联系我们

论文查询结果	返回搜索

论文编号：	9487
作者编号：	2120152779
上传时间：	2017/12/6 16:08:24
中文题目：	T公司销售管理研究
英文题目：	Research on sales management of T company
指导老师：	任星耀
中文关键字：	真空设备行业；销售规划管理；客户管理；销售人员管理
英文关键字：	vacuum equipment industry; Sales planning management; Customer management; Sales staff management
中文摘要：	真空设备市场不断发展和更新吸引了全世界设备制造商的竞相争逐，伴随我国基础工业的发展和稳定，国产真空设备占有越来越重要的地位，这标志着自主品牌的基础制造能力已全面崛起。但是，在高端市场国产真空设备还是无法与进口产品竞争，无法摆脱产值不高，品牌溢价能力差，创新不足等局面。 T公司是一个集代理和提供非标机组配套的综合性销售型公司，代理国内外许多大品牌，有固定客户群体，有强大的开发团队，可以承接高端项目也可以提供优质配件精加工。然而，市场竞争日益剧烈，T公司若想开发新的市场和客户资源，必须从销售管理出发，在竞争中改善业绩，为更多客户提供更好的服务，壮大公司的实力和抗风险能力。本文结合真空行业发展现状及产品市场特点，通过与上游生产厂家、同级代理商、其他非标设备制造商三个维度的竞争分析，勾勒出未来发展的优势和机会。对销售规划设计、客户管理、销售人员跟进进行了全面的分析和挖掘，对销售计划、业务流程、销售目标制定分别进行了现状阐述并提出改善建议。提出了提高客户满意度，实现客户忠诚度的具体方案以及对赊销款的控制措施，最后分别从招聘、培训、激励、薪酬和评估四方面对销售人员的管理进行现状阐述并提出改进建议。希望为同类型的中小企业提供参考。
英文摘要：	The market for vacuum equipment is constantly evolving and updating, attracts competition from equipment makers worldwide, with the development and stability of China's basic industry, domestic vacuum equipment occupies an increasingly important position, this marks the full rise of the vacuum independent brand building power system, However, in the high-end market, the domestic equipment still cannot compete with imported products, cannot get rid of the low value, the brand premium ability difference, innovation insufficient and so on. T company is an agent, agents many domestic and foreign famous brands and, provides non-standard unit, have the fixed customer and development team, undertakes high-end projects and also provides the high quality parts machining, However, the market is increasingly competitive, T company must proceed from the sales management, improve performance in competition, provide better services to more customers, strengthen the company's strength and risk tolerance. This paper combines the current situation and the characteristics of the product market, does competitive analysis with manufacturers, peers and other non-standard equipment manufacturer, outlines the strengths and opportunities for future development, does an analysis and mining of? sales planning management, customer management and sales staff management, expounds the current situation of the sales plan, business process, sales target and propounds suggestions for improvement, proposes specific plans to customer satisfaction and loyalty, controls the measures of arrearage, Finally, expounds the current situation of recruitment, training, incentive, compensation and assessment, and propounds suggestions for improvement. The paper is going to provide some references for the relevant company.
查看全文：	预览  下载(下载需要进行登录)