本文選題：銷售信息管理 + 流程再造��； 參考：《吉林大學(xué)》2017年碩士論文

【摘要】：日新月異的現(xiàn)代社會(huì),客戶個(gè)性需求越來(lái)越多,同時(shí)隨著科技的創(chuàng)新,帶來(lái)的是產(chǎn)品生命周期不斷的縮短,每個(gè)行業(yè)的競(jìng)爭(zhēng)都非常激烈,而近年來(lái)隨著“買方市場(chǎng)”的進(jìn)一步形成,市場(chǎng)機(jī)制的健全,銷售管理工作在各企業(yè)的地位越來(lái)越重要,逐漸從原來(lái)的經(jīng)驗(yàn)管理走向科學(xué)化管理。許多軟件公司通過(guò)一定的工作經(jīng)驗(yàn)積累,也開始開發(fā)銷售信息管理系統(tǒng)并應(yīng)用到實(shí)際工作中,而對(duì)于企業(yè)高層領(lǐng)導(dǎo)來(lái)說(shuō)更期望有一個(gè)卓有成效的銷售信息管理系統(tǒng),能大大提高管理的質(zhì)量及效率。佳電公司是集研發(fā)、生產(chǎn)、銷售的現(xiàn)代化機(jī)械制造企業(yè),但佳電公司的銷售信息管理基本上還處于初級(jí)階段,已影響了公司整體的市場(chǎng)競(jìng)爭(zhēng)力,該種管理模式不但增加銷售信息管理的用工成本,而且缺乏對(duì)銷售信息數(shù)據(jù)的統(tǒng)一管理,最終的結(jié)果就是領(lǐng)導(dǎo)無(wú)法快速有效的獲取市場(chǎng)真實(shí)情況及市場(chǎng)需求。本文結(jié)合佳電公司目前的實(shí)際情況及今后發(fā)展需求,借鑒其他企業(yè)在運(yùn)用銷售信息管理所總結(jié)出的經(jīng)驗(yàn),結(jié)合佳電公司已引進(jìn)德國(guó)SAP公司的ERP和PLM管理系統(tǒng),建立一個(gè)功能完善、信息集成并支持信息共享的銷售信息管理系統(tǒng)。通過(guò)對(duì)佳電公司的基本概況及銷售信息管理現(xiàn)狀介紹,對(duì)運(yùn)行過(guò)程中存在的問(wèn)題及成因進(jìn)行了分析,運(yùn)用ESIA分析法找出流程優(yōu)化的關(guān)鍵節(jié)點(diǎn)。隨后本文對(duì)佳電公司銷售信息管理需求進(jìn)行詳細(xì)分析,在原有工作流程基礎(chǔ)上從銷售的售前、售中、售后對(duì)工作流程進(jìn)行優(yōu)化和再造提出明確方案。最后提出了銷售信息管理優(yōu)化方案實(shí)施計(jì)劃,并從企業(yè)文化保障、人力資源保障、管理制度保障三個(gè)方面提出保障措施,以確保方案能有效實(shí)施。該流程優(yōu)化方案可將銷售業(yè)務(wù)由計(jì)算機(jī)進(jìn)行統(tǒng)一管理,實(shí)現(xiàn)銷售信息數(shù)據(jù)的共享,實(shí)現(xiàn)銷售客戶信息及時(shí)查詢,實(shí)現(xiàn)合同執(zhí)行過(guò)程動(dòng)態(tài)的查詢、實(shí)現(xiàn)數(shù)據(jù)報(bào)表等,成功實(shí)施后會(huì)使佳電公司的銷售管理工作由粗放走向精確,由模糊走向清晰,由靜態(tài)走向動(dòng)態(tài),滿足客戶的各項(xiàng)需求。為制造業(yè)銷售信息管理改革與創(chuàng)新起到了積極的推動(dòng)作用。
[Abstract]:With the rapid development of modern society, the customer personality needs more and more. At the same time, with the innovation of science and technology, the product life cycle is constantly shortened, and the competition in every industry is very fierce. In recent years, with the further formation of "buyer's market" and the perfection of market mechanism, the position of sales management is becoming more and more important, and gradually from the original experience management to scientific management. Many software companies have also started to develop sales information management systems and apply them to practical work through the accumulation of certain working experience, and for the senior leaders of enterprises, they are looking forward to having an effective sales information management system. Can greatly improve the quality and efficiency of management. Jiadian is a modern mechanical manufacturing enterprise that integrates R & D, production and sales. However, Jiadian's sales information management is basically still in its infancy, which has affected the company's overall market competitiveness. This management model not only increases the labor cost of sales information management, but also lacks the unified management of sales information data. The final result is that the leaders can not obtain the real market situation and market demand quickly and effectively. This paper combines with the actual situation and future development demand of Jiadian Company, draws lessons from the experience of other enterprises in applying sales information management, and combines with the introduction of ERP and PLM management system of SAP Company in Germany. Establish a sales information management system with perfect function, information integration and information sharing. Through the introduction of the basic situation of Jiadian Company and the current situation of sales information management, the problems and causes in operation are analyzed, and the key nodes of process optimization are found out by using ESIA analysis method. Then this paper analyzes the demand of sales information management in Jiadian Company in detail, and puts forward a clear plan for optimizing and reengineering the work flow before, during and after sale on the basis of the original workflow. Finally, the paper puts forward the implementation plan of the optimization scheme of sales information management, and puts forward the safeguard measures from three aspects: enterprise culture guarantee, human resources guarantee and management system guarantee, so as to ensure the effective implementation of the scheme. This process optimization scheme can unify the management of sales business by computer, realize the sharing of sales information data, realize timely inquiry of sales customer information, realize dynamic inquiry of contract execution process, realize data report, etc. Successful implementation of the company will make the sales management work from extensive to accurate, from fuzzy to clear, from static to dynamic, to meet the needs of customers. For the manufacturing industry sales information management reform and innovation has played a positive role.
【學(xué)位授予單位】：吉林大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類號(hào)】：F426.4;F274

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