佳电公司销售信息管理流程优化研究

发布时间：2018-07-03 18:04

本文选题：销售信息管理 + 流程再造　；参考：《吉林大学》2017年硕士论文

【摘要】：日新月异的现代社会,客户个性需求越来越多,同时随着科技的创新,带来的是产品生命周期不断的缩短,每个行业的竞争都非常激烈,而近年来随着“买方市场”的进一步形成,市场机制的健全,销售管理工作在各企业的地位越来越重要,逐渐从原来的经验管理走向科学化管理。许多软件公司通过一定的工作经验积累,也开始开发销售信息管理系统并应用到实际工作中,而对于企业高层领导来说更期望有一个卓有成效的销售信息管理系统,能大大提高管理的质量及效率。佳电公司是集研发、生产、销售的现代化机械制造企业,但佳电公司的销售信息管理基本上还处于初级阶段,已影响了公司整体的市场竞争力,该种管理模式不但增加销售信息管理的用工成本,而且缺乏对销售信息数据的统一管理,最终的结果就是领导无法快速有效的获取市场真实情况及市场需求。本文结合佳电公司目前的实际情况及今后发展需求,借鉴其他企业在运用销售信息管理所总结出的经验,结合佳电公司已引进德国SAP公司的ERP和PLM管理系统,建立一个功能完善、信息集成并支持信息共享的销售信息管理系统。通过对佳电公司的基本概况及销售信息管理现状介绍,对运行过程中存在的问题及成因进行了分析,运用ESIA分析法找出流程优化的关键节点。随后本文对佳电公司销售信息管理需求进行详细分析,在原有工作流程基础上从销售的售前、售中、售后对工作流程进行优化和再造提出明确方案。最后提出了销售信息管理优化方案实施计划,并从企业文化保障、人力资源保障、管理制度保障三个方面提出保障措施,以确保方案能有效实施。该流程优化方案可将销售业务由计算机进行统一管理,实现销售信息数据的共享,实现销售客户信息及时查询,实现合同执行过程动态的查询、实现数据报表等,成功实施后会使佳电公司的销售管理工作由粗放走向精确,由模糊走向清晰,由静态走向动态,满足客户的各项需求。为制造业销售信息管理改革与创新起到了积极的推动作用。
[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.
【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】：F426.4;F274

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