SALES MANAGEMENT: GROUP PROJECT
MKT4043 Sales Management
Semester 1 of 2016-17
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MKT4043 Sales Management
Group Project
Student Name
Student Number
Anker He
1430002035
Andy Wu
1430002123
Ariel Xie
1430002126
Chrome Cai
1430002003
Iris Ma
1430002090
Truman Li
1430002052
Group No
5
Originality Agreement
SALES MANAGEMENT: GROUP PROJECT
MKT4043 Sales Management
Semester 1 of 2016-17
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By signing my name in the table below, I agree:
1. That the work contained in this assessment is my own work. Where I have copied
material from others, I have used an acceptable method of referencing to indicate this.
2. That if the Subject Teacher finds copied work in this assessment which has not been
referenced appropriately, I will receive a zero mark for this assessment.
3. That if I allow others to copy my work, then I will receive a zero mark for this
assessment.
Chinese Name
English Name
Signature (in Chinese)
贺昌杰
Anker
吴志涛
Andy
谢雯
Ariel
蔡欣睿
Chrome
马文馨
Iris
李定成
Truman
SALES MANAGEMENT: GROUP PROJECT
MKT4043 Sales Management
Semester 1 of 2016-17
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Member’s Contribution Page
The numbers in the team and should finish this report together. The appointed
responsibilities for each part are as following:
Assessment and Presentation Contributions
Contributions
Name
Proofreading all parts of the report, find some resources, finish
7. Sales expenses and 11. Conclusion
Anker
Contact manager, finish 1. Company and Industry
Background, 4. Organization of the sales function, and 10.
Recommendation, typesetting and sort out the reference
Andy
Find some resources, finish 5. Recruitment and selection
and 6. Compensation
Ariel
Find some resources, finish 8. Territory Assignments and 9.
Performance Appraisals
Chrome
Find some resources, finish 2. sales manager’s position and
3. sales planning and forecasting
Iris
Find some resources, finish 10. recommendation
Truman
SALES MANAGEMENT: GROUP PROJECT
MKT4043 Sales Management
Semester 1 of 2016-17
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Table of Contents
Table of Contents ……………………………………………………………………………………………………….5
List of Figures ……………………………………………………………………………………………………………6
List of Tables ……………………………………………………………………………………………………………..6
1. Company and Industry Background ……………………………………………………………………….7
2. Description of the Sales Manager’s Position ……………………………………………………………7
3. Sales Planning and Forecasting ……………………………………………………………………………..9
4. Organization of the sales function ………………………………………………………………………..10
5. Recruiting and Selection …………………………………………………………………………………….12
6. Compensation ……………………………………………………………………………………………………13
7. Sales expenses …………………………………………………………………………………………………..14
8. Territory Assignments ………………………………………………………………………………………..15
9. Performance Appraisals ……………………………………………………………………………………..16
10. Recommendation ……………………………………………………………………………………………17
11. Conclusion …………………………………………………………………………………………………….19
References ……………………………………………………………………………………………………………….21
Appendices ………………………………………………………………………………………………………………10
Sample Interview Questions ……………………………………………………………………………………….24
SALES MANAGEMENT: GROUP PROJECT
MKT4043 Sales Management
Semester 1 of 2016-17
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List of Figures
Figure 1 Organization of the sales function ……………………………………………………………. 10
Figure 2 The distribution of industries in China ……………………………………………………. 16
Figure 3 The supply distribution of the PCB ………………………………………………………….. 16
List of Tables
Table 1 Statement of sales expenses ……………………………………………………………………… 24
SALES MANAGEMENT: GROUP PROJECT
MKT4043 Sales Management
Semester 1 of 2016-17
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1. Company and Industry Background
Juxin Electronic Technology（Meizhou）Co., Ltd was founded by Mr. Wu and his friends
in 2003 as a processing company to produce different types of printed circuit boards (PCB)
with high precision. (Hu, Basic information, 2003) It could only process the single-sided
printed circuit boards in accordance with the laggard technologies in the early stage. However,
with the development of technologies, high efficiency team, and impeccable human resources
management systems, the employees have been expanded up to more than 400 and there are
several branches have been founded in different territories of China. What’s more, it can even
produce the multilayer fourteen layer of circuit boards, which is a tremendous change than
before. (Hu, Human resources information, 2003)
With the enormous development of the processing technologies and immense demand
market of the printed circuit boards, the sales strategies of the company have been changed.
(China Weekly News, 2012)Unlike the original strategy of the company to make the cold call
from one customer to another one, it pays more attention to building and maintaining the
long-term relationship with customers under the customer-centric strategy. In other words, it
pursues to maximize the benefits of stakeholders now. (Kelley, Richardson, & James, 2015)
2. Description of the Sales Manager’s Position
2.1 Experience
Through the interview with the sales manager, we realized that the major of Mr. Wu is
international trade in college. The systematic learning of university laid the foundations for his
future careers. After he graduated from the university, He found the first job was the
Wal–Mart’s merchandise buyer, which means he started to access to the genuine markets and
applied the knowledge learnt from the college. Through the experience and information
SALES MANAGEMENT: GROUP PROJECT
accumulated during the the first two years in Walmart, Mr. Wu and his friends tried to
established a sales processing company in 2002, which the prime business of the company is
selling the printed circuit boards (PCB). In 2003, the Juxin Electronic Technology (Meizhou)
CO., LTD has been found in Guangdong province. Mr. Wu as the shareholder and the sales
manager of the company conducted the market operations to make it run well.
2.2 Main management work and work assignment
Mr. Wu manages about fifty person of the sales department in China. The Sales department
is divided into some groups. And each group has three types of employees, which includes
salesperson, sales engineer and the after-sales service personnel. The mission of salesperson is
to actively find the potential consumers and to make business negotiation with them. (Gitomer,
2005) The Sales engineers are focus on providing technology support for the service of
consumer. And the after-sales service personnel need to follow up and response the demand of