ZSHT公司销售管理流程改善的应用研究

发布时间：2018-05-16 02:27

本文选题：流程 + 销售流程　；参考：《天津大学》2014年硕士论文

【摘要】：随着公司规模的不断扩大,顾客需求的快速变化,公司传统的管理流程、模式提出了严峻的挑战。公司产品线、经营区域与业务模式、信息系统同步越来越复杂。平常工作中大家主要面对的是被打散的任务碎片,看不清工作目的本身,做了很多不重要或无效的工作,任务之间缺乏衔接,团队整体战斗力不强,公司经营效率不高的情况。此时流程的改善与否,管理模式的适应与否,就必将形成制约公司可持续发展的关键因素。公司要持续的对现有流程进行梳理与改善,从而使公司竞争能力的关键要素得以明显的改善和提高,以适应市场竞争的需求。因此,本文从ZSHT公司的销售管理流程为研究课题,主要从ZSHT公司的销售现状进行分析,找出问题,通过理论指导设计出销售管理流程改善的方案,通过项目互动对销售管理流程的有效运行提供指导,希望通过销售管理流程的改善为提高公司竞争力奠定的基础。论文将通过阐述论文的背景,研究流程改善的相关理论,概述ZSHT公司销售现状,并通过5W2H分析法进行分析,研究公司分销渠道和销售回款目前存在的问题,同时针对第四部分所阐述的问题,将从调整组织架构、建立信息平台、分销渠道差异化管理、分销渠道的管理与激励、销售管理流程五方面来进行改善。ZSHT公司在销售管理流程提出一些思考和建议。本文研究结果对销售管理流程改善方面有很好的借鉴意义,可为相关公司带来了很好经济效益和社会效益。
[Abstract]:With the expansion of the scale of the company and the rapid change of customer demand, the traditional management process and mode of the company pose a severe challenge. Company product line, business area and business model, information system synchronization is becoming more and more complex. In the ordinary work, we are mainly faced with the scattered task fragments, do not see clearly the purpose of the work itself, do a lot of unimportant or ineffective work, the lack of convergence between the tasks, the overall fighting capacity of the team is not strong, the company management efficiency is not high. Whether the process is improved or not, and whether the management mode is suitable or not, will inevitably form the key factors restricting the sustainable development of the company. The company should continuously carve out and improve the existing process, so that the key elements of the company's competitiveness can be improved and improved obviously to meet the needs of market competition. Therefore, from the ZSHT company's sales management process as the research topic, mainly from the ZSHT company's sales situation analysis, to find out the problem, through theoretical guidance to design a sales management process improvement plan, Through the project interaction to provide guidance for the effective operation of the sales management process, hoping to improve the sales management process to improve the competitiveness of the company laid the foundation. This paper will introduce the background of the paper, research the relevant theory of process improvement, summarize the current sales situation of ZSHT Company, and analyze it by 5W2H analysis, and study the problems existing in the distribution channel and sales payback of the company. At the same time, in view of the problems described in the fourth part, we will adjust the organizational structure, establish the information platform, manage the differentiation of distribution channels, manage and motivate the distribution channels. Five aspects of sales management process to improve. ZSHT company in the sales management process put forward some thoughts and suggestions. The results of this paper have a good reference significance for the improvement of sales management process, and can bring good economic and social benefits to the related companies.
【学位授予单位】：天津大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F426.72;F274

【参考文献】