本文選題：流程 + 銷售流程�。� 參考：《天津大學(xué)》2014年碩士論文

【摘要】：隨著公司規(guī)模的不斷擴(kuò)大,顧客需求的快速變化,公司傳統(tǒng)的管理流程、模式提出了嚴(yán)峻的挑戰(zhàn)。公司產(chǎn)品線、經(jīng)營(yíng)區(qū)域與業(yè)務(wù)模式、信息系統(tǒng)同步越來(lái)越復(fù)雜。平常工作中大家主要面對(duì)的是被打散的任務(wù)碎片,看不清工作目的本身,做了很多不重要或無(wú)效的工作,任務(wù)之間缺乏銜接,團(tuán)隊(duì)整體戰(zhàn)斗力不強(qiáng),公司經(jīng)營(yíng)效率不高的情況。此時(shí)流程的改善與否,管理模式的適應(yīng)與否,就必將形成制約公司可持續(xù)發(fā)展的關(guān)鍵因素。公司要持續(xù)的對(duì)現(xiàn)有流程進(jìn)行梳理與改善,從而使公司競(jìng)爭(zhēng)能力的關(guān)鍵要素得以明顯的改善和提高,以適應(yīng)市場(chǎng)競(jìng)爭(zhēng)的需求。因此,本文從ZSHT公司的銷售管理流程為研究課題,主要從ZSHT公司的銷售現(xiàn)狀進(jìn)行分析,找出問題,通過(guò)理論指導(dǎo)設(shè)計(jì)出銷售管理流程改善的方案,通過(guò)項(xiàng)目互動(dòng)對(duì)銷售管理流程的有效運(yùn)行提供指導(dǎo),希望通過(guò)銷售管理流程的改善為提高公司競(jìng)爭(zhēng)力奠定的基礎(chǔ)。論文將通過(guò)闡述論文的背景,研究流程改善的相關(guān)理論,概述ZSHT公司銷售現(xiàn)狀,并通過(guò)5W2H分析法進(jìn)行分析,研究公司分銷渠道和銷售回款目前存在的問題,同時(shí)針對(duì)第四部分所闡述的問題,將從調(diào)整組織架構(gòu)、建立信息平臺(tái)、分銷渠道差異化管理、分銷渠道的管理與激勵(lì)、銷售管理流程五方面來(lái)進(jìn)行改善。ZSHT公司在銷售管理流程提出一些思考和建議。本文研究結(jié)果對(duì)銷售管理流程改善方面有很好的借鑒意義,可為相關(guān)公司帶來(lái)了很好經(jīng)濟(jì)效益和社會(huì)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.
【學(xué)位授予單位】：天津大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2014
【分類號(hào)】：F426.72;F274

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