US CCI Company's Agent Management Program Design

After China’s accession to WTO, China has great potential and rapid developmentof the market, more and more foreign companies entering the Chinese market isexpanding rapidly, hoping to place in the relevant areas of the market can get higherreturns. Foreign companies in order to fight the "localization" card, consolidate andexpand its market share on the integration of a series of adjustments to be made. Adjustedsales channel strategy, develop agents scale, has become a rapidly developing foreignmarkets shortcut. How to manage the agents is a very important task, and healthydevelopment agency, effective management, can win their orderly stable and growtogether. Conversely, if they lose the management of agents, the market is likely to belost in this big cake, and even ruin their own reputation and lifeline.Through in-depth analysis and research of agent management problem of CCIcompany, and design a set of corresponding management methods and procedures, hopeto the healthy and sustainable development of enterprises play a certain role. Through theimprovement and the accumulation of follow-up, hope we can apply this set of designscheme is extended to many similar enterprises, for the related industries and even makesome contributions to the development of the market.This paper first introduces the positive and negative meaning of agents exists. Onthis basis, through the analysis of causes of agent management problems of CCICompany and the problem, design a set of effective agent’s management method. In thispaper, according to the different pattern of sales agents, through case analysis for theeffective control of cost, price of the agent design the meticulous management processes,also on the design of a cost analysis table. According to the investigation of qualificationand background of agent, design an agent questionnaire; it should be a key role foragent’s selection.In this paper, by using the methods of investigation and observation of the CCIcompany sales strategy and the agents of the loopholes in management were observedand statement of comprehensive, using the research method and case analysis of CCICompany based on the existing agent sales model and improvement scheme are analyzed.At the same time, this paper through analysis of channel management to agents and studied the cost control and other aspect by the method of qualitative and quantitativeanalysis.