Research On Construction Of Industrial Marketing Team Of Xuji Transformer Company

Xuji transformer limited company specializes in production of dry type transformer. And it isthe subsidiaries of Xuji Group which belongs to the national power grid. As the promotion andimplementation of state grid collection as well as the continue controll in the purchasing power ofdry type transformer in bureaus of provinces and cities, big impact has been caused on the originalmarket operation pattern of Xuji. The market expanding is not ideal in Beijing, Shanghai and othercities in the industry, without long-term and stable customer resources, lacking of a solidfoundation in growth performance. Through a series of measures taken by the productiondepartment, including recruiting Production line workers, increasing investment in technologyreform and so on, the pressure on contract delivery was eased.However, the lack of capacity is a bigrestriction to the order of products. Though the marketing model of all-round responsibility systemwas cancelled in the system, the habits and thoughts from it in long period are still not completelychanged. Some of the sales workers lost their way because of wrong positioning of themselves, andsome of them with mentality uneven are eager for quick success. What’s more, there are negativephenomenons appear in some regions, such as personnel aging, loss of energy, slow growth of newstrength and so on. Consequently, the team construction of marketing remains to be furtherstrengthened. As the increase of the competition in the market, malicious competition among somecompanies may bring greater uncertainty to the order of products in the future. For thecharacteristics of products marketing of Xuji, there are a series of problems about its marketingteam, such as defects on marketing organization structure, absence of team work capacity, lack of effective communication mechanism and so on, as a result, it is difficult to construct Consequently,Xuji should improve the performance of its marketing team according to the traits of industrialenterprises by coming up with the methods on the marketing team construction of industrialenterprises.The research methods used in this article include the literature analysis induction, comparisonanalysis and case analysis. The innovation of this paper lies in that it finds out the strategy of theconstruction of the industrial products marketing team via the analysis of the situation about themarketing team in Xuji. This paper is divided into six parts. The first part is introduction, whichintroduces the background and significance of the paper, putting forward the research contents andmethods based on the study of the existing literature. The second part is about the related theoriesof the construction of industrial products marketing team. And there is a simple introduction aboutthe construction of industrial products marketing team of Xuji in the third section, including themarketing strategy planning and the situation of its marketing team construction. And the fourthpart is about the problems existing in Xuji’s marketing team, with the forth section on thecountermeasures, which includes completing organization structure of marketing team, setting up amarketing team, strengthening the cultural construction and creating a good team communicationenvironment. And the last section is conclusion.