The Establishing Of Lean Sales Model For The Organizational Market Base On The Sense-making Theory

Organizational market is the sum of the demand for products and services,which is formed by different organizations.Compared with the consumer market,the total trading volume,the decision-making process of each transaction,the number of personnel involved in the decision-making,the scale and diversity of business activities,and so on are much more complex.The drawbacks of the general sales model of the organizational market include invalid visits,ineffective communication,which resulted in a waste of time and resources.It has not analyzed customer demand,and has not understood the direct and indirect demand of customers.It is judged just from its own products or services.After the completion of a sales contract,it is considered to be the completion of the transfer of value.It ignores the customer value of the second found,and there is no value maximization.To solve these problems,based on the lean management theory and the sense-making theory,this paper establishes a lean sales model.The process of the model is designed by using the lean management theory.Its purpose is to eliminate waste,to provide accurate information,and to complete value delivery.It attaches importance to after-sales service and customer value of the second found.According to the analysis of decision-making roles,analysis of requirement(FPR),behavior pattern(DISC),and Maslow’s hierarchy of needs theory,decision makers are divided into different types by the sense-making theory.According to the situation at that time,the choice of effective information transmission is carried out in order to achieve the purpose of effective information communication.Lean sales model is divided into six stages of the sales process: the value of the search,the value breakdown,the value delivery,the value recognition,the value delivery and the value maximization.Stage one is to collect the basic information of the customer to understand the organizational structure.Stage two is to find the decision-making process,and to build a platform for communication with the decision maker.Stage three is to analyze and solve problems through official writing.Stage four is to sign the technical agreements,to negotiate the price and to trial product.Stage five is to sign the contract,and to deliver the product or the service.Stage six is to after-sales service and to visit regularly.New sales opportunities can be found and a long-term win-win relationship can be establishing with the customers.Lean sales model can guide the sales staff’s sales behavior though the stages,the way,and the type.Through the elimination of waste and value-added services,it improves the sales efficiency,increases sales and reduces the cost of the sales process.It can achieve the goal of improving the competitiveness of enterprises and achieving the maximum profit.It can achieve the goal of sustainable development.