Construction Of Sales Management CRM System For KENFLO Pump Company

KENFLO Pump Company is an enterprise with more than 60 years' experience on product design,manufacturing,sales & services.However,with China's market competition and the diversification on customer demands,the problems in the traditional sales management of product-centered of KENFLO Pump Company are showing in the following aspects.One is that the company only pays attention to product sales but ignores market customer needs.And the other one is that the company only pays attention to sales assessment but ignores the sales process management and customer information management,which causes serious decrease on sales performance and creates obstacles to the development of KENFLO Pump Company.Through the analyses of problems in sales management of KENFLO Pump Company,this thesis apply the theories of CRM and BRP to discuss the basis for construction of sales management CRM for KENFLO Pump Company in views of the Competitive Profile Matrix,information-based environmental construction and cultural environment.Thereby,the construction scheme of sales management CRM for KENFLO Pump Company is proposed.This scheme mainly includes the objective and structure of sales management CRM system,the CRM functions such as the management of customer information,the records of customer visits,customer's work to remind,assessment report,the analysis of the sales performance,the management of selling operation etc.In addition,the business process reengineering of sales management,customers return visit and transaction management have been re-designed,which are based on the construction of sales management CRM system for KENFLO Pump Company.Eventually,the implement steps,safeguards,risks and precautions of the sales management CRM system are suggested.Through the construction of sales management CRM system for KENFLO Pump Company,it can change the sales management mode from product focus to customer oriented,which not only improve the customer satisfaction but also change the sales downtrend.