As one of the focal points of the textile machinery company's organizational reform, the integration of sales resources is directly related to the expansion of the textile machinery market and the textile machinery company's operating performance. It can be said that integration is a systematic engineering and a gradual process. Rifa Textile Machinery has transformed from linear management to matrix management. It is imperative to integrate the sales resources divided by business divisions into the company's unified sales team.

     In order to effectively integrate the company's sales resources, the Textile Machinery Company will take the lead in the pilot project of integration in the model regional market-Shandong market. The first step of integration is the training of sales staff in the Shandong area.

    On May 6, 2005, with the attention and support of the senior leaders of the Textile Machinery Company, the 5-day training for sales personnel in Shandong area officially kicked off. He Xuping, CEO of Textile Machinery Company, explained the significance of the training from three aspects in his opening speech: 1. From the company level, the integration of sales resources will directly promote the implementation of organizational changes, and the company's sales resources will become a unified Overall; 2. After the integration, the company’s sales will get rid of the phenomenon of individual sales staff and waste of sales resources, and it is expected to achieve an improvement in sales performance; 3. After the integration, higher requirements are placed on sales staff. Customers of the same type now require to understand all of the company's products and face a broader market, which poses new challenges to the professional knowledge and sales skills of sales personnel.

     The training involved several main products of the company: the RFCS510 compact spinning machine and RFRS series rotor spinning machine of the spinning system; the RFJA10 air-jet loom, the RF231B parallel yarn machine and the RF321E short-fiber two-for-one twister of the weaving system. Mainly through the system training of product functions, configuration, technical features, technical support, etc., so that sales staff have a systematic understanding of the product. Through this training, the sales staff's understanding of the company's products is no longer limited to a certain product or a certain type of product, but has a comprehensive understanding of all the company's products, and can provide personalized solutions to customer needs. , Thus completing the transformation from a single product salesperson to a textile machinery product sales representative, and this is also the original intention of the company's sales resource integration.

     One of the highlights of this training is the training of "teachers"-the company invited the backbone of the technical center, and arranged a technician and a factory team leader for each product, through the close combination of theory and practice to make sales People have a deeper and more intuitive feeling about the product. Facts have proved that such "two-pronged" teaching has achieved very good results: in theory, it is impossible to describe detailed problems. In practice, through contact with prototypes and participating in the assembly process, there is a more intuitive understanding; on the contrary, in actual contact The problems in which there is no way to insight are made clearer through theoretical explanations.

     Also attending the lecture were the senior leaders of Textile Machinery and the general manager of the business department Yi Hongxing and Yin Yuanjun. They all have a wealth of practical experience in sales: General Manager Yihongxing’s market analysis and sales experience sharing in the Shandong area pointed out the correct direction for sales in the future; General Manager Yin Yuanjun gave a wonderful speech on sales knowledge to sales The sales ideas of the staff have been sorted out in a standardized and complete way.

     As of the time of publication, the training is still in progress. I believe that this training will not only improve product knowledge and sales skills, but also convey the company’s goals and ideas to sales staff through training, stimulate sales staff’s enthusiasm, and successfully complete the integration of sales resources in the Shandong area. So as to play a demonstrative role for the integration of national sales resources.