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论文编号：	13908
作者编号：	2120213418
上传时间：	2023/6/5 22:14:00
中文题目：	Z公司云计算服务销售管理流程优化研究
英文题目：	Research on the optimization of cloud computing service sales management process of Company Z
指导老师：	安利平
中文关键字：	云计算技术；云产品；销售管理；流程优化
英文关键字：	Cloud computing technology; Cloud products; Sales management; Process optimization
中文摘要：	计算机技术在近几年迅速发展，各行各业的商业模式也在发生着翻天覆地的变化，越来越多的企业渴望通过“上云”来转变企业经营模式，通过云计算来实现自身的数字化转型。 Z公司是聚焦于智慧城市运营，面向公有云的研发、运营及销售，私有云的运营等业务，近几年依托于其兄弟公司的支持迅速成长。目前有四大云服务类别，分别为云服务产品、智慧城市、产业云、集成类。在云计算领域迅速发展，市场发展进入成熟期，阿里云、腾讯云、华为云等头部企业快速发展，不断抢占市场的情况下，Z公司急需调整企业内部销售管理过程，从而降低企业成本，提升企业市场占有率。Z公司虽然起步较晚，但是在云计算领域已经占据了一定的市场份额，未来几年，云计算服务的发展势必会受到外部的产业、政策等方面的影响。如何在现有的技术能力稳步提升的情况下形成稳固的内部生态，在解决内忧的情况下集中力量抵御外患，成为云计算服务公司需要重点关注的部分。 本文将从该公司的云计算服务销售管理流程优化方向出发进行研究，利用层次分析法、案例分析法、调查法等分析方法和ECRS、ESIA这两种分析方法进行分析研究，分析过程中将用到企业相关的基础性资料和数据，并与行业内专家访谈交流，通过介绍并分析Z公司的基本情况、市场范围、产品情况、销售管理的流程中存在的问题，以期能够优化Z公司的销售管理流程。将对销售管理流程的问题进行分析，指出其在销售管理流程不同的阶段当中存在的问题。最终针对与之相关的各个环节，建立销售计划管理措施，销售管理系统维护措施，销售合同管理措施，制度保障措施，人员保障措施等来保证优化的顺利实施。通过运行新的销售管理流程提升服务水平和服务质量，提升客户满意度，建立专属于本企业的销售管理知识库，降低企业成本，提升团队的合作效率。希望通过本研究能够推动Z企业更好的发展。
英文摘要：	Computer technology has developed rapidly in recent years, the business models of all walks of life are also undergoing earth-shaking changes, and more and more enterprises are eager to transform their business models by "going to the cloud" and realize their digital transformation through cloud computing. Company Z is a company focusing on smart city operations, public cloud R&D, operation and sales, private cloud operations, industrial Internet and other businesses, and is committed to becoming a leading cloud service provider. At present, there are four major cloud service categories, namely cloud service products, smart cities, industrial clouds, and integration. With the rapid development of cloud computing, the mature market development, and the rapid development of leading enterprises such as Alibaba Cloud, Tencent Cloud, and HUAWEI CLOUD, which continue to seize the market, Company Z urgently needs to adjust the internal sales management process of the enterprise to reduce the cost of the enterprise and increase the market share of the enterprise. Although Company Z started late, it has occupied a certain market share in the field of cloud computing, and in the next few years, the development of cloud computing services is bound to be affected by external industries and policies. How to form a solid internal ecology under the condition of steadily improving existing technical capabilities, and focus on resisting external troubles while solving internal worries has become a part that cloud computing service companies need to focus on. This thesis will start from the company's cloud computing service sales management process optimization direction, using analytic hierarchy method, case analysis method, survey method and other analysis methods and ECRS, ESIA two analytical tools to analyze and study, the analysis process will use enterprise-related basic information and data, and interview with industry experts, through the introduction and analysis of the basic situation, market scope, product situation, sales management process of Z company, in order to optimize the sales management process of Z company. The problems of the sales management process will be analyzed and the problems in the different stages of the sales management process will be pointed out. Finally, for each link related to it, establish sales plan management measures, sales management system maintenance measures, sales contract management measures, system guarantee measures, personnel protection measures, etc. to ensure the smooth implementation of optimization. By running a new sales management process, improve service level and service quality, improve customer satisfaction, establish a sales management knowledge base exclusive to the enterprise, reduce enterprise costs, and improve the cooperation efficiency of the team. It is hoped that this research can promote the better development of Z enterprises.
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