Research On Team Sales Management Of Group Account Manager

As a subsidiary of China Mobile, G mobile established the country’s first wireless network base station and had the first mobile phone user in 1980s. With the coming of 4G age and Internet+ age, G mobile faces more fierce competition and severer challenge. In recent years, G mobile group’ customer market grows fastly, and it has a wide range of industrial distribution. At the same time, group customer’s requirements change rapidly and vary from each other, especially in those areas such as sales of mobile information products (SMS, MMS, dedicated line, the Internet line) and 4 g mobile phones, which his put forward higher requirements for G mobile. However, the G mobile group customer sales team has some deficiencies on the construction and management that had a serious impact on the customer market’s maintaining and development of G mobile group.Firstly, on the basis of related literature and theoretical analysis, this paper deeply gains insight into the features of the development cycle of the sales team management and the features of high-performance team.Secondly, combined with the actual situation that I have worked in this company for a long time, this paper gives an analysis on the present situation of G mobile group customer’s sales, including management objectives, positioning and responsibilities of the sales team. In addition, after the decomposition of existing work content and workflow, the paper gains insight into team evaluation incentive mode and career development plan, and finds out some problem about the sales team’s management.Thirdly, the SWOT analysis used to analyse the marketing environment of G mobile group customer sales team. Strengths, weaknesses, opportunities and threats are evaluated according to the analysis. They are sorted according to their effect on marketing environment, and then SWOT model is constructed, which helps to come up with some recommendations on the sales team’s management.Finally, this paper proposes the G mobile group customer sales team’s management program, including clearly defining group customer sales team’s responsibilities, establishing the different professional teams, improving the training system, improving sales team incentive policy and the compensation system. By means of management by objectives, process management and budget management, group customer sales team’s management level will improve, and sales team will be more united and efficient. Additionally, competitiveness will increase in the group customer market.