Project Sales Management Reserch For DQ Group

Sales could be divided into industry sales and consumption sales. This papermainly shows the idea about industry sales, and establishes marketing mode andmanagement procedure for enterprises based on the features of industry sales. Industrysales is also called “big-order sales”, and sometime called “project sales”. It differs fromproject management and marketing. The conception of project sales is that, therequirements to products must be known clearly before the production, and taking partin all procedures of project. Finally, sign the contract after some procedures, such aspricing, biding and negotiating. All of above-mentioned can help meet the requirementsof project and customers’ needs. Big amount, long operation time and hard decision areconsidered as main features of project sales. At the very beginning of project, projectmarking was proposed for products marketing and specific projects. At the end of lastcentury in Europe, a new science became popular with the development of projectmanagement and marketing. Project marketing and marketing are different from eachother obviously.Project market is at the initial stage in China. No professional takes part in theresearch of this field. Traditional marketing management mode is not suitable formarketing mode of manufacturing enterprise, and the efficiency is low. There is noefficient marketing management mode for this kind of enterprises. It forces theenterprises which involved in production stress in sales, and don’t pay attention tomarketing management. The enterprises lack mature marketing mode and marketingmanagement system. It makes the enterprises lack the information of market, lack themanagement of customer relationship, lack the sales management force, etc.This article analyzes and summarizes the features of the project product sales andthe related factors that affects upon its sales from the difference between the industrialsales and consumption sales. The main product of DQ Group is to provide theprofessional system integrated electrical equipment for the extension project and newproject in the transmission and power supply industry, metallurgical industry, industrialmining, steel mill, chemical industry, water electricity, wind power, solar power station and real estate industry, which is characterized with the features of the project productsales. Through analyzing the existing sales pattern and management of DQ Group, wecan understand the opportunity and challenge faced by the corporate product market onthe basis of understanding the issues and shortage confronted by the current salesmanagement, so as to arouse the profound and in-depth consideration to the salespattern and its effective management of the project products. As the member of thecompany, I would take the responsibility and obligation to make the contribution to thedevelopment of the company. To this end, I propose the sales management pattern andsystem of the corporate project product based upon the sales flow in the combination ofthe enterprise’s actual condition, so as to improve the business expansion flow andmanagement pattern, build the sales management system of the corporate projectproducts, promote the efficiency and success rate of the project product sales andstrengthen the corporate competitiveness.