Walter (wuxi) Co., Ltd. Tool Sales Model Expansion

With the increasingly fierce market competition, the choice of sales model will become increasingly important for the survival of enterprises. Sales model depends on the choice of customer value, and customer value in turn depends on the degree of product differentiation and the maturity of customer.In order to adapt the right sales model, we must first evaluate the types of customers on the specific market segments correctly, and then choose the right sales model in accordance with the characteristics of different customers. From the perspective of customer value, combined with the characteristics of tool industry, the article established a set of evaluation index system, for evaluate of the potential for sales team to create customers value at the specific products market segments. And take customer value as a basis for discrimination, the article studied the necessity and rationality of Walter using different sales model for different product line.In addition, to a system service the dual business systems of transactional and consultative type, there are many factors must also be integrated, to enable them to the respective market segments by different needs to be passed. For this reason, the article designed a set of implementation proposals, including the designation of sales procedure, construction of channels and the principle of performance assessment. And gives some proposal according with a forecast of the problem may be raised n the course of sales model conversion.