CHINEXPANSION

Efficient commercial development


Our services

Sales Force Effectiveness (SFE)


We help organizations improve sales force effectiveness with services that span the following areas:

  1. Strategic planning: Develop sales strategies, market segmentation, and sales processes that support the business strategy
  2. Organization: Align the sales force structure with channel partners, and leverage sales force resources to improve performance
  3. Motivation: Develop quotas, compensation plans, and performance management systems to reinforce and reward selling behaviors that achieve sales goals
  4. Support: Deploy tactical tools, develop processes, and provide training and reinforcement to stimulate sales force adoption

Our services are designed to help organizations achieve measurable benefits. We have assisted our clients to:

  1. Boost sales productivity and deliver high-quality results by establishing consistent, controlled, and repeatable sales processes
  2. Create a more capable sales force by identifying and teaching the behaviors demonstrated by top performers
  3. Improve conversion rates and sales cycle times by aligning the sales process with customer buying behavior and decision points
  4. Enhance sales team efficiency by increasing the adoption rate for productivity tools and processes
A

Diagnosis


Method

Unique questionnaire and interview method

Result analysis

Diagnosis report
Content

Sale's rep

  1. Customer knowledge
  2. Sales reps tasks
  3. Portfolio & territories
  4. Profile & competencies
  5. Customer targeting
  6. Sales action plans
  7. Visit type / content
Managers

  1. Objective setting
  2. Strategy alignment
  3. Managerial task
  4. Management cycle
  5. Motivation & incentive
Organisation

  1. Organization & team's sizing
  2. Customer retention & acquisition
  3. Work efficiency
  4. Sales processes



Transformation action plan




B

Project roll out

Method

Implementation

REporting to top management

Measure results
Content

Training and coaching

  1. Basic sales skills
  2. Effective customer visit
  3. Key account management
  4. Action plan
  5. Commercial strategy training
  6. Management cycle
  7. Distribution, and retail network management
In depth consulting

  1. Processes streamlining: information flows, quotation, contracting, invoicing
  2. Organization and sizing
  3. Customer segmentation
Tools

  1. Targeting tools
  2. Reporting tools
  3. CRM implementation
  4. Distribution analysis tools
  5. Sales team maturity staircase
  6. Sales force Efficiency dashboards

Sales Outsourcing (SO)


ChinExpansion has been delivering sales outsourcing services since 2005 to companies who wish to rely on an external team to insure their business development in China, our services include:

  1. Market study, benchmark, identification of opportunities
  2. Go-to-market strategy in China
  3. Selection of distributors, contracting
  4. Implementation of a retailer network
  5. Key project tracking and pure business development
  6. Sales force recruitment and management
  1. Key accounts managers
  2. B2B and B2C itinerant sales force
  3. Distribution networks recruiters and team leaders
  4. Sales development program managers
  5. Specific key project development
  6. Commercial department outsourcing

Action plan proposal for the next period (monthly)


Discussion/meeting, agree on a defined action plan

Implementation
Market understanding/ Commercial strategy
Business development actions
Products/service delivery support (after sales)

Reporting and action plan proposal for the next period (monthly)

Our customers

Our customers are mostly industrial groups willing to improve their sales performance in China; but also SMEs with products/services carrying high potential in China Market and wishing to accelerate their sales.

Large groups

SMEs

Partner organizations


About us:

Created in 2005, ChinExpansion Ltd focuses on sales performance while leveraging the western sales management techniques and methodologies in China.

ChinExpansion, with offices in HK, Beijing, Kunming and Paris proposes a range of consulting services: Sales & channel development, sales effectiveness, sales outsourcing, Training & competence development.

Throughout the years, the company has been involved in many industries such as public infrastructures, construction, energy efficiency, oil and gas, automotive, telecommunication.