Project-based sales management system and its value.doc

 PAGE \* MERGEFORMAT 12 Project-based sales management system and its value A project-based marketing challenges faced by 1, the project-based sales (Project Selling) of the definition of The so-called Project (Project) is a client organization in a certain period of time in order to achieve specific goals together to mobilize the resources of combination, in order to achieve a specific outcome of a series of related activities carried out, project-based sales (Project Selling) is a specific project launched in the procurement needs of a range of sales activities. According to the different customer needs, project-based sales can be divided into the following categories: (1), designed for the client in professional organizations on the overall solution, companies only need to provide total solutions to customers involved in the sub-products or services. For example: customer create a new transformer room project, often commissioned the design institute to design the overall program, and then design to the procurement of the various manufacturers switchgear, air circuit breakers, inverter and other related products, and ultimately by the construction unit of these product portfolio into a complete system. (2), the customer does not mature for the project solution, vendors will need to provide a total solution, that is ‘turnkey’ or ‘general contractor’. For example: a transformer room is also a new project, customers can also commission a design qualification and construction of both a qualified general contracting firms on the project, by the same company to complete from design to installation of the entire process. 2, the project-based sales (Project Selling) characteristics and project-based sales of the challenges faced by The project-based sales and product-type sales, compared with a lot of obvious differences, these differences make the project-based sales as opposed to product-type in terms of sales needed to face more challenges. (1) Product sa