The Analysis Of W-TJ Company Sales Management And Suggestions For Improvement

With the development of economy,China and the world's major economies are becoming close,the relation between China and other countries especially Germany have an increasingly close exchanges and cooperation,for Chinese economy,the cooperation between "Made in China 2025" and “German Industry 4.0” bring more opportunities and challenges.Nowadays,China has become one of the major markets for foreign capital enterprise,especially for foreign hardware tools sales enterprises.with the developing of the foreign enterprises operating in China,the management pattern is also changing in different styles which based on the different between globalization and localization,different patterns have different management,evaluation standard,staffing and so on.However,based on the different cultural background,there are different sales management modes.This article has taken the sales enterprises--"W-TJ international trade co.,LTD." as an example,through the W-TJ company for nearly 5 years experience of two different types of sales management approach,comparative analysis of the management way to find a suitable for its development in China,build corresponding sales management mode,at the same time,China management team with Germany in W-TJ company management team sales management mode on the basis of the interpretation and comparison,to explore suitable for the management of foreign-funded enterprises in China's development in order to solve the foreign sales enterprises management mode localization problem in China.In the process of building a management model,this article will first summarize related marketing management theory,summarized the domestic hardware market present situation,the theory research and practice on the basis of analyzing and summarizing refining German W-TJ company sales management mode of developing situation in China,and for nearly five years W-TJ company two sales management mode from the personnel assessment,personnel configuration,management,system construction,organization form and its corresponding influence such as performance change,sales personnel,comparing the degree of self management,satisfaction of using the methods of literature analysis,interview method,observation method,to get the data summary analysis,and then from the management mode,evaluation mode,compensation calculation,such as sales processmonitoring method of W-TJ company sales management mode reform Suggestions,and then build a hardware sales for foreign enterprises in China,the development of sales management.