Yutong Bus And Coach Area Sales Management Optimization

Since entering new century, the rapid development of passenger car market, the demand of the national large and medium-sized passenger cars, from 80000-900000 of the 90 s, once reached nearly 200000 now. With the rapid development of the passenger car market, bus companies also blossom everywhere, so far passenger train hundreds of enterprises, competition is increasingly fierce. Passenger car market from a seller's market in the early 2000, turned to the buyer's market. Ill-prepared bus enterprises, all aspects of the management can't keep up with the needs of the development of the market, especially the coach area sales management is not standard, not science, not a system such as extensive management already can't keep up with to the needs of market development, and create a series of problems.According to human resources, marketing, business management related theory and method, combined with individual regional sales management experience and management innovation in the actual work of yutong bus to conduct a comprehensive analysis of present situation of regional sales management. First points out the yutong passenger car sales management: the main problems in the regional sales team management, mainly for personnel reserve, training does not reach the designated position, the incentive effect is not obvious, and business personnel growth channel is not clear; The main sales channel management, the second is for the direct channel capacity is weak, distribution channel management is not standard; Three regional sales customer management, main show is in the face of complex multiple clients, no subdivision and scientific management; Four is sales process management, mainly for sales process is not standard, management, sales by experience, the results depend on luck. Secondly, the article focuses on the main reason of these problems: the company regional sales team management seriously insufficient, the nature of the industry, and the limitations of historical inheritance and marketing management personnel is not professional, etc. Through the process specification, finally put forward establish a standardized personnel reserve, training, coaching business personnel ability toascend; By means of integral rewards and punishment, to deliver in time, effective incentive timeliness, achieve its effect; Two channels through professional and management, realize the business personnel growth, do people use; Direct channel standardization management, establish a standard distribution rules; Customer management differentiation ZeRenHua; Sales process routing and a series of practical and feasible solution.Research results of this paper will first give yutong passenger car sales direct guidance and help, will significantly improve passenger car sales management effectiveness and efficiency, and cultivate more qualified personnel for the enterprise,and then accelerate the yutong passenger car sales management scientific,institutionalized, streamline processes and implement enterprise business personnel into the growth of the system, into the echelon. Secondly, this research will provide the necessary reference for the same industry, for the promotion of China's passenger car industry as a whole marketing play a role.