Research On Cross-selling Of L City Post Company Based On Incentive Mechanism And CRM System

With the deepening of market-oriented operation in our country,"separate management and comprehensive management" has become a key way for modern enterprises to grow.Under the market environment of carrying out cross-selling,all walks of life gradually move towards diversification.However,the cross-selling of diversified companies has not always been smooth sailing.Cross-selling based on diversification also has its difficulties.Since the transformation of its business model in 2007,China Post has successively carried out the reform of separating government administration from enterprise management and specialization,and has realized diversified operation of the three business segments of postal service,express delivery and finance.Four major departments have been established,including eight major departments.In the face of the fierce market environment,L Postal Service also faces more and more competitive pressures and problems.All these problems make L Postal Service at a disadvantage in the fierce market competition,which seriously restricts its future development.With the development of science and technology and the arrival of the "e-commerce era",traditional enterprises' competitive advantages lie in their long existence,diversified businesses and rich customer resources.Therefore,in order to regain the market,they must make full use of technological means to give full play to their advantages in customer resources.This paper intends to take CRM system maintenance of customers as the research object and cross-selling status--problems--optimization countermeasures as the research idea,trying to explore a suitable road for L city post company to implement cross-selling strategy.In the study,it is found that the main problems in the implementation of cross-selling in L City post company focus on customer relationship maintenance and sales staff incentive mechanism.From the perspective of the current situation of employees' compensation structure,promotion mechanism and training mechanism,the incentive mechanism for sales personnel in L City Post company is not reasonable,which is related to the development of cross-selling business of the company.For employees and enterprises,both of them promote and develop each other.Combined with the actual situation of L City post company,in order to ensure the smooth development of its cross-selling business.This paper mainly based on the basic concept of cross-selling,incentive mechanism theory as the basis of research,in view of its CRM system maintenance and incentive mechanism is not reasonable,put forward corresponding performance improvement strategies and guarantee mechanism.At the same time,in order to ensure the smooth development of cross-selling in L city post company,Suggestions on the construction of CRM system are put forward.