Improvement Of The HC Company Sales Management Business

HC company,established in 2004,is a traditional packing company for manufacturing and selling bidirectional tensile polypropylene(BOPP)film mainly.In the early stage of company establish,with the advanced production equipments and the high efficiency of internal operation quality,it achieved to Top 3 in domestic industry within five years.But as the upgrading of this industry equipments and the rapid expansion of production capacity,this film traditional industry is facing over capacity and product homogeneity such two kinds of threats,the whole industry was caught into a pattern of low price competition.On the contrary,from the downstream customers,there are continuous changes request from end users,the more multi-functional requirements and personalized requirements for thin film products,but all cannot be satisfied.Facing with such severe competition environment,HC company made strategies for differential marketing,differential quality,differentiated services and products through the analysis of internal and external environments.However,with HC company's current traditional sales management ability,it cannot assure of the realization of the strategic target.This paper selected HC company as object of study,described and analyzed HC company sales management,then analyzed company's organization structure,customer structure,product structure,sales policy,customer management,sales team building,performance evaluation system,incentive mechanism and so on the existing problems,found out the critical factors which hindered the company strategic objectives realization.Based on the factors,it provided the improvement plans with practical meanings,via optimizing sales target index,building customer evaluation system,building big customer management center,establishing expert sales model,completing performance appraisal and incentive mechanism,etc.,and made the implementation plan and the safeguard measures of the effective implementation of the improved scheme.This paper linked theory with practice,the research result is with pertinence,practicability and operability,and it can be good guiding for HC company sustainable and stable development,as well for other domestic companies' sales management for reference in this same industry.