Study On Problems And Countermeasures Of Jixing Energy Coal Sales Management

In 2013, the "golden ten years" of the coal market in China came to an end.The price of the coal dropped back and corporate profits declined dramatically, the age of nigh profit in the coal industry has gone forever. In order to improve the economic benefit and the market competitiveness,the enterprise should pay attention to the sales management of the coal products since we can’t change the macro market situation of the coal industry. Improving the sales management quality by all means has become the problem needs to be solved urgently for the coal industry. Through the case study of Jizhong Energy Resource Company Limited., it generates an overview of the current coal sales management situation of this company. Then, this thesis compares the sales management of this company with those of Shenhua Group and China National Coal Group Corp., it finds that there are some problems during its sales process of the coal products, such as the pricing lag of its coal products, the singleness of its distributing channel and the delay of its account receivables. It further analyzes the risks both from the macroeconomic environment and other competitors that this company may face during its sales process. Based on that, this thesis offers some relevant advice on solving its problems and risks it may face, hoping to help the Jizhong Energy Resource Company Limited.find the breakthrough to increase its profit and offer reference for nther coal companies.