Oriental Yuhong Group-W Company Sales Management Research And Improvement Plan Design

W company was founded in 1996 as a state-owned company,which belonged to Xuzhou mining Bureau.in earlier years,its main business is sales of waterproof material.When 2011 Xuzhou mining Bureau listed,W company merged into Beijing Oriental Yuhong waterproof Technology Co.,Ltd in 2011,became a subsidiary company of a listing company.Before Acquisition,W company and Oriental Yuhong had many overlap business.They both faced to the domestic market,even had many conflicts in client resource and business market.So after Acquisition,W company stepped into a new market-energy saving&thermal insulation,and also expanded its business into design,consultancy,and construction.When facing the big changes to the company,it did has a great challenge to the sales people.As a top company in the waterproof industry,there are lots of uncertain factors when it suddenly changed into another industry.where are our current clients?How we get new customers from our current resource?Where are our new clients from?Can our current sales mode adapt the new market and new situation?What are our advantages VS our competitors?These questions all need to be carefully studied when W company turned into another industry.In this article,the author refers to the theory of Management by Objective,combined with the revenue increase of our group company,first identify the current competition situation of the market,then analyze the sales situation after acquisition.In order to identify the bottom neck of the company and make clear of the improvement areas of sales process,the author did in-depth research on company products,sales performance in real estate industry and thoroughly analyzed the existing sales process and sales staff.The theory of sales pipeline and the management of sales process are used to optimize existing sales process and organization structure.The theory of inspiration 1s used to develop inspiration plan,which is specific to sales staff.Last but not the least,the conclusion on sales management is based on the series of analysis.As W company is one of the representatives in the industry,the conclusion of the article and the methodology of analysis could be a reference of the sales management of architecture industry.