联系我们

论文查询结果	返回搜索

论文编号：	12064
作者编号：	2320180710
上传时间：	2020/12/11 13:39:56
中文题目：	H公司客户信用销售管理问题与改善研究
英文题目：	Research on the problems and improvement of H Company’s customer credit sales management
指导老师：	刘俊振
中文关键字：	信用销售；客户价值；客户信用评价；管理模式
英文关键字：	Credit sales; Customer value; Customer credit evaluation; Management mode
中文摘要：	在互联网时代下，随着科技的飞速进步，不同用户对产品的需求差异千差万别，更加追求个性化，家电企业在激烈的竞争中为了扩大市场份额，提升企业竞争力，维持企业的长期生存和发展，越来越多的企业认识到信用销售的重要性。信用销售一方面可以缓解下游客户的资金压力，提升订单的成交率，另一方面又会带来因信用销售产生的应收账款长期不能收回形成坏账的风险，因此企业如何有效合理使用信用销售这一政策工具，既能赢得市场和客户，助力企业的发展，又能通过建立适合企业自身的管理体系避免损失就显得尤为迫切。企业的信用销售管理能力在当前经济下行、内外经济环境变化加剧的背景下，对企业来说显得愈发重要。 H公司作为国内家电品牌的主要引领者之一，一直以用户为出发点，不断地创新，期望通过持续的变革成为家电行业的领军企业，并成为行业规则的制定者之一。面对原材料价格上涨，行业进入者众多的压力，H公司急需多样化的销售手段，需要通过信用销售黏住客户，实现和客户的长期共赢发展。本文以H公司为研究对象，以客户分类管理管理为基础，基于客户信用价值评价模型，通过运用调研分析的方法，对H公司市场信用销售管理的现状和实现信用销售过程中存在的问题进行了系统综合的阐述，提出了诸如企业信用销售管理部门组织架构设置混乱、信用条件管理“一刀切”缺乏灵活性、相关人员考核难落地及系统化信息管理平台缺失等问题，并结合企业内外部环境进行了分析，从优化组织管理架构、优化客户信用额度预算方法、构建新型的信用销售管理机制、推进企业部门间信息共享、加强系统流程的统一性连贯性、制定企业风险应急机制等方面提出了建议，目的是通过分析提出一套符合H公司实际需求的客户信用销售管理模式，对于家电行业的其他企业单位在提高信用销售管理的质量和效率，满足企业未来发展需要方面有一定的指导和借鉴意义。
英文摘要：	In the Internet era, with the rapid progress of science and technology , the users’ demands are becoming more and more diversified and personalized. In order to improve the market share and promote market competition capability, almost all the enterprises realize the importance of credit sales. On the one hand, credit sales can alleviate the financial pressure of downstream clients, and increase the deal rates. On the other hand, it will lead to the risk of bad debts caused by the long-term non recovery of accounts receivable generated by credit sales. Therefore, it is particularly urgent for enterprises to use credit sales as a policy tool reasonably, not only to win the market and customers, to help the development of enterprises, but also to avoid the losses of enterprises through management methods suitable for the enterprises themselves. Under the background of international finance crisis and economic downturn, it is particularly important for the enterprises to have advanced management ability on the credit sales. As one of the main leaders of domestic home appliance brands, H group has always been taking users as the starting point, constantly innovating and changing, striving to become the global leader and rule maker of home appliance industry. Facing the pressure of the uprising prices of the raw materials and the huge number of industry entrants, H company is in urgent need of diversified sales methods, credit sales will help both the company and the clients to have long-term win-win development. According to the theory of customer value management and evaluation model, this paper takes H group as the research object, using the methods of investigation and case analysis, systematically expounds the current situation of H Group's domestic and foreign market credit sales , the problems existing in the actual process of credit sales.At last,this paper puts forward the problems of credit management structure, the lack of flexibility of credit condition management, the difficulty of relevant personnel assessment and the lack of systematic information management platform,etc. Combined with the internal and external environment of the enterprise, and puts forward suggestions from the aspects of optimizing the organization and management structure, optimizing the method of customer credit line budget, building a new credit sales management mechanism, promoting the information sharing between enterprise departments, strengthening the unity and coherence of the system process, and formulating the enterprise risk emergency mechanism. The purpose is to construct a set of customer credit sales management mode that meets the actual needs of H company. It can prviod certain guidance and reference for other enterprises in the household appliance industry to help them improving the quality and efficiency of credit sales management and supporting their long-term development.
查看全文：	预览  下载(下载需要进行登录)