| The purpose of this paper is to analyze the Hong Da Limit sales management work. The method is based on management sales theory by four steps: analyzing sales opportunity, get the sales goal, designing the sales strategy and controlling the sales process.Firstly, this paper analyzes the environmental change of Hong Da Limit, found that overall, due to the rapid growth of domestic zinc alloy, so the supply is over the demand. For example, Hong Da Limit have beening in deficit for years, and this situation is not changing. In order to get more profits, it is necessary to study the existence of Hong Da Limit’s problems in the management sales.Therefore, this research has carried out three field surveys in 2012, 2013 and 2014 respectively. The surveys of 2012 and 2013 concentrate on zinc market situation. The survey team went to provinces of Sichuan, Yunnan, Gansu, Xizhang, Xinjiang and Neimeng, which found the Twelfth Five Year Plan of Nonferrous Metals is the life-saving straw for all the Nonferrous Zinc Metals companies. The team later went the provinces of Hebei, Sandong, Jiangsu and Zhejiang, which found, for the company’s major customers company, Hong Da urgently need formed organization dedicated after-sales service team, as a technology support, solve the galvanized manufacturers’ problems, enhance Hong Da Limit nonferrous metal products brand, to provide customers with value-added services. More over the market survey of enterprises in 2014 February, visited Hunan Lianyuan Steel, Wuhan, Hubei steel, Shanghai Baosteel, Changshu by Sheng Zi, Shagang, Jiangsu Gangxin, Wuxi reservoir, Zhejiang Concord, Zhejiang Province of East China, Zhejiang Shun of etc. which found, the domestic steel industry is a fierce competition in the market, while customers need to commodities with high added value and precision machining.Through Hong Da Limit nonferrous metal internal sales management and external market research, in order to solve the Hong Da Limit nonferrous metal ’s existing sales problem, enterprises need to improve two things. One is to optimize the enterprise for the production of price changes to adjust control, increase the profit of the enterprise; on the other hand is to improve the logistics related work.In the production of a certain amount, how to optimize the company under the different prices of production and sales by, to maximize the company’s profit is Hong Da Limit nonferrous could increase the profit of the key. Therefore, companies need to adjust the price of production in the process of price adjustment and then maximize profits. By the linear programming theory, this study establishes a theoretical model, which is based on the theory of normal fluctuation and linear fluctuation.In addition, this study also considers the Hong Da Limit nonferrous metal need to improved logistics, which included six works. The first is the work to set up a team with production technology, quality inspection, sales, and market research teams. The second one is to the functional activities of the logistics service from the previous change that is an important way to create value for customers and increase customer satisfaction. The third work is to enhance the importance of the logistics system of layers. The forth one is about using the method of time parameters and the time difference to improve, neither stacking nor waiting staff, using "Kanban" method to solve the problem of buffer logistics accumulation. The fifth is a reasonable set of warehouse area to ensure the smooth progress of production. The last is about the process of staff and management should be the whole process of production and logistics of real-time monitoring, which focus on training professional logistics personnel in the reproduction process. This work need to cultivate a master of logistics management technology and production process, and be familiar with the enterprise internal, forward and backward manufacturing supply chain process and sales of professional logistics management team.Finally, this study suggests that improvements in third aspects HONGDA LIMIT colored sales management is the pre-sale after sale service. To improve the pre service specific measures include strengthening the pre service consciousness, creating the sales culture of the pre service, improving the market investigation, improving the level of information collection, increasing the technical innovation, improving the quality control work, improving the quality and the degree of the service. Improve the after-sales service measures, including improving the company and the importance of after-sales service awareness, improve the initiative and improve the service information feedback mechanism.In short, Hong Da Limit nonferrous metal urgently need company dedicated after-sales service team, as a support technology, to solve the galvanized manufacturers encountered problems, enhance Hong Da Limit nonferrous metal products’ brand, to provide customers with value-added services, and also for improing Hong Da Limit nonferrous metal products sales. In addition, after-sale service and pre-sale service should be combined. |
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