Complex Customer-oriented Sales Organization Model Study

Along with the development of society .economical and the change of marketing environment, the idea, the theory and the way of marketing are experiencing a revolutionary change quietly: The idea of customer guides has substituted for the traditional idea of the production, the product and the sales promotion, which caused the transformation of sales organization.From two aspects of the design of organization and the idea of marketing ,the article has worked on the new sales organization under the new economical situation: The customer guides multi-skill sale organization pattern , which is based on the study of the traditional idea of marketing and all kinds of sales organization.The first part, from the aspect of the idea of marketing , the traditional idea generally contains three kinds , such as the idea of production, the idea of product and the idea of sales promotion . The common characteristics of these ideas is the "enterprise interior", these ideas indeed had the certain feasibility under the economical background that time . However, the current market condition is the product is no longer scarce , the customer held the market initiative. It can be said that, the customer guidance time already arrived. In this kind of situation, we must change the enterprise's center of gravity from " in" to "outside ", from "enterprise own" to "customer" so that we can cause the enterprise to adapt the new environment. Therefore, the idea of the new sales organization pattern is the "customer guides".The second part , from the designs of the sales organization, the traditional form of sales organization divides into the region specialization sale organization, the product specialization sale organization, the customer specialization sale organization and the function specialization sale organization generally. These organization forms all are come according to its respective emphasis point to the...