Research On Building High-performance Sales Team

With the current social and economic globalization and informatization, the enterprise especially for the production-oriented enterprise, facing with the complicated competitive environment. In order to win in the fierce competition, the efficiency of the sales team is the priority among priorities. Many companies have established sales team, but the system construction of the team management, skills training are not binding the company’s actual situation, which lead team management becoming a mere formality, or difficult to promote, unfavorable to the long-term healthy development of the enterprise. Under this background, the establishment of a high performance sales team is the supporting point and the key point of improving the operating efficiency and the core competitiveness of enterprises. How to build a high performance sales team, to make the sales force to maximize the initiative, brings better results, it is the core of this study.In this thesis, literature researchmethod, case studies, interviews and questionnaires survey are used to analyze the Wyeth sales team of Foshan, combined with PEST analysis and SWOT analysis.Firstly, researchedthe status of Wyeth infant formula sales team in Foshan, including the analysis of marketing environment, the causes of the problems and analysis of marketing strategy of the sales team by using PEST analysis and SWOT analysis; then according to the present situation and the existing management team, proposed the construction of a high-performance sales team approach should emphasize the common goals, relevant skills, communication skills, consistent commitment, trustand the support of internal and external to establish a high efficient sales team. Take this research to help the company’s other regional sales team and other similar enterprises to realize that high performance effective teams, especially the role and importance of high performance sales team building, as the experience and on the basis of the high performance team construction.