| The chip industry is the foundation and core component of the information industry,and chip consumption will be in a long-term growth.Under the condition of limited resources,how to do a good job of sales support for new forms of end-product application chips has received great attention from chip companies.The paper takes the sales support process of Company A as the research object and focuses on the optimization of the sales support process.The paper firstly analyzes the current situation of sales support process management in Company A.The analysis summarizes the main problems of Company A’s sales support process,such as poor timeliness of customer project evaluation,low accuracy of customer project screening,and misalignment between the support process and customer project management on the sales side.Secondly,the paper analyzed the reasons for these problems,including:inappropriate process settings and lack of evaluation tools;incomplete customer project information and lack of appropriate classification criteria;and low support effectiveness due to the lack of collaborative information flow.Thirdly,to address the causes of the problems,the thesis applied ESIA theoretical methods to optimize the design of its sales support process,and optimized the sales support process of Company A through the implementation of measures such as improving evaluation tools and reasonably designing the evaluation process;integrating technical business information and establishing customer classification standards;establishing collaboration mechanisms and adjusting IT systems.Finally,the thesis evaluates the effectiveness of the sales support process,quantitatively in terms of effective customer project creation speed,support effectiveness,and sales effectiveness,and qualitatively in terms of customer satisfaction and employee job satisfaction.Company A’s sales support process has been greatly improved in terms of efficiency,effectiveness,customer satisfaction,and team satisfaction.The findings of the thesis can better match the product markets such as intelligent IOT and emerging consumer electronics,and have certain implications for the management and optimization of sales support processes of domestic enterprises of the same type. |
