Datacraft Networks (China) Inc.

The thesis consists of two parts, Case Description and Case Analysis.The Case Description presents the difficulties facing the Datacraft Networks (China) Inc., a nationwide systems integration company. Its sales grow rapidly while the profit decreases just as rapidly. Some details of the company are described, such as its organization structure, sales records and management principles, and its credit management problems.The Case Analysis is started by critiques on the new sales management institutions of the DNI. Secondly, it explains the importance of protecting the top salespersons. Thirdly, the thesis discusses the features of router and switch market and their influence on DNFs sales management innovation. Some new ideas on DNI's credit management in accordance with modern sales management theories are available in this part.Finally, based on DNI's conditions, the thesis makes some suggestions on DNI's customer information management and reclaimable arrearages management.