Projectification Management In The Sales Activities Management Of S Company

With the development of technology, and more customized requirements from the market, it is much more complicated to sell the industry products than before.But most of the sales companies in China have still taken the traditional sales moudule, called ‘Relationship based moudule’, as the standard management methods.The contradiction between complete process and simple management methods has brought lot of problems to the sales company.For example,it is hard to close the sales order in time, since of the targets and ranges have not be listed out clearly in the beginning of sales process.And more and more requirements would be figured out by the customer.To satisfy the customer and get more orders in future,the sales company has to reduced their margin to service more.In this paper, based on the practice of S company, some key steps and common questions of the complicated sales activities projectification have been figured out.The research process and main structures of this paper contain the four steps as following shows.1) Base on the analysis of the features of sales activities, some problems of the current sales management methods will be summarized.Refer to the concepts and tools of project management, the reasons of the possibility to projecticate the sales activities and process are listed,as well as the advantages of projectification.2) Based on the practices and experience of S company,the genarl steps for sales activities projectification are summarized,as well as the problems faced.In this part,some advices to solve the problems are also been given out. 3) The key elements for sales activities projectication process will be analysis from the followed directions, projectication and company strategy, project team building under traditional company structure, the difference and alliances between position and project jobs, management of muti-projects. 4) A‘Delphi’methods will be used to find out the most 10 important elements in the projectication process.After that, ISM method will be used to find out the connections and postions for these elements.The research results will contain, 1)Summarized the general steps and problems for sales activities projectication management.2) The ten most important elements in the process.3) Use ISM method to analysis the connections of the elements.In short words, this acticle based on the practice and experience of S company, analysis the sales actives projectification process and steps.The key elements for this process has been recognized. And the connections are pointed out as well. To support reference to the management of complicated sales activities management for solving the problem of current sales module.