The Study Of Sales Personnel's Management In Xiamen C&D Co. Ltd.

Xiamen C&D Co. Ltd. is in the peak period of business development at present. In this important period, the company must find and solve the problem which existed in sales force management. It is great significance to form the ripe marketing channel and steady marketing position as soon as possible. There are many problems in sales force management of Xia men C&D Co. Ltd., such as: unconsciousness of sales goal,incompact daily management and the falling of sales enthusiasm etc. It is important to pay great attention on changing the mode of management and increasing the ability of sales personnel's management.Based on the theory of marketing management,management,human resource management and combined with my abundant working experience in paper marketing, the paper has tabled proposals of sales personnel's selecting,team management,motivation and authorization, though the analysis of the paper making condition,business mode and sales personnel's character.A series of sales management policy was made out in this paper by adopting theory linking practice method. It has established the human resource strategy and the method of selecting the salesman which is suitable for the development of the company. It also has proposed a set of program of sales personnel's motivation and authorization. That policy is closely related with the company and suitable for operation. It will greatly mobilize the sales personnel's enthusiasm, enhance marketing and sales strength of the company and contribute for the long-term development of the company.