Research On Management Of Enterprise Sales Team

With the user demand diversified, market globalization and the development of information technique, market competition have been more intensive, that take a new test for enterprise's survive and development. In the process of inputs to profits by corporation, sales team play a role as a bridge, which is the key that decide if product enter the market smoothly and transported to customer. It is meaningful for carrying out the marketing goal by effective sales team.It is more difficult in managing the sales team and members for company, with the characteristic of the independent field work style by team and members, information dissymmetry between sales team and company and all kinds of salesman demand. Furthermore, many companies can not do well in management practice and measure, which makes sales team and members in the inefficiency situation and can not serve as well. Therefore, the company should reinforce the management in its sales team as soon as possible.This paper review and summarize the related research findings. On the base of related literature, combined with the subjects theory such as organization behavior, teamwork management theory, marketing group construction theory, encouragement and limitation theory, human resource theory, and game theory, this research analyses and summarize the role played by sales team in company and characteristics of effective sales group, then analyse the behavior taked by them. With the former analysis and summarize, we bring up the questions which should be solved in the field of incentive and constraints on sales team management. We find the relationship between the incentive and constraints on sales team management with the cooperation and no cooperation game model. At the last, we provide the measure for effective sales team construction from two sides as team salary plan and inner construction.