A Research on Salesman’s Training Model and Relative Performance Incentive in Bearing Industry

• Main Authors: Shih-Chien Hsu, 許時堅
• Other Authors: Paul Chao
• Format: Others
• Language: zh-TW
• Published: 2006
• Online Access: http://ndltd.ncl.edu.tw/handle/84219563792646506962

碩士 === 逢甲大學 === 經營管理碩士在職專班 === 94 === Bearings are the key components in the transmission module of machinery & automobile industry. Bearing business has been supporting the Taiwan machinery & automobile industry for the past 50 years. However, Taiwan bearings distributors are facing fierce challenges influencing by globalization and the emergence of the Mainland China market. Bearing distribution used to be seller’s market, but with the rich variety of brands and specifications, it has become the buyer’s market. The distribution model has changed from an agent system to direct supply to the end consumers. That’s why the role of the business staff of distributors must be redefined to be professionals who have the knowledge to offer solution-oriented services to customers. Trainings and performance evaluations must be offered to facilitate the redefinition. This research hopes to reach the business target by offering trainings to sales staff with which they will be able to provide professional knowledge to customers with performance evaluation. This research will also probe into, through the relation between the two, the knowledge needs of suppliers and users to enable bearing distributors discussing the possibility of setting up perfect systems in the saturated market.