The Research Of Tiantong Corportation For Sales Management

Established in 1984, TDG is a domestic public company in the line of manufacturing and selling of soft ferrite cores, the products are widely used in computer, television, telecommunication equipments, automotive electronic parts, energy saving lights, power supply, etc. With the fast development of global electronic industry in the past 22 years, as one of the major manufacturers of electronic components, TDG was also gained a rapid growth, it is now the world's largest manufacturer in the industry of soft ferrite cores.With the fast expansion of sales revenue, a lot of problems about the management of sales persons are come out, such as sales managerial persons don't take their roles, sales persons lack of responsibility, work efficiency, team spirit and general thinking of the whole company, prominent sales persons quit their jobs very frequently, etc.. The reasons are mainly caused by the following factors, they are: the organizational function doesn't work properly which lead to the role-not-taking of managerial persons, neglecting training of sales persons, performance appraisal system is not reasonable, salary system lacks of stimulation, etc. According to the nine years'sales experiences in this company, the author try to work out the countermeasures to these problems as follows: making it clear about the job responsibilities of different sales positions, emphasizing training of sales persons, setting up and consummating the performance appraisal system based on KPI, establishing the multidimensional salary inspiring system for sales person, etc.