Shenyang Th-commerce Sales Process Management Research

In today's increasingly competitive market environment has become increasingly complex situation, sales management has become a key concern in the daily works of any enterprise wishing to survive and develop, not only within consideration and planning of leaders of large-scale enterprises, but also a pressing problem in reality for the managers of small and medium enterprises.With TH Trading Company as the object of study, my paper analyses thoroughly the sales management methods during its operation. Firstly, general introduction of foreign sales process management theories and researches leads to the summary that enterprises should have their unique management methods and foster their distinctive sales ability under complicated and fierce market environment. Secondly, the old and new sales management methods of TH Trading Company are compared and bad consequence and drawbacks of the old sales management methods are listed in combination with analysis on future competition environment to illustrate the cause and necessity of reforms in sales management of the company. Key sales data are used in comparison and analysis to prove the great contribution of process management to sales management. During detailed analysis on both sales management methods of TH Trading Company, I found the company has been using detailed and complete process management to integrate both internal and external resources in building its core competitiveness. Meanwhile, some problems existed in its sales management are also raised and discussed in the paper; and corresponding suggestions on improvement are made with anticipation that the company may perfect its sales management in a long-time and sustainable way, reach the new developing level of"Objection + Process +Team in unity", combining the targeted results, and further expand the sales advantage.Through summary and analysis on sales management of TH Trading Company, I conclude that its core competitiveness lies in the meticulous process management. Therefore, the key for any small and medium enterprise to survive and grow steadily in the fierce competition of nowadays is deploying the correct sales management methods and building its core competitiveness. Besides, my paper also illustrates the effective guidance of process management as a sales management method in sales management of small and medium enterprise.