基于价值工程的IT行业销售人员管理研究

发布时间：2018-04-05 20:56

本文选题：IT行业　切入点：销售人员管理　出处：《北京邮电大学》2013年硕士论文

【摘要】：21世纪是一个以信息技术(IT)为主要标志的时代。伴随着经济全球化浪潮的不断发展,各IT企业的业务竞争也变得更加激烈。对于处在IT各产业链的相关企业而言,销售是企业生存与发展的关键。而作为销售工作的具体执行者,销售人员又是各IT企业产品实现成功营销的关键因素。企业利润的增长或下滑,企业经营的成功与否,销售人员起着决定性的作用。因此对销售人员的管理就成了企业管理中最重要的任务。如何管理好一个IT企业的销售人员,使其能够发挥最大的潜在价值能力,是每一个企业管理者都希望达到的愿望。基于这种想法本文引入了价值工程的概念。价值工程又称为价值分析。指的是通过集体智慧和有组织的活动对产品或服务进行功能分析,使目标以最低的总成本,可靠地实现产品或服务的必要功能,从而提高产品或服务的价值。它是降低成本提高经济效益的有效方法之一。价值工程思想主要是通过对选定研究对象的功能及费用进行分析,从而提高对象的价值。基于价值工程思想的IT行业销售人员管理,重点在于关注企业对销售人员的投入与产出比例。即：企业既不一味地追求降低销售人员的成本费用,也不刻意地追求提高销售人员功能,而是通过提高功能与成本之间的比值,使其比值尽量最大化,从而提高销售人员的投入产出比。本文通过介绍价值工程中相关理论,方法结合企业管理中出现的实际问题,采用价值工程原理可行性分析IT行业销售人员管理过程中出现的一系列问题。分析找出这些问题的原因,提出解决问题的方法。然后以H公司为例子,通过收集H公司的相关信息资料,找到其管理过程中出现的问题和面临的困难,然后通过分析这些问题的关联因素,把对这些问题影响最大的相关因素进行价值功能分析,建立起该问题的数学模型,通过采用价值工程的方法来一步一步计算出IT企业里销售人员的具体绩效考核参数,并通过对这些考核参数设置的合理性进行定量分析。最后提出改进建议,提供给企业去参考。企业也可以结合自己的实际情况去有选择性的改进其管理中的不足,达到对销售人员的科学化管理。最终实现企业的可持续发展。
[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.
【学位授予单位】：北京邮电大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F49

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