本文選題：機(jī)械密封 + 油氣行業(yè)�。� 參考：《西南交通大學(xué)》2017年碩士論文

【摘要】：JCT公司主要為石油、天然氣等能源化工市場(chǎng)提供高質(zhì)量的機(jī)械密封產(chǎn)品。在國(guó)際原油價(jià)格自從2014年6月以來出現(xiàn)大幅下跌后,油價(jià)長(zhǎng)期低迷,導(dǎo)致油氣行業(yè)自身嚴(yán)重虧損。在對(duì)油氣行業(yè)投資放緩的同時(shí),也給相關(guān)配套生產(chǎn)企業(yè)的經(jīng)營(yíng)造成了重創(chuàng)。JCT公司來自機(jī)械密封新裝機(jī)市場(chǎng)的銷售訂單急劇減少,促使其開始調(diào)整銷售策略,把主要銷售精力集中到現(xiàn)有的售后服務(wù)市場(chǎng),希望能夠減小行業(yè)下滑帶來的沖擊。自2015年1月開始,JCT公司開始全面檢討現(xiàn)有的銷售管理活動(dòng),發(fā)現(xiàn)公司銷售人員雖然在跟進(jìn)很多銷售機(jī)會(huì),但最終轉(zhuǎn)換成銷售訂單的銷售機(jī)會(huì)卻很少。同時(shí),由于銷售人員都是采用家庭辦公模式分散在全國(guó)各地,公司管理層希望能通過緊密聯(lián)系駐外的銷售人員,及時(shí)獲得市場(chǎng)信息,了解客戶的真實(shí)需求,考核銷售人員的績(jī)效。針對(duì)銷售訂單轉(zhuǎn)化效率低以及銷售人員遠(yuǎn)程管理及考核難的問題,本文提出了根據(jù)JCT公司的銷售現(xiàn)狀和機(jī)械密封產(chǎn)品具有高價(jià)值且復(fù)雜的特點(diǎn),將銷售機(jī)會(huì)劃分成四個(gè)階段并對(duì)每個(gè)階段銷售機(jī)會(huì)跟進(jìn)動(dòng)作進(jìn)行分解,提出衡量標(biāo)準(zhǔn)。通過加強(qiáng)對(duì)銷售機(jī)會(huì)的管理,幫助企業(yè)在市場(chǎng)開拓中提前感知需求變化,迅速搶占先機(jī),不斷擴(kuò)大市場(chǎng)份額,同時(shí)充分利用公司現(xiàn)有的銷售與服務(wù)網(wǎng)絡(luò),加強(qiáng)銷售機(jī)會(huì)數(shù)據(jù)的管理,指導(dǎo)銷售管理工作,提高管理效率,達(dá)成經(jīng)營(yíng)目標(biāo)。本文結(jié)合JCT公司在2016年3月開始的銷售機(jī)會(huì)管理改進(jìn),介紹了銷售機(jī)會(huì)管理的相關(guān)理論知識(shí),分析了 JCT公司銷售機(jī)會(huì)管理的現(xiàn)狀,然后提出了具體的可操作的改進(jìn)方案。
[Abstract]:JCT company mainly provides high quality mechanical seal products for the energy and chemical market of oil, natural gas and so on. After the sharp fall in international crude oil prices since June 2014, oil and gas industry has suffered a serious loss for a long time, causing the oil and gas industry to lose its own serious losses. While the investment in the oil and gas industry is slowing down, the operation of related supporting production enterprises is also caused. A sharp reduction in sales orders from the mechanical seal new installed machine market has led to a sharp reduction in the sales order of the.JCT company, prompting it to begin to adjust its sales strategy and concentrate its main sales effort on the existing after-sales service market, hoping to reduce the impact of the industry's decline. Since January 2015, JCT commence has started a comprehensive review of existing sales management activities. Although the sales staff are following up a lot of sales opportunities, there are few sales opportunities that eventually convert into sales orders. At the same time, because the sales staff are scattered all over the country with the family office mode, the company management hopes to get the market information in time and understand the customer's truth by close contact with the salespeople abroad. In view of the low conversion efficiency of sales orders and the difficulties of remote management and assessment of sales personnel, this paper proposes to divide the sales opportunities into four stages and follow up the sales opportunities at each stage in accordance with the sales status of JCT company and the high value and complexity of the mechanical seal products. By strengthening the management of the sales opportunities, it helps the enterprises to perceive the change of demand in advance in the market development, quickly seize the opportunity to seize the opportunity, constantly expand the market share, and make full use of the existing sales and service network of the company, strengthen the management of the sales opportunity data, guide the sales management work, and improve the management efficiency. In this paper, based on the improvement of JCT company's sales opportunity management in March 2016, this paper introduces the relevant theoretical knowledge of sales opportunity management, analyzes the current situation of sales opportunity management in JCT company, and then puts forward specific and operable improvements.

【學(xué)位授予單位】：西南交通大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類號(hào)】：F274;F416.4

【參考文獻(xiàn)】

相關(guān)期刊論文 前6條

1 劉瑞賢;鄭建國(guó);;銷售機(jī)會(huì)管理[J];企業(yè)管理;2012年04期

2 朱遠(yuǎn)紅;;基于消費(fèi)者行為的營(yíng)銷策略分析[J];現(xiàn)代商貿(mào)工業(yè);2009年16期

3 金臣忠;王恒山;;工業(yè)品營(yíng)銷中的矛盾及其解決方法[J];職業(yè)時(shí)空;2008年10期

4 李彥;梁曉琳;;走出客戶關(guān)系管理的誤區(qū)[J];中國(guó)管理信息化(綜合版);2007年03期

5 王佳;顧客購買行為分析法[J];企業(yè)改革與管理;2003年11期

6 趙衛(wèi)兵,史小鋒;超高壓變工況機(jī)械密封技術(shù)研究[J];潤(rùn)滑與密封;2002年05期

，

本文編號(hào)：1830968