Project Management Company "a Solution-based Sales Process Optimization

There exists a special product in IT industry of market economy environment --- Solution. The sales of Solution is completely different from the ordinary industrial products sale, from the product channel, the price, the future of market development, the complex degree of procurement, factors of influencing customers'purchase, and to how salespersons promote the products. Along with the deepening of the commodities exchange, Solution sale has been branching into more areas as well as innovations in its sales techniques and managing philosophy.Project Management, an important section of modern management science, follows the policy of initiating, planning, complementing, controlling and closing, etc. At the same time, it also co-operates all forms of knowledge, techniques, tools and technology to each project activity for the sake of making interest relations satisfied on the core values, i.e. customer-oriented, goal-driven, and plan-based. With the changing of market environment, companies that work with Solution sale also make their sales strategy different, which means they concentrate more on customers, providing services on individual case, and reshape the operating patterns into project style. Similarly, knowledge has been highlighted, including customers'major business operation, customer service patterns, and challenges at work, how to apply product technology inside the company and how well it can deal with the trend of related industry. Apart from those, companies are supposed to focus on customer performance, establishing constant and close follow-ups in relationship. All these mean that the sales strategies of enterprises are converting from the previous mode of product sales to project management based sales.This essay firstly reviews the relevant knowledge of project management, introduces Solution's definition, features, analyzes the existing problems and challenges of Solution sales and explains the relationship with projects. In other words, the whole Solution sales activity can be regarded as one project.Then next is to analyze the procedure of Solution sales in project management and give suggestions on the three major knowledge aspects of the procedure (the scope, the schedule, and the human resources management). Case study is used in the essay. Take Company A's KM Solution sales project for instance. It details the problems and weaknesses of this solution, points out the limits of sales activity on traditional management pattern, and then re-designs all steps according to project management system with reference of previous suggestions. Followed by that, validation should be done to make sure the optimized suggestions are all based on project management perspective and finally comes the evaluation of KM Solution sales projects.In the final part, the case is extended to the normal management of Solution sales activity and indicates problems that deserve more attention and measures towards problems in the process of sales. The write of essay looks forward to sorting out new ideas and approaches in the process of Solution sales by research on optimizing sales procedure of Company A's"Solution", therefore working efficiency will be improved greatly. Meanwhile, the application of using approaches of project management to specific working issues is what the writer has been experiencing recently, and hopes the method will give more instructions in the future work.