An Application Study On The Sales Management Processes Improvement Of ZSHT

With the increasing scale of the company, the costumer’s demands change rapidly, challenging the traditional management procedures and pattern. It becomes more difficult to synchronize the information system of Production line, the range and pattern of the business. In daily work, we have to deal with the separated task pieces, disenabling us to recognize the objective of the work. So we made many inefficient efforts on the trivial tasks. Facing the situation of disconnection among the tasks, incompetence in our team, and inefficiency of the operation, it is critical to optimize our working procedures, which is decisive in our company development. The company should continuously review and reform the current working procedure, to apparently improve the core competitiveness, and satisfy the need of marketing competition.Therefore, the study topic of this thesis is on the basis of sales management processes of ZSHT. The analysis is mainly according to the sales status quo of ZSHT, finding its problems and through theoretical directions to design and propose a project for sales management processes improvement. Through project interactions to provide guidance on the effective operation of the sales management processes, hoping to lay a foundation for improving company’s competitiveness by improving sales management processes.The thesis will elaborate the background, study the theories of processes improvement relatively, summarize the sales status quo of ZSHT, and use analytical approach of 5W2 H to analyze. It will also study the existing problems between distribution channel and sales outstanding. Meanwhile, the thesis will aim at the problem issued by the fourth part to improve company’s processes in adjustment of organization structure, establishment of information platform, differentiated management of distribution channel, management and motivation of distribution channel and sales management processes. This study will propose some suggestions for ZSHT’s sales management processes.The results of this study on the sales management processes have a very good reference value. It could bring good economic and social benefits for relevant enterprises.