The Study And Practice Of Coal Market's Selling Stratagem And Strategy Of Xinwen Mineral Group

According to the research of market selling stratagem and strategy, some selling strategies are suggested which will fit to our group's feature.First, in the aspect of selling network construction ,I suggest setting some offices which will make our companies cover all target market in Shanghai ,Wuhan ,Port ,Electrical power ,JiaoDong and another six departments within province. Second,in the aspect of selling system construction,basing on the original coal process selling department ,we build up the selling department,market department,coal research center and form a "one line" selling system which is from market investigating and research,market developing,conformity selling strategy,new product's research to providing customer's service and satisfy market requirement.Third, in the selling team aspect ,we emphasize the selling people's selection,checking and build a encouragement and punishment system.By the research of XINWEN Mineral Group's market selling strategy and policy I get a quite good effect in "consolidating the old cusomers'position and developing a new market" .This situation makes the ordering quantity generally increase. Specially in 2006,our XINWEN Group has build a strategy cooperation fellowship with WUHAN steel company,ECHENG steel factory,XIANGTAN steel company,MAANSHAN steel company,LAIWU steel group company ,JINAN steel factory,HANGZHOU steel factory,JIANGSU LIGANG power station and some other big coal consumers. So the cooperating relation of two parties becomes steadier. Under the market situation having a great change, We implement centralized management and unify selling system to avoid each mine striving for consumers and depreciating each other. So this makes the average price greatly rise and the economy benefit is very remarkable.The practise of selling management in XINWEN Mineral Group proofs: the change of selling concept is the base of doing the good selling job. Whereas, the innovator and consummator of the selling system is the requirement to fit the economy market much more comfortable and the real implementation for changing the selling concept. According to the innovating of selling organizer and selling system, the enterprises' selling work will be much closer to the market,know more of the market requirements ,provide better service to clients, and make the selling job develop healthily and nicely.