The Reasons And Countermeasures Of Sales Staff Loss In Cooperation Channels Of Nantong Mobile

With the reconstruction of telecom industry and the issuance of3G license in2008， huge change in the competitive landscape of China telecom industry hasoccurred. After the reconstruction，the situation has changed，China Mobile，ChinaTelecom and China Unicom stand on the starting line again， to carry out operationsof whole business. As competition intensifies， the position of marketing channel inthe operational management has become more and more important.As the largest operator， Nantong Mobile has certain advantages in the channelscale. There are two channels in Nantong mobile， channels of self-management andchannels of cooperation， the cooperation channels accounted for90%of all channels.cooperation channel salesperson is part of a special group， co-existence of anemployment relationship with their channel owners， not managed by the mobilecompanies， but the business and the services they provide accounts for90%of allentity channels，and they determine the company’s business development and servicedelivery directly. The current state of cooperation channels showed rapid loss of thesales staff， and Frequent replacement of the current staff would affect the company’schannel ability directly.This paper selected a regional market of Nantong Mobile， used literature studyand the questionnaire method to analyze the reason of rapid loss of salesperson inNantong Mobile’s cooperation channels， and propose appropriate managementstrategies. Currently，the status of rapid loss of the sales staff in cooperation channelsexists in many grass-roots mobile company. We hope that the research methods andfindings can inspire and help Nantong Mobile， as well as other mobile companies，in the management of cooperation channel salesperson.