| Schneider Inc location in France,a famous electrical supplier,ranks in the Global Fortune500,the market share of industry automation products in China is top3. In recent yearsChinese weak investment, traditional industries were reduced investment, Schneider Inc alsoare looking for the opportunities of new markets business. For example,The factorymanagement control systems (FMCS) of Solar industry is a new business for SchneiderInc.The sales model of Schneider Inc is indirect,so they provide the products to the systemintegrator (SI),the SI sent a turn-key project to end user.At the same time,Schneider sales willcontact end user, make sure the end users to choose the Schneider products, so as to achievethe sales.Hannery group is a solar baron in China,the project of Hainan investment50billon.Theproducts need of automation are America and Europe,and require the SI must have moreachievement. The Schneider Inc had not the performance of solar, it need the Design Institutesupport, and how to let the owners recognized the Schneider industrial automation products,and system integrators (SI) are combined to achieve the perfect win project sales.This paper first reviews the relevant theoretical knowledge of industrial product sales,then the Hannery company and Schneider Inc are introduced, then will introduct the salesprocess of FMCS very detailed. In the case analysis, this paper analyses environmentanalysis of the solar industry,, the Schneider Inc or customer needs analysis, sales strategy,to find the success of the project sales. |
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