The Research Of The Group Sales Organization Optimization In CU Company

In 2008, Telecommunications Industry in China was reformed. The former China Unicom cooperation and China Netcom cooperation were consolidated, and established a new China Unicom Cooperation. The strategy of the new company is "to lead innovation, excellent service, the best experience and users preferred". And as a development of the new company, intensity of resource allocation in mobile, broadband, corporate customers and other key areas of the business are going to increase market share in a short time. Furthermore, developing group customers, which is the most important customer groups, will play driving effect in increasing market share and expanding the business impact.This paper discussed in depth of how the organizational structure, human resources and the appropriate management system effect achieve organizational goals, based on theories of organizational structure, organizational design, organizational change, performance management, compensation management, motivation theory and other related theoretical knowledge.The background and status of CU Company are described, in combination of practical work experience and research analysis of status of a customer sales team, conclude the problem as Group sales organization structure, personnel structure, performance management, employee motivation and other aspects of the company. Then, use of relevant theories of organizational behavior knowledge to analyze and propose the establishment of quasi-division-based organization, optimize staffing, improve incentives and other specific suggestions, which has a practical reference of the customer's business development. Finally, the authors summarize the article in the research content, display the newly created sales team in the practical application of production activities, and then come to the conclusions of this study.