Abstract
In promoting the sales of electronic components or devices, a lot of resource had been wasted in the elaboration and negotiation process with customers. Such a process often takes a longer time to reach a final agreement among the players. A mechanism to avoid unnecessary resource waste at early negotiation stage is then crucial for a company’s success.This study examines the relationship between the win/loss project on key factors like customer, vender, product and sales. If a company identifies the key factor at the initial stage of the sale project execution, the company should be able to make a better decision in terms of resource allocation.A statistical analysis model is proposed by incorporating the success rate of each factor. The success rate of the project is them defined by the following equation:P = Pc +Ps +Pv + PpP : project success rate。Pc : success rate of each customer。Ps : success rate of each sales person。Pv : success rate of each vender。Pp : success rate of each product。Base on the first 6 months sale data of an electronic company in 2002, the model parameters are identified and the sale data of July-December in 2002 is then applied to test the model validity. The proposed model is now adapted by the electronic company to support its sales team.