Henan feed companies marketing organization building and incentive mechanism design
|one fodder enterprise in Henan province the diagnose to managements countermeasures.
By visiting and investigating a fodder limited corporation A of Henan province, which have been run by private capital for 5 years, the author put forward his own opinions and the whole solutions to the recent problems such as the predicament faced, the mistaken and incomplete management, heavy mobility of sell team, unstable products quality, incomplete kinds, lack of market operation and awareness, old idea of management and so on, and have designed a set of scheme which focuses on the design of the organization / the description of the post duty / the encouragement to the sales.The scheme designed in this thesis is valuable and handling to management of the medium and small-scale enterprises runned by private capital (manufacturing industry).1 .The problems existing in fodder limited corporation A of Henan province such as the mistaken and incomplete management, the imperfection of the management system, being managed by men, are apt to appear in the course of the development of most enterprises runned by private capital. Should say, it is an advantage when the business enterprises are small, as they may have flexible management and economical cost. However, once the business enterprise becomes developed, they must change the idea of operation and take the standardized road. Only in this way, the enterprises runned by private capital could be bigger, and be more powerful.2.Business administration is mainly the management to people. The most difficult and challenging part consists in the management of the selling team. Most business enterprises have found that the sale is the leader of them, but those who can really make the sale be leader are less, and it’s also difficult to manage the selling team well. Especially the familial enterprises runned by private capital, If they were runned carelessly, the mobility of the sale team would be great, accordingly, the sales with a unsteady thought would have a bad mood, and the greatest behavior to reflect is that most business personnel have only used half of the strength on their work. In that case, how can the sale be good?Concerning the construction of the selling team, the keys lie in a good mechanism, and a set of management systems with perfect and incentive mechanisms.