东方汽轮机备件销售的项目管理应用研究

发布时间：2018-07-23 17:02

【摘要】：在“一带一路”政策推动下,电力基础设施建设以及电力装备出口为国内电力设备企业带来强劲增长点,随着电力市场改革深化和电站服务产业的蓬勃发展,汽轮机备件销售市场环境和经营管理模式也呈现出显著的变化。在目标客户群体不断增大的情况下,继续按照传统的思维模式对汽轮机备件销售进行管理已经落伍,特别是在强调以客户为中心的主动式服务时代,如何最大限度满足客户对备件的需求、减少备件销售项目执行偏差、获得销售利益最大化成为企业生存和发展所关注的核心问题。本论文选取东方汽轮机有限公司(中国最大的汽轮机装备制造企业)为研究对象,重点对汽轮机备件销售项目管理应用进行研究。首先应用所学知识梳理了目前东汽备件销售及项目管理现状,对备件销售总体背景、产品结构、经营状况进行总结归纳；其次在描述、梳理现状的基础上,依据项目管理理论揭示了问题,对组织结构、管理流程、存在的主要问题及未来备件销售目标进行深入分析,确定了项目管理在备件销售领域的优势及可行性；再者运用项目管理理论并结合东汽实际情况,构建了项目管理在备件销售领域的管理体系,制定了备件销售价格规范、组织结构变革方向、项目管理团队建设、信息化系统开发思路；最后根据项目生命周期理论,重点优化完善备件项目执行流程,对备件销售项目管理应用的提升提出有效建议和实施方法,为后续项目管理进一步应用提供指导,为企业管理者提供备件销售项目化管理思路。
[Abstract]:Under the promotion of "Belt and Road" policy, the construction of electric power infrastructure and the export of electric power equipment have brought a strong growth point for the domestic power equipment enterprises. With the deepening of the reform of the power market and the vigorous development of the power plant service industry, The market environment and management mode of steam turbine spare parts sales also show remarkable change. With a growing target customer base, it is outdated to continue to manage turbine spare parts sales in accordance with traditional thinking patterns, especially in the age of customer-centred active service, How to meet the customer's demand for spare parts to the maximum extent, reduce the deviation of spare parts sales items, and maximize the profit of sales has become the core problem of the survival and development of enterprises. In this paper, Dongfang Steam Turbine Co., Ltd (the largest steam turbine equipment manufacturer in China) is chosen as the research object, and the application of Steam Turbine spare parts sales Project Management is studied. First of all, it combs the status quo of spare parts sales and project management of Dongqi, summarizes the general background, product structure and management status of spare parts sales; secondly, on the basis of describing and combing the present situation, According to the theory of project management, this paper reveals the problems, analyzes the organization structure, management process, main problems and future spare parts sales objectives, and determines the advantages and feasibility of project management in the field of spare parts sales. Thirdly, using the theory of project management and the actual situation of Dongqi, the paper constructs the management system of project management in the field of spare parts sales, formulates the price standard of spare parts sales, the direction of organizational structure change, and the construction of project management team. Finally, according to the theory of project life cycle, we optimize and perfect the execution flow of spare parts project, and put forward effective suggestions and implementation methods to promote the management and application of spare parts sales project. To provide guidance for the further application of project management, to provide enterprise managers with spare parts sales project management ideas.
【学位授予单位】：西南交通大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F426.4;F274

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