A Comparing And Research On The Sales Management Of Four Famous Foreign Companies

Now, there are many problems on the sales and sale management of China companies. The present ways on the research of sales management are base on product, industry or direct/channel mode, which can be concluded as base on "thing". By these ways, the classifying of sales management is very complicated, it is difficult to make a comparing research on different industries and draw up their common features.For the purpose to improve the sales management of Chinese companies and seek new methods on the research of sales management, the article reviews the theories about sales management, recommend 2 new ways to study the sales management, which base on the recognizing of people and base on control mode. By these new methods, the auditor gives a new classifying and explanation on the sales management of different companies. Next, combining with the experience of the auditor and the typical cases, the article discuss the sales management of 4 famous companies, Panasonic, Siemens, Xerox and Parker Hannifin, analyze their origins, strong points and weak points, and the conditions by which their sales management can be successfully used. And then, by the concept and analyzing tool of "project procedure", the auditor makes a comparing research on the sales management of these 4 companies which are in different industries.In the end, the auditor fully analyzes the status and problems of the sales management of Chinese companies, points out the reasons which cause that, and the bad results these problems will lead to. Then, the auditor submits 6 suggestions to improve the sales management of China companies, and also points out the importance of these suggestions and gives some views on how to do that.Sales and sales management are very important job and career, good sales management will benefit a lot to enterprises, economy and society. The auditor suggests Chinese companies should learn the strong points of foreign companies, and avoid their weak points. The auditor calls, sales people and all others work hard together to uplift the sales management of Chinese companies.