Sales thesis references
College life is coming to an end, we all know that graduates have to go through the thesis, the thesis is a form of preparedness to test the results of the student's learning, so the question comes, what should be written in the thesis? Here is my help to organize the sales thesis references, for your reference and reference, I hope to help the need for friends.
Sales thesis references Part 1
[1]Li Yongrui, Bi Yan, Li Junli, Wang Changhai, Yu Haibo, Wang Luozhong. Discussion on Compensation Program Design of Real Estate Development Enterprises--Taking Beijing H Land Company as an Example[J]. China Human Resource Development, 2009, (2).
[2]Wang Lingyun, Liu Hong. Comparative Study on Compensation System of Different Ownership Enterprises in China[J]. Business Economy and Management, 2007,(9).
[3]Wang Yuanyan. Optimization of the remuneration mix of sales staff in S Company[J]. China Human Resource Development, 2009, (10).
[4]Zhao Hui. A case study on the design of enterprise A's compensation system[J]. Population and Economy, 2007,(4).
[5]Sun Bailing. Talk about coal transportation and marketing enterprises operating sales of high-quality, scientific management [J]. Beijing foreign economic and trade university journal, 2007(1).
[6]Liu Senyu, Ma Wen. How to rely on talent incentive mechanism to improve the sales growth of coal transportation enterprises[J]. Journal of Guangxi Academy of Sciences, 2005(8).
[7]Li Jingfu. Analysis of specific measures to improve the construction and management of sales team of coal transportation enterprises[J]. Coal Economy, 2006(10).
[8]Wang Danhui, Jin Ming. The Main Sales Problems and Solution Measures of Domestic Coal Transportation Enterprises[J]. China financial management: comprehensive edition, 2005(7).
Sales thesis references Part 2[1]Han Feng discusses the incentives for sales personnel in sales management [J]. China market, 2013(33).
[2]Zhang Ruijie, Hu Zhihong Motivational factors in sales management work in the application of research[J]. Enterprise Herald, 2012(23).
[3]Mao Chunyi on sales management work in the sales staff of incentives[J]. Commodity and quality - construction and development, 2014 (4).
[4]Sun Yongsheng, Li Li marketing practitioners effective incentive system design[J]. Statistics and Management, 2013(4).
[5]Study on the incentive of sales staff in Lu Yao foreign trade export enterprises--Taking DW company as an example[D]. Hangzhou: Zhejiang University of Technology, 2011.
[6]Liu Xiaowei Motivation perspective of sales personnel performance management analysis[J]. Modernization of Shopping Malls, 2011(16).
[7]Liu Liyu, Wang Yunfeng Strengthening effective incentives for telemarketers--The example of Company A in the teaching aid industry[J]. Operation and Management, 2013(3).
[8]Jiang Lei, Ning Zhuli, Guo Xiangyu Analysis of the effectiveness of different incentive systems on the motivation of sales staff - a study based on a men's clothing brand[J]. Textile Herald, 2013(4).
Sales Thesis References Part 3[1] Bottle Food. The Value and Misinterpretation of Total Marketing [J]. Contemporary Manager, 2005(5)
[2]Wang Qian. Haier's all-employee marketing[J]. Enterprise Reform and Management, 2004(5)
[3]Pan Liqin. Exploration of all-employee marketing in small and medium-sized enterprises [J]. Economist, 2012(11)
[4]Zhang Xiaohong. Anatomy of all-employee marketing misunderstanding[J]. Telecommunication Technology, 2010(11)
[5]Zhou Xiaoguang. All-employee marketing of heavy steel [J]. Enterprise Reform and Management, 2004(8)
[6]Yang Jianhong. The Way to Success of Yonghe Dawang--Carrying Out All-employee Marketing[J]. Enterprise Economy, 2003(6)
[7]Qian Huafeng. The design of incentive compensation for sales staff [J]. Consumer Guide, 2009(2)
[8]Jing Fangkun. Compensation design of enterprise sales personnel[J]. Small and medium-sized enterprise management and science and technology (Lower Decade), 2009 (1)
[9]Wang Ping. The design of sales personnel compensation system[J]. Economic Research Guide, 2009(4)
[10]Zhang Si-long. Sales compensation design[J]. Enterprise Management, 2007(4)
[11]Yang Ruijuan. Discussion on Compensation Design Program for Sales Personnel [J]. Modernization of Shopping Malls, 2006(17)
[12]Xu Xiaohui, Zhao Guoqiang. Dual-effect compensation program for sales staff [J]. Jiangsu business theory, 2006(8)
[13]Hu Shuqi, Wei Jinmin. The key to growth of sales capacity of coal transportation and marketing enterprises lies in institutional innovation[J]. China Economic Herald, 2004(9).
Expanded reading: Auto Sales Thesis Sample
4S store is a set of automobile sales, maintenance, parts and information services as one of the sales store. 4S store is a "four-in-one" as the core of the automobile franchise business model, including the whole vehicle sales (Sale), 4S store is an automobile franchise model with the core of "four-in-one", including whole-vehicle sales (Sale), spare parts (Spare Part), after-sales service (Service), and information feedback (Survey). It has a unified appearance image, unified logo, unified management standards, and only operates a single brand. Automobile 4S store automobile store is invested by the car dealer construction, used to sell by the manufacturer special authorization of the brand car, its channel mode can be expressed as: manufacturers - stores - end users. Auto 4S sales model has become the mainstream channel mode in China's car market.
I. Analysis of the current situation of auto 4S stores
Credibility 4S stores have a series of customer complaints, comments, claims management, leaving a good impression on the owners, while the ordinary tuning store due to the quality of personnel, management and other issues, often out of the problem can not find the responsible for, and each other to blame each other, to the owners of the car left a very bad image. Previously, 4S stores did not operate automotive supplies, car owners have no choice but to go to the retail tuning store, now 4S stores have to operate in this area of business, certainly will not be close to the far, 4S stores will be their first choice.
2. Professional
As 4S stores only for a series of manufacturers of models, manufacturers of a series of training and technical support, the performance of the car, technical parameters, use and maintenance are very professional, to achieve the "specialized and refined". And automobile supplies dealers contact with more models, each model is not very proficient, can only do "miscellaneous and bo", in some technical aspects of more than just know one, don't know the other. Therefore, when modifying some products that require technical support and after-sales service, 4S stores have a great advantage.
3. After-sales service guarantee
With the increase of competition, 4S store business more and more focus on the establishment of the service brand, coupled with the backing of the 4S store is the automobile manufacturers, so in the after-sales service can be guaranteed. Especially automotive electronic products and car audio-visual products in the modification to change the car's original circuit, for the future after-sales service to bring trouble. Once saw a tuning store modification of an Audi car car audio-visual, audio-visual modification is good, the result of the car can not ignition, because there is no professional technical personnel and service assurance, modification of the Audi car's computer program damage. Some automobile manufacturers even strictly stipulate that the modification of automobile electronics is not allowed, and if the modification is made, the manufacturer will not carry out warranty. If the car modified in the 4S store can be committed to the owner of the warranty to eliminate the owner's worries, it will be one of the important means of attracting owners to modify the 4S store to modify some of the technical content of the product is the owner's first choice, while also avoiding direct price competition with the retail modification store.
4. Humanization
In the 4S store so that owners can really enjoy the "God" feeling, tired of the lounge, thirsty water, boredom, you can read magazines, books, newspapers, Internet, if you are in a hurry to use the car and a spare car for you to use, the whole process has a special service personnel for you to take care of, do not have to worry about their own to complete the whole business. The automobile supplies modification store these aspects simply can not do.
Second, the car sales service
(a) the concept of sales service
Sales is to create, communicate and transmit value to customers, and customer relations in order to allow the organization and its stakeholders to benefit from an organizational function and process. Selling is the process of presenting the benefits offered by goods to meet specific customer needs. Commodities, of course, include tangible goods and their accompanying intangible services. Satisfying a specific customer need means that a specific customer desire is satisfied or a specific customer problem is solved. The only way to satisfy such a specific need is through the special benefits provided by the goods. Therefore, the definition of sales is that you are able to find out the special benefits that the goods can provide to satisfy the customer's specific needs. Sales is the accumulation of time, specialized knowledge, practical experience, and industry contacts. It breaks the traditional means of survival, breaks the inherent mode of work, with a completely new face into the annals of economic development. In it, it embodies self-esteem and inferiority, pride and lowliness. It absolutely varies from person to person, and different salespeople represent different values of the product. In people's minds, that is, admire the top salespeople eloquent speech, dashing extraordinary character charm, but also all the time in the contempt of lowly salespeople. It is both hair, but also Tarzan; both the lifeblood of the enterprise, but also the so-called "tramp" home. Everyone laments the fact that it makes such a difference, that it is such an unclimbable summit. Marketing is the process of helping people get what they need, and the people who do the selling get a modest reward from the exchange. Therefore, it is an art to create a win-win situation where both parties get what they need and are satisfied with each other. Therefore, "sales" can be said to be a "win-win art".
(B) the elements of sales service
Sales elements of the enterprise in order to meet customer demand, to promote market transactions and the use of marketing tools. These elements are varied and have evolved as the social marketing situation has changed.
1. To meet market demand as the goal of the 4P elements of the theory: the shortage of economic times "4P theory".
Professor McCarthy, an American marketing scholar, in the 1960s summarized the various marketing elements into four categories: product, price, channel and promotion. The English beginning of these words are P, so it is called "4P".
2. The "4C" theory of pursuing customer satisfaction as the goal: the "4C" theory of the saturated economy.
With the increasingly fierce competition in the market, the media spread faster and faster, the 4Ps theory is increasingly challenged.
Pharmaceutical sales thesis
Topic: Exploration of the future development of China's pharmaceutical sales channels
(a) the third terminal market to open up the sales situation
The third terminal market mainly includes the majority of the rural pharmaceutical market and the urban community health service stations. National and local governments, whether from the macro-policy or specific implementation methods, in this year have further implementation, especially for the urban community health service station specific guidance measures are also improving, next year will enable it to have a greater market opportunities. And this year for the majority of rural pharmaceutical market mainly includes the county below the township health centers, rural health centers, clinics and part of the urban and rural health centers, private clinics, factories and mines, outpatient clinics and so on. They are not subject to the limitations of this year's drug bidding around, so many pharmaceutical companies, especially prescription drug companies have begun to pay attention to the development of the third terminal market. This year, facing the sales of drugs in the first terminal, facing the price reduction caused by the bidding of drugs on the network in many regions and the price reduction measures of the National Development and Reform Commission for drugs, especially antibiotics, have put the sales of many prescription drugs in the first terminal in a difficult situation. The development potential of the third terminal, especially township health centers, rural health centers, clinics and other small medical institutions, has become the object of favor of various pharmaceutical companies.
At present, the development of the third terminal market in the national market is very uneven, the market differentiation is also relatively large, the regional economic development and the progress of the rural healthcare system is not the same, the pace of the pharmaceutical commercial channels to expand the third terminal is not consistent. All these factors directly or indirectly affect the pace of our expansion of the third terminal market. At the same time, we should also note that the development of the third terminal sales model is relatively single, one is to rely on the third terminal market facing the platform of pharmaceutical commercial companies, through the commercial channel resources indirectly carry out the third terminal sales activities; the second is that the enterprise itself to set up a sales team specializing in the development of the third terminal market, in-depth through the first-line market through a certain mode of sales such as promotion of the ordering of the small meeting, in-depth excavation of the market to give play to the local health centers and other larger terminal capacity. Local health centers and other larger terminals to develop the ability of the third terminal market. Regardless of which form, which sales model, our fundamental purpose must be clear, that is, to effectively expand our products to these blank markets. The third terminal market is a high-speed development of the market, the same market competition is intensifying the development process, a clear sales purpose, real-time insight into the changes in the market environment, especially the changes in the pattern of the local regional pharmaceutical business channels, the rural health care system and the development of urban community health care services, in line with market changes, combined with the enterprise's own situation, to come out of the direction of the development of the third terminal in line with the direction of the enterprise. The company's business model is to develop the third terminal in line with the development direction of the company.
The brand and strength of the enterprise is the innate advantage to develop the market, which is also reflected in the development of the third terminal market. Brand enterprises or enterprises with development strength in the current market competition is increasingly white-hot today to expand the third capital terminal market is bound to be a good choice. But in the development process need to pay attention to and pay attention to the following two aspects:
1, the use of brand-name enterprises to promote the popularity of non-branded products sales
The good reputation of brand-name products can be used as a knock on the door to open the third terminal, the brand-name products have entered the third terminal market can attract customers, with the help of the product brand and the corporate brand, to promote and drive the sales of other non-branded products; did not enter the third terminal market. The branded products that have entered the third terminal market can attract customers and promote and drive the sales of other non-branded products with the help of product brand and corporate brand; the branded products that have not entered the third terminal market can enter the market easily by relying on their own sales atmosphere and the market effect of the branded products that have already been formed, so that they can seize the market share and increase the market share.
2, combined with other depth of enterprise distribution work low-cost staffing for the third terminal
Development of the third terminal market is actually part of our depth of distribution work group, for many companies, the first thing that gives us a headache is the people, manpower costs, inputs and outputs, staffing increases in the management problems and so on are plagued by the big things. For brand enterprises, especially the strong brand products, counterfeit work is a long-term task of the sales team, and counterfeit goods are most likely to appear in the third end of the market, we can be combined with the enterprise's anti-counterfeiting work, the configuration of the third end of the market in-depth distribution staff, the development of the third end of the market and the enterprise's counterfeit investigation and handling combined, both to save resources and in-depth expansion of the market, why not kill two birds with one stone? It's a great way to get two birds with one stone, so what's not to like?
The third terminal market is characterized by a large number of terminals, decentralized, a small amount of digestion of individual terminals and the overall market capacity, more than a wide range of points, high demand, distribution difficulties, low profits, low risk. This determines that our mode of developing the third terminal is mainly to sell through the pharmaceutical commercial channel platform and the sales meeting organized by the enterprise itself, and the meeting sales become the most important sales method for the development of the third terminal. This kind of face-to-face meeting sales held for the third terminal customers, a very joint link is the ability of our sales staff to pull orders. We have organized many such third terminal conferences before, and the effect of conference ordering is often determined by the working ability of business personnel. The same products, the same promotional policies, similar regional environment, different business people involved in the conference activities, the order quantity is very different. Therefore, pay attention to the ability of business personnel conference sales work is placed on the first place of sales work, but also the only thing that can not be imitated by competitors. In the current market competition homogenization of products, homogenization of sales is serious today, strengthen the software construction of the sales team, improve the team's ability to work is to win the battle of the magic weapon. The ability of business personnel to pull single needs to be completed through centralized training and combat drills.
The third terminal customer business after reaching the most important and most difficult. The problem is the distribution problem, the development of the third terminal for the production enterprises need to look for a regional market distribution capacity of the pharmaceutical commercial companies as our partners, for the pharmaceutical commercial channels must establish their own to establish and improve the distribution capacity or to look for a professional logistics company to complete the function, which is the development of the third terminal of the door of the most critical foot. Development of the third terminal market is the main need to solve the distribution and after-sales service problems. The principle to solve the distribution problem is to fully explore and tap the resources of the third terminal, win by volume and dilute the distribution cost. At the same time to strengthen the management, in the distribution model, sales management, improve service quality, expand the scale of distribution and other aspects of the fight for low-cost, high-efficiency.
At present, the main distribution model has the following forms:
1, self-built distribution system
2, to become a two-networked designated units or the use of two-networked designated "transit mode" to achieve the distribution, make full use of government support
3, the use of county hospitals and township health centers as a Logistics Center
4, the use of China's most robust logistics system postal logistics network
5, the use of third-party logistics
6, the use of the current logistics network of fast-moving consumer goods
(b) effective use of the bidding intermediary resources
Since the reform of the medical and health system, in order to solve the problem of high drug prices, medical institutions have implemented a centralized bidding and purchasing system for drugs. Centralized bidding and purchasing system, centralized bidding and purchasing of drugs is generally carried out in accordance with the following procedures.
(a) medical institutions to organize the relevant departments or personnel to prepare the centralized procurement of drug varieties (specifications) and the number of plans for the current period, by the unit of the collective audit of the drug management body submitted to the drug bidding and purchasing agency (refers to the joint organization of the medical institutions of the bidding and purchasing agency or bidding agent that is the bidding intermediary).
(B) drug bidding procurement
1. Summary of the drug procurement plan of the medical institutions, the organization of expert committees to review the procurement varieties and specifications proposed by the medical institutions, to confirm the centralized procurement of drug varieties, specifications, quantity, and feedback to the medical institutions.
2. Determine the procurement method, prepare and send the bidding procurement working documents.
3. Audit the legitimacy of drug supply enterprises (bidders) and their credibility and ability to confirm the qualifications of supply enterprises (bidders).
4. Audit the approval documents of the bidding drugs and recent quality inspection of qualified documents;
5. Organize the opening of bids, bid evaluation or negotiation, to determine the winning enterprises and drug varieties brand, specifications, quantity, price, supply (distribution) mode and other agreements.
6. Deciding on the bid or negotiation agreed upon, the organization of medical institutions directly with the winning enterprise according to the bidding (negotiation) results of the signing of the purchase and sale contract. Purchase and sale contracts should be in line with the relevant state regulations, clear rights and obligations of the purchase and sale of both parties.
7. Supervision of the winning enterprise (or by the purchase and sale of both sides agreed to by the winning enterprise commissioned by the law agency) and the relevant medical institutions in accordance with the provisions of the bidding documents and the two sides of the purchase and sale contract to do a good job of drug distribution.
(C) centralized bidding for the same variety of drugs up to two times a year.
In the centralized bidding and procurement of drugs in the procurement process can be found in the bidding intermediary plays a key role, they are linked to the hospital and the centralized bidding and procurement of drugs management. In the bidding procurement process of Chinese medicine enterprises and bidding intermediary contact, and bidding intermediary linked to the hospital as the ultimate buyer, that is to say, bidding intermediary has most of the hospital resources. It is no wonder that some people say that the bidding intermediary is the pushers behind the bidding of drugs.
At present, the country is approved by the centralized bidding agency intermediary institutions of drugs large and small estimated to have more than a hundred. The origin of these organizations is complex and diverse, and can probably be divided into the following categories.
A class is developed by the pharmaceutical e-commerce network companies, with the Internet as a tool for bidding. For example, Haihong, Golden Pharmaceuticals, Huanyu and other companies.
A class of local centralized purchasing centers for drugs developed, partly with the help of computers for procurement, bidding is a way of procurement. These purchasing centers were originally some of the health care reform pilot project, are generally subordinate enterprises of the original local health management department. For example, Jiamusi City, Shaanxi Province and other places.
A class of traditional mechanical and electrical equipment, engineering bidding agency, pharmaceutical bidding agency is only part of its bidding agency business. For example, the Heilongjiang Provincial Tendering Company.
Of course, these bidding intermediaries are divided into three, six, nine and so on, the level of high bidding intermediary bidding experience, strength, a good source of customers, strong bidding agent capacity. The company's main goal is to provide the best possible service to its customers, and the company's goal is to provide the best possible service to its customers. Although there are a lot of criticism of centralized bidding and purchasing of drugs, but in China still have to go a long way, as China's current very important drug sales channels, pharmaceutical companies should pay enough attention. The use of bidding intermediaries to complete the work of pharmaceutical companies can not be completed, the use of bidding intermediaries to improve their sales channels.
(C) hybrid pharmaceutical sales model
The current enterprise sales from the perspective of the channel to divide, can be roughly divided into direct sales, direct control sales, non-direct control sales and hybrid sales. Hybrid sales model is not only to build their own channels, but also to retain the space of agents at all levels, both of which are mutually responsive and inserted into every gap in the market. At present, the domestic pharmaceutical enterprises to use this sales model is not too much, but in the situation of the new drug reform this sales model will soon be popularized. Because this model can strongly promote the rapid development of enterprises. This hybrid sales model, the survival of the roots of China's regional culture, the degree of development of the differences between the different modes of their respective conditions of suitability, from the differentiation of the needs of consumer groups.
Take this hybrid sales model to pay attention to some basic issues:
1, the two can not form a competitive pattern;
2, to absolutely deal with the relationship between the manufacturers;
3, the manufacturers need to be strong enough to capitalize on the strength of the brand and influence;
4, in the same area first self-built channels, running smoothly, and then recruiting partners;
5, in the same region, the first channel, running smoothly, then recruiting partners;
5, in the same region, the first channel, and then recruiting partners.
5, manufacturers of local self-built channels to provide comprehensive services to local partners.
The essence of the hybrid business management model is a multi-enterprise system, in accordance with the principle of flattening, information technology, small institutions and large functions, streamlining institutions, streamlining the main body, reduce the level of management, the establishment and formation of a streamlined, efficient, rapid response, vertical and horizontal coordination, clear powers and responsibilities, management in place of the organizational structure system. In accordance with the principles of enterprise grouping, operation intensification, internal marketization, control budgeting, responsibility targeting, and reward and punishment systemization, the company has implemented the separation of production and operation, the divestment of production and life logistics, the separation of management and operation functions, and the establishment of a management mode combining centralization and moderate decentralization, and the combination of responsibilities and rights. The implementation of "one enterprise, multiple systems", the purpose of which is to streamline the main body of the pharmaceutical enterprises, the core of which is based on the different nature of the units and departments and the situation, to take a different management mode, "divide and rule", the implementation of flexible and diverse modes of strategy, to fully mobilize the units and personnel at all levels and types of production and work actively. and all levels and types of personnel of the production work enthusiasm, creativity, improve labor productivity and institutional operational efficiency, consolidate and strengthen the core business, improve the core competitiveness of enterprises; the way is to divide the small accounting unit, the establishment of internal banks, the implementation of the internal purchase and sale of the settlement system, simulating the operation of the market, and at the same time to increase the efforts of the streaming divestiture, in principle, and the main business correlation between the small departments, industries, from the main industry to separate out, for the The company's business is also a major player in the market.
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