The Research On Marketing Salesmen Management In Haoyi Corporation

Marketing salesmen as a bridge between enterprises and markets play an important role in the survival and development of the enterprise, but the management for them has always been a difficult problem in enterprises. Salesmen, with their independence, high income and promotion, though not limited by their age, sex, diploma and experience, should have to be qualified for marketing sales. With such difficulties, they are confronted with in their marketing businesses as irregular but continual business trips, constant refusal, blame from their customers, the marketing salesmen should satisfy the following qualifications: strong desire for success; strong motive to win favorable impression; keen observing power; the ability to put themselves in other's position; loyalty; confidence; communication; policy-decision ability; self-management ability and cooperation capacity.Haoyi Corporation, engaged in the production of domestic electric appliances, is a private enterprise established in 1990. With ten years of primitive accumulation of capital, Haoyi Corporation has staged into a rapid multidimensional development, but with it have arisen such problems as shortage of marketing administrative management, loss of administration over some marketing areas, marketing standstill or even a decline., drain on exemplary marketing salesmen, competency decline of them and drain on important customers We can find the reasons for these problems mentioned above: Haoyi Corporation is deficient in a comprehensive program for human resource of marketing salesmen; it has not established a scientific enlisting system to screen marketing salesmen; it is deficient in training; it does not have a perfect proficiency assessment system; salary system has not really effect inspiration.The paper, based on property theory of marketing salesmen, is intended for a discovery of management qualifications for the marketing salesmen in Haoyi Corporation: achievement guidance, ability to understand interpersonal relations, customer service, confidence and establishment of relations. The paper also sets up the competency model for marketing salesmen and management in Haoyi Corporation, which emphasizes the significance of such factors as motivation, personality, virtue image and value. The paper puts forward the following countermeasures: the establishment of the human resource program for marketing salesmen should be strategic; screening system based on competency model and training and developingsystem should be developed; competency assessment system for marketing salesmen based on nuclear KPI should be improved; multidimensional salary inspiring system for marketing salesmen should be designed. Moreover, the paper has suggested new ideas for occupational development of marketing salesmen in enterprises, in order to inspire their inbred motivation for their better performances.