中粮生化B2B大客户管理流程改善研究

发布时间：2018-03-28 22:21

本文选题：B2B大客户管理流程　切入点：无边界管理　出处：《吉林大学》2017年硕士论文

【摘要】：中国粮油食品(集团)有限公司(简称“中粮集团”,英文简称“COFCO”),是中国最大的粮油食品进出口公司和国内主要的食品生产商之一,享誉国际粮油食品市场,在与大众生活息息相关的农产品贸易、生物质能源开发、食品生产加工、地产、物业、酒店经营以及金融服务等领域成绩卓著。1994年以来,中粮集团一直位列《财富》世界500强企业。中粮下属品牌有农产品、食品及地产酒店等领域。大悦城是中粮集团商业地产板块战略部署、精心打造的“国际化青年城市综合体”。2016中粮集团营业收入4205亿,实现利润总额75亿,集团整体ROE达到3.5%。2016年6月经国务院批准中粮集团被确定为中央直属企第一批改革试点单位,集团以“小总部、大产业”为改革核心方向,将集团职能部门由13个压缩到7个,总部人员由610人减少到240人,管理层级由7层压缩到3层。中粮集团认为专业化公司(平台)公司是资产运营的实质。而为了直接管理专业化公司,实现集团总部向管资本的转型,中粮集团组建了18个专业化(平台)公司,形成了中粮国际、中国贸易、中国粮油、中粮糖业、中纺集团、中粮工科、中可饮料、中粮肉食、中粮茶叶、蒙牛乳业、我买网、中粮包装、中粮资本、中粮置地、中粮生化、中粮饲料、中粮酒业、中粮营养健康研究院,以核心产品为主线加快整合。本文研究中粮集团18个专业化平台公司中的中粮生化平台公司销售公司(以下简称中粮生化销售公司),B2B简而言之就是企业和企业之间产品的交换,中粮生化平台就是一家以玉米深加工为主的生产型企业,B2B大客户是其生存的核心。本文通过对中粮生化销售公司大客户管理流程的现状进行分析,发现并分析现阶段大客户管理中存在的问题,为了找到问题并寻求改善,本文运用了参考文献、对比法、图表法对大客户管理流程进行了研究和梳理,针对问题提出了改善方法,优化、调整、取消了不符合现阶段B2B大客户的管理流程,并对部门间的无边界管理进行了优化,同时设计了有针对性的B2B大客户绩效考核方案,得到了符合公司需要B2B大客户管理流程,对需要提升大客户管理的企业具有一定的借鉴意义。
[Abstract]:China Grain, Oil and Food (Group) Co., Ltd. (Cofco Group), or COFCO, is the largest grain, oil and food import and export company in China and one of the major food producers in China. It enjoys a reputation in the world grain, oil and food market. Outstanding achievements have been made in the fields of agricultural products trade, biomass energy development, food production and processing, real estate, property, hotel management and financial services, which are closely related to public life. Cofco has always been ranked among the Fortune 500 companies. Cofco brands include agricultural products, food and real estate hotels and other fields. Grand Yuecheng is a strategic deployment of Cofco Group's commercial real estate sector. The well-crafted "internationalized youth urban complex" .2016 Cofco Group's operating income is 420.5 billion, the total profit is 7.5 billion, the group's overall ROE reaches 3.5.2016 June, and the Cofco Group was approved by the State Council as the first batch of reform pilot units under the central government. Taking "small headquarters, large industry" as the core direction of the reform, the group reduced its functional departments from 13 to 7, and its headquarter personnel from 610 to 240. The management level is reduced from seven to three. Cofco Group considers the specialized company (platform) company to be the essence of asset operation. In order to manage the specialized company directly and realize the transformation from the headquarters of the group to the management capital, Cofco Group has set up 18 specialized (platform) companies, forming Cofco International, China Trade, China Grain Oil, Cofco Sugar Industry, China Textile Group, Cofco Engineering Section, Zhongke Beverage, Cofco Meat, Cofco Tea, Mengniu Dairy, I buy net, Cofco Packaging, Cofco Capital, Cofco Land, Cofco Biochemistry, Cofco Feed, Cofco Wine Industry, Cofco Nutrition and Health Research Institute, In this paper, we study Cofco Biochemistry platform Company sales Company among the 18 specialized platform companies of Cofco Group (hereinafter referred to as Cofco Biochemical sales Company B2B). In short, it is the exchange of products between enterprises and enterprises. Cofco Biochemistry platform is the core of Cofco Biochemistry platform, which is a production enterprise with corn processing as the core of its existence. This paper analyzes the current situation of the management process of big account in Cofco Biochemistry sales Company. In order to find out the problems and seek improvement, this paper studies and combs the key account management process by reference, comparison and chart method. Aiming at the problems, the paper puts forward the improvement method, optimizes, adjusts, cancels the management flow that does not accord with the present stage B2B big customer, and optimizes the borderless management between departments, and designs the targeted B2B big customer performance appraisal scheme. The B2B key account management process meets the needs of the company, which has some reference significance for the enterprises that need to improve the key account management.
【学位授予单位】：吉林大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F324;F274

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