A Study On The Management Of Salespeople In The Medium-Small Businesses

The Medium-Small businesses have been so developed and strengthened that they have gradually become the essential economic power in China. How to manage salesperson scientifically and reasonably is a difficult problem that has been puzzling numbers of the domestic Medium-Small businesses in current period. Enterprisers or managers usually overlooked the completeness and reasonability of the salesperson management. So, they ought to try their best to improve it.This paper majors in the study on the salesperson management in the domestic Medium-Small businesses and intends to furnish a whole set of integrated and reasonable project to carrying out it availably. First of all, the paper introduces the definition of the Medium-Small businesses in China and its significant effects on national economy. In the second place, the paper analysis the external and internal factors which make effects on the Medium-Small businesses exist and development, emphasizes on the necessity and importance of the sales people management in the domestic Medium-Small businesses. Thirdly, at the view of management system and human resources, the paper combines the correlative theories with practice effectively, anatomizes some phenomenon existing in the salesperson management and their major causes, states about the systems and the procedures about recruitment management, training management, motivation management, and remuneration management etc. Finally, the paper emphasizes on the necessity of the integration and controlling to the Medium-Small businesses salesperson management system, discusses the outdoor activities management and the selling expenses management, makes some corresponding advises on the basic principles and methods of the integration and controlling to the Medium-Small businesses salesperson management system,submits four essential indexes of salesperson management in the Medium-Small businesses.