The Sales Management Of Company N

Over the past 10 years, the marketing scale of Chinese medical instrument increased from 22.9 billion Yuan to 160 billion Yuan, the marketing scale of Chinese medical instrument accounts for 2 percent in 2004, rising to 6.67 percent in 2011. As the development of economy, medical instrument company is a rising enterprise.Meanwhile, the medical equipment in the domestic market has experienced rapid growth after the merger integration. Most of company which lack of technical support has been out of the market. Face to the huge Chinese market, there are opportunities and risks, sales management has become a very important part of China’s medical device terminals.Company A has its own advantages, but also there are some problems. The advantage of company A is to have a national sales platform, has extensive product line, but there are sales management problems. How to change the existing management model through innovative thinking, the sales strategy effectively applied to the sale of practice, increase marketing share.Company A has its advantage, they have many distributors, they are also the Germany largest distributors which sales artificial joints all over the world. Most of time, they only care about how many products they have sold, they did not pay attention to the sales management. As the development of marketing scales, Company N must take some measures to change the situation.Based on research of company N, analyze the sales problems of company A, then to change sales management model, to combine direct sales and distribution, to uniform operate specification, to promote the new product, to summarize sales strategy, to deepen customer relationships, use these method to help company A to solve the problems. This paper discusses the necessity and feasibility to enhance the sales management of the company A, and point out the expected results by improving sales management.