Abstract
Sales person is consistently a very indispensable role in most industry. Since 1980s, Most hardware and software information system company had transfer their original position to service provider, and successfully established innovative business model through excellent salesperson’s professional information service ability and marketing sense .Because outstanding sales in information service industry definitely very important, it stands to reason that how to develop selling force management strategy exactly is a key point . This research is focus on selling force management in information service industry .We came out initial framework through interview, bibliography review and experience of studying in information service benchmark company, after our analyze and conclude,we find four major construct which are leadership, selling style, incentive system, and selling expertise most directly and obviously influence selling performance, Each construct which also includes different variable . After our interview and analysis, we find the final selling management strategy and complete research framework which should be realize and finalize through salesperson, sales manager and company carrying out all the task . Moreover, we also bring up different principle and program for sales, sales manager and company itself . We have confidence, if normal information service company can take this conclusion of research as reference of selling force managent and execute realistically, we have confidence our research can bring IT industry significant contribution on selling force management.