本文選題：IT行業(yè)　切入點(diǎn)：銷售人員管理　出處：《北京郵電大學(xué)》2013年碩士論文

【摘要】：21世紀(jì)是一個以信息技術(shù)(IT)為主要標(biāo)志的時(shí)代。伴隨著經(jīng)濟(jì)全球化浪潮的不斷發(fā)展,各IT企業(yè)的業(yè)務(wù)競爭也變得更加激烈。對于處在IT各產(chǎn)業(yè)鏈的相關(guān)企業(yè)而言,銷售是企業(yè)生存與發(fā)展的關(guān)鍵。而作為銷售工作的具體執(zhí)行者,銷售人員又是各IT企業(yè)產(chǎn)品實(shí)現(xiàn)成功營銷的關(guān)鍵因素。企業(yè)利潤的增長或下滑,企業(yè)經(jīng)營的成功與否,銷售人員起著決定性的作用。因此對銷售人員的管理就成了企業(yè)管理中最重要的任務(wù)。如何管理好一個IT企業(yè)的銷售人員,使其能夠發(fā)揮最大的潛在價(jià)值能力,是每一個企業(yè)管理者都希望達(dá)到的愿望�；谶@種想法本文引入了價(jià)值工程的概念。 價(jià)值工程又稱為價(jià)值分析。指的是通過集體智慧和有組織的活動對產(chǎn)品或服務(wù)進(jìn)行功能分析,使目標(biāo)以最低的總成本,可靠地實(shí)現(xiàn)產(chǎn)品或服務(wù)的必要功能,從而提高產(chǎn)品或服務(wù)的價(jià)值。它是降低成本提高經(jīng)濟(jì)效益的有效方法之一。價(jià)值工程思想主要是通過對選定研究對象的功能及費(fèi)用進(jìn)行分析,從而提高對象的價(jià)值�；趦r(jià)值工程思想的IT行業(yè)銷售人員管理,重點(diǎn)在于關(guān)注企業(yè)對銷售人員的投入與產(chǎn)出比例。即：企業(yè)既不一味地追求降低銷售人員的成本費(fèi)用,也不刻意地追求提高銷售人員功能,而是通過提高功能與成本之間的比值,使其比值盡量最大化,從而提高銷售人員的投入產(chǎn)出比。 本文通過介紹價(jià)值工程中相關(guān)理論,方法結(jié)合企業(yè)管理中出現(xiàn)的實(shí)際問題,采用價(jià)值工程原理可行性分析IT行業(yè)銷售人員管理過程中出現(xiàn)的一系列問題。分析找出這些問題的原因,提出解決問題的方法。然后以H公司為例子,通過收集H公司的相關(guān)信息資料,找到其管理過程中出現(xiàn)的問題和面臨的困難,然后通過分析這些問題的關(guān)聯(lián)因素,把對這些問題影響最大的相關(guān)因素進(jìn)行價(jià)值功能分析,建立起該問題的數(shù)學(xué)模型,通過采用價(jià)值工程的方法來一步一步計(jì)算出IT企業(yè)里銷售人員的具體績效考核參數(shù),并通過對這些考核參數(shù)設(shè)置的合理性進(jìn)行定量分析。最后提出改進(jìn)建議,提供給企業(yè)去參考。企業(yè)也可以結(jié)合自己的實(shí)際情況去有選擇性的改進(jìn)其管理中的不足,達(dá)到對銷售人員的科學(xué)化管理。最終實(shí)現(xiàn)企業(yè)的可持續(xù)發(fā)展。
[Abstract]:The 21 st century is an era marked by information technology (ITT).With the development of economic globalization, the business competition of IT enterprises becomes more and more fierce.Sales is the key to the survival and development of IT industry chain.As the concrete executor of the sales work, the salesperson is the key factor to realize the successful marketing of the products of each IT enterprise.The growth or decline of enterprise profit, the success of business operation, sales personnel play a decisive role.Therefore, the management of sales personnel has become the most important task in enterprise management.How to manage the salesperson of an IT enterprise and make it exert the maximum potential value ability is the wish that every enterprise manager wants to achieve.Based on this idea, this paper introduces the concept of value engineering.Value engineering is also called value analysis.It refers to the functional analysis of the product or service through collective intelligence and organized activities, so that the goal can reliably achieve the necessary function of the product or service at the lowest total cost, thereby increasing the value of the product or service.It is one of the effective methods to reduce the cost and increase the economic benefit.The idea of value engineering is to improve the value of the object by analyzing the function and cost of the selected object.The management of IT salesperson based on value engineering is focused on the ratio of input to output.That is, enterprises do not blindly pursue to reduce the cost of sales personnel, nor do they deliberately pursue to improve the function of sales personnel, but by increasing the ratio between function and cost, the ratio is maximized as far as possible.So as to increase the ratio of input and output of sales personnel.This paper introduces the relevant theories of value engineering, and combines the practical problems in enterprise management, and analyzes a series of problems in the process of management of sales personnel in IT industry by using the feasibility of value engineering principle.Analyze and find out the causes of these problems, and put forward the methods to solve the problems.Then, taking H Company as an example, by collecting the relevant information of H Company, we find out the problems and difficulties in its management process, and then analyze the related factors of these problems.Based on the value function analysis of the most influential factors of these problems, the mathematical model of the problem is established, and the concrete performance appraisal parameters of the salespeople in IT enterprises are calculated step by step by using the method of value engineering.The rationality of these assessment parameters is analyzed quantitatively.Finally, suggestions for improvement are put forward, which can be used for reference by enterprises.Enterprises can also combine their actual situation to selectively improve their management deficiencies to achieve the scientific management of sales personnel.Finally, realize the sustainable development of the enterprise.
【學(xué)位授予單位】：北京郵電大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2013
【分類號】：F272.92;F49

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