| Summary: | 碩士 === 輔仁大學 === 企業管理學系管理學碩士在職專班 === 103 === Recently, with the change of the factory patterns in SMT industry, Taiwan has played an important role in the global electronics industry. The electronics industry in Taiwan has moved forward from foundry phase to mass production phase. With the rise of consumer awareness, the types of 3C products are getting diverse with lower quantity. As the changes of the environment and the transition of production base, the SMT industry currently build up their factories along the coast in China. In order to save the labor costs, some companies have been mov-ing their factories inward from costal area to inner China. Those companies in equipment industry set a high standard of price and function for SMT equipment.
In selling process of SMT industry, the sales are important for the development of a corporation. Therefore, it is a quite vital lesson for a distributor which sells equipment to emphasize the selling technique of sales and the quality of after sales service. This study will further discuss the issue of phenomena and solutions which sales could have happened in selling process.
In the SMT industry 's sales process , business development officer for the company is extremely important, so how to strengthen the operational staff in sales techniques and service , the company is an equipment dealer 's extremely important issue , so business people problems in the sales process and the solution is to want to explore the subject of this study.
The purpose of the study is to investigate the problems that sales may en-counter in different stages of selling process and the difference of the problems and the roles that sales play between OBM and OEM. This study adopts the case study on the two kinds of manufacturer, OBM and OEM. The selling process is divided into 4 phases. Then the researches focused on the S company for 6 cases to do the further analysis. The outcome of the study found out that the problems sales encounter will differ from diverse phases of selling process. In the phase of information collection, the issue will focus on the service and price; in the phase of support the process, the issue will focus on the service; in the phase of equipment sale, the issue will focus on the price; in the phase of tracking delivery, the issue will focus on customer service, examination and payment.
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