad, merger and reorganization. Clearobjectives, requirements that during the12th Five Year Plan period with an annualoutput of500000tons of feed enterprises reached50, and accounted for50%of theentire feed industry.As the feed industry gradually expand the scale, industry concentration continuedto increase, the industry trend is clearly corporate mergers and acquisitions, corporatemergers and reorganizations require ongoing management of output. The feed industrydownstream extrusion industry profit, enterprises pay more attention on the finemanagement to realize the effective control of cost. The homogeneity of the products,the industry enters a doorsill low lead to fierce competition, increasing enterprise profitdecline. Cost control, value differentiation, industry chain extension to become animportant means of the business breakthrough. Enterprise customer oriented, deepregional market, from a single product provider changed to integrated solutions tobecome the market development trend.The whole industry is facing fierce competition and challenges, through theanalysis of the entire industry, and comparative analysis of the mode of operation ofindustry, business is In and Out, In is the purchasing, Out is the sales, the intermediatelinks is the production, production can be dug little potential. By comparing the peerand benchmarking, found that the company’s products are better, the production cost isalso competitive. Procurement of centralized procurement and professional operation,there are the same. In contrast, our sales faced greater challenges. How to turn pressureinto motivation, how to excavate the sales potential, only to the sales process optimization.This paper based on the analysis of TW company sales process development statusand development environment, research in the development process in feed enterprises,through the analysis of the current situation of TW company related staff surveys,interviews and related data and so on, compared to peers or other industry advancedsales model, Used the contrast analysis, comprehensive analysis, questionnaire analysis,according to analysis the feed sales process, such as sales service, sales planmanagement, sales order management process etc, find out the key problem that affectsthe larger point in the process of efficiency, cost control and the customer satisfaction,proposed and designed process optimization solutions for optimizing, compared theefficiency of the process the main changes, the customer satisfaction in before andafter, and gives the overall evaluation.Through the optimization of existing processes and design that to make TWcompany sales process from sales and service sectors to reduce service interface andimprove the quality and efficiency of service. on the management of sales plan sectors,we improve inventory turns, capacity utilization, the supply chain agility linkage toachieve production for sale deposit integration. on the sales order management sectors,we standardized management, reduce risk, sharing of information and improvedcontrol. Thus to the market as the core, customer-oriented, improve efficiency, reducecosts, rapid response, and ultimately TW greatly enhance the company’s customersatisfaction and market competitiveness.