Study On Sales Management Mode For Project Manufacture Enterprises And Its System Design

Project manufacture enterprises are a kind of manufacture enterprises,which make profits by manufacturing project products to satisfy customer specific needs.The success or failure of sales directly determine an enterprise's survival.With the fierce competition in the market, to raise the level of sales management concepts and management technology has gradually become a major development trend of manufacture enterprise.Domestic and foreign experts,scholars and enterprises have done a great deal of research and applications on sales management,and had made many valuable research results.Referring to those fruits, a sales management model for project manufacture enterprises will be studied in this dissertation .Firstly, Based on the analyses of characteristics and the present disadvantages of project manufacture enterprises,a project manufacture enterprises sales management model based on process is set forward, its overall features and guide Thinking are discussed, the architecture of the model is established, and the before and after-sales management of the model are studied.Secondly, some key strategies belongs to the sales management strategies series for sale management are studied in this paper. Such as the front sales key node control strategy of project manufacrure enterprises, hierarchical management strategy of sales order bill implementation,and so on.Moreover, on basis of the above research and analysis, a sales management system for project manufacture enterprises is designed, the structure of the system is built, including target series, structure series and function series. the related subsystems of the functions are analyzed.In addition, logic models of subsystems are researched in this paper.Finally, paper presents an instance of building sales management system to manufacture enterprises, Sales management model and those key strategies researched above are applied to a project manufacture enterprise in Chongqing. The implementation benefits the enterprise a lot.