Research On The Sales Support Management Of ABC Elevator Company

As knows, the huge industry equipment sales likes elevator and escalator is veryimportant in the company business activity due to two parts; the first part is that highselling price and cash flow impacts company financial performance seriously. Secondparts is awarding big contract will enhance brand reputation and increase market sharewhich both are very important to the company. In order to improve industry marketshare and project margin, we need to better understand the whole process of salessupport management and find its current exiting problems limiting the operation, thenrequires to be given a resolution or proposal for improving business runningefficiencySales support management is integrate company resource to implement customersupport process and marketing process. It is mainly divided into the market support,sales tools and technical support, business support and incentives support. Salessupport management play more and more important role in the company, it is thecommunication bridge between customers and enterprises, making the sales potentialinto the reality. Good sales support can get up promoting effect on sales activity; Onthe contrary it will limit sales, which hinders the development of the company.This thesis starts from the financial management, marketing, economics andhuman resource theory parts, giving the basic concepts and methods required for salessupport management in the beginning, and then illustrate a foreign elevator ABCenterprise as an example for discussion. In the specific case study, state the ABCcompany origin, history, background and the difference sales model with otherindustry. Secondly, list the current issue ABC Company facing, and then put forwardsuggestion and solution to the existing issue in the case study: according to the projectsales mode in the elevator industry, mainly discuss four function of the sales supportprocess, which is project management, internal control point and incentivemanagement.