Study Of Sales Team Management Strategy

After entering the 21th century,English learning has gradually developed towards a younger age.In some economically developed regions,parents generally have a strong consciousness of education.For some parents,it has become a rigid demand for their children to learn English from childhood.Because of the large number of children's English training institutions,there are also more demands for teachers and sales,which leads to the situation that the supply of professionals is in short.Especially for the salespersons in English training industry,because of the large demand and the low threshold of entrance,there are many problems such as the salespersons are in a motley crowd condition in different institutions.There are many objective problems in the Sales Department of many training institutions,which lead to the confusion of department management.These problems need to be solved urgently.Based on the case study of Chengdu campus of V children's English training company,this thesis combs the current situation of children's English training industry and the working characteristics of its salespersons,analyzes the reasons behind the characteristics,and researches several management problems of the sales team through literature analysis,questionnaire survey,case analysis,and interview.According to the investigation,these problems are respectively the difficulty in recruiting salespersons,the slow growth of new employees in the sales department,the need to improve the professional knowledge and skills of salespersons,the high turnover rate of salespersons and the lack of professional development planning of salespersons.Through the interview with the members of the Sales Department of different children's English training institutions,the investigation of customers and the interview with the employees of V children's English training institutions,we investigated the commonness of excellent sales personnel in children's English training industry,the basic needs of the target customers and the basic problems existing in the management of the sales team.According to the analysis of the problems and current situation,combined with the investigation data and the causes of the problems,and based on the ERG theory,bucket effect and expectancy theory,this thesis puts forward the optimization suggestions and relevant safeguard measures for the Sales Department of Chengdu campus of V children's English training institution in recruitment,training,assessment,salary incentive and promotion mechanisms.The significance of this thesis lies in enriching the research on sales team management of high level market in children's English training institutions,hoping to solve the problems faced by the sales departments in Chengdu campus of V children's English training institutions in the competitive market,and sum up the experience to avoid similar problems occurring again.Meanwhile,this thesis expects to give some enlightenment to the different training institutions and the managers of the sales department at the initial stage of development.