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论文编号：	4999
作者编号：	2220080940
上传时间：	2013/2/26 15:13:05
中文题目：	海南金盘电气华北区代表处销售体系管理模式优化研究
英文题目：	Research on management mode optimization of the North China Representative Office, Hainan Jinpan Electric sales system
指导老师：	韩德昌
中文关键字：	海南金盘电气，销售体系，管理模式
英文关键字：	Hainan jinpan electrical, sales system, management mode
中文摘要：	企业销售体系分支结构有效管理作为企业成功的重要因素，已经得到了企业界的普遍认同，研究如何实现销售体系分支结构的有效管理无论是对于理论界还是对于现实中的企业都显得格外重要。伴随着我国宏观经济环境的不断完善和国家对于相关项目投资的继续增加，在基础设施建设项目、城市建设规划项目、民生工程、铁路建设项目、电网电信工程项目、工矿企业的扩建工程项目、房地产开发项目等方面电气设备的市场需求持续扩大，电气行业势必处于持续的、激烈的市场竞争的态势。然而，许多电气企业在实行销售体系分支结构管理的过程中却存在着很多的问题，部分企业的营销战略已不能如愿的实施，甚至有的陷入了难以为继的处境。本篇论文以海南金盘电气华北区代表处为例，分析了海南金盘电气华北区代表处销售体系的管理现状以及其目前所显现的问题，有针对性的对其进行相应的优化，使海南金盘电气有限公司华北区代表处在企业销售体系分支结构的管理方面有相应的策略可供参考、借鉴，以使其在管理、销售等方面符合公司总部的战略发展要求。在剖析现状、分析问题的基础下，提出管理模式的优化策略，包括对信息沟通机制、人员招聘与培训机制、激励机制、销售团队管理机制、物流配送机制、信用管理机制等方面提出的改善措施，并且从管理理念、机制和执行三个层面探讨了的管理模式优化的对策，这对于海南金盘电气有限公司的销售体系建设，促进其实现创新，提高企业自身核心竞争力有着重要的意义。
英文摘要：	It is widely accepted that effective management becomes the key factors to the success of the companies. There is no doubt that it is important both for theoretical circles and for real enterprises to research how to achieve effective management of the sales branch structure. China has seen a constantly improving economic environment, and the government has increased spending in related projects. Such as, the demand for electrical equipment from these projects, which include projects in infrastructure, city planning, social welfare, railroad construction, telecommunications, mining industry expansion, and real estate development, has continued to increase. The electrical industry will be on the state of continuous and fierce competition. However, a large number of companies run into many problems when managing their branched sales structure, a portion of these companies’ marketing strategy already can't fulfill a wished implementation, and a few face situations where they cannot even continue to function. This paper takes North China Representative Office of Hainan Jinpan Electric as an example and mainly analyzes the management status of the sales system as well as the upcoming issues. It also proposes some corresponding optimization. Thus, the Representative Office could learn to comply with the requirements of the strategic development of the company’s headquarters in management and sales. Fist the paper profiles the status quo and analyzes problems. Then it proposes management mode optimization strategies in aspects of information communication mechanism, personnel recruitment and training mechanisms, incentives, sales team management mechanisms, logistics and distribution mechanisms and the management mechanism of payment collection. Then it explored the management mode optimization strategies from three levels of management concepts, mechanisms and enforcement countermeasures .It is significant for Jinpan Electric Co. Ltd. to establish sales system, promote innovation, and enhance its own core competitiveness.
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