The Diagnostic Analysis Of Sales Process Of S Corporation Asian Branch

S Corporation is the worldwide largest supplier for the components of the printing consumable industry. But, since the second half year of 2009, the sale revenue in Chinese market dropped down dramatically. S Corporation Asian Branch is under a great pressure of her competitors. Since started, S Corporation Asian Branch follows the Organization Structure and the process flows of her European headquarter. The actual status and the culture of both areas are so different, the demand and requirement of customers are distinguished also. The existing European management model cannot fit the demand of Chinese customers well. All above cause the dramatic decline on sales revenue of 2009 for S Corporation Asian Branch.This thesis analyzes the characteristic of S Corporation's customers and the industry S Corporation belongs to. Through the brainstorm of all the sales, we found the existing problems of S Corporation Asian branch. Use ESIA to diagnose the existing business process of S Corporation Asian Branch. From the Diagnostic analysis of the existing sales business process, this thesis proposed the suitable and feasible new business process which fit to the characteristic of S Corporation. New Business Process includes Department Reset, Organization Reconstruction, Sales Process Reengineering, etc. We are facing the challenges of Customer, Competition and Change. The new business process can help S Corporation to improve the customer service level. For example, the new sales process suggested keeping stocks in Zhuhai office. In that case, we can reduce the delivery time from 6.86 days to within two to three days. This can improve the responding speed for the customer and thus upgrade the customer service level. Besides, the new process can lower the cost of S Corporation, and improve the internal and external communication as well.While the new business process has been raised, we use Delphi to evaluate it, indicate the shortage and improve it. Finally, we propose the suitable and workable new business process.The new business process contributes a lot to the long term development of S Corporation in China. Besides, this new process can use as reference for the foreign enterprises who intends to develop the Chinese market.