The Construction Of Sales Information Management System In Jilin Changtong

Any large enterprises start from small businesses. The quantity of small businesses in our country is huge ,and along with promotion and popularization in practical application of informationization, a market of industrial informationization is forming.。It isn't an ignored problem for a modern enterprise, therefore many enterprises cost large sum of money in the investment of informationization construction without any hesitation, but the rate of success is very low. It is more important for a small business in initial period how to avoid mistakes caused by fault of Informationization strategy , how to lead the business on the road of Informationization construction in the financial strain ,and how to construct the informational platform in such situation that management flow is not yet mature .For the external purpose, the small business will attain a certain competitive advantage if it can bring the informational construction into effect successfully, and for the internal purpose ,it can build solid foundation for the informational construction in management, personnel training, and ideology in the future. However the small business has its dilemma in the early days: shortage of the funds a, lots of chores, the problem of the product sale and the fact that management can not keep up with the business development. The author tries to carry on the discussion on the Chinese small business informationization construction with practicality.The full text is divided into five sections:In the first part, to introduce the general situation about the Changtong Optical Communication Co., Ltd and the purport to construct Sales Information Management System. First of all, the author introduced the reasons why to build Jinlin Changtong , the situation about the Chinese economic environment, and the specific problems in Changtonglong:○1 Although the optical cable market is being in the vigorous development time, but there are many domestic cable factories, the core technology is still in the hands of only a small number of large-scale enterprises, a few large corresponding operator keep the strict standards in the quality of optical fiber .○2 At the same time, Changtong had its same dilemmas as other newly small business: insufficient funds, jumbled things, product sales problems, as well as a variety of the early problems with poor management and so on. Secondly, the author indicated the purport of the Sales Information Management System for Changtong. Informationization for a modern enterprise can not be ignored, and informationization construction is an important part which can improve the competitiveness of small and medium enterprises. For the external purpose, the small business will attain a certain competitive advantage if it can bring the informational construction into effect successfully, and for the internal purpose, it can build solid foundation for the informational construction in management, personnel training, and ideology in the future. And point out that the small business only through informationization can play its feature in"sensitive reaction" in the fierce market competition.In the second part, the author introduced the sales problem and situation which Changtong facing with during its beginning. At first, as a matter of major environment, Chinese economic is now in development period, the construction of infrastructure was in high tide, including the Chinese correspondence construction. Especially in the development of network technology, the number of Internet users was creasing heavily, and the communication capacity has been expanding to cope with the increasing demand, so the major telecommunication operators laid their own communication lines. Meanwhile, the cable was gradually being squeezed out the communication line market by optical cable for its light weight, high capacity, poor wastage and low cost. This shows that Chinese cable market is a big piece of cake. But the competition in this market is very intense, because the optical cable's technical contents is higher opposed to cable, so the optical cable's profits is very high in the initial stage, which further aggravated the competitive extent in cable market. Jilin-Changtong just started its embarking in such a major environment. Next to describe how Changtong analyze its own marketing opportunities in such general environment. From the optical cable products target market, it is simple for its feature, so it is difficult for the market to break down further. Although operator is different, the nature of the communications industry determines the same characteristics basically in the level of demand for optical products. Changtong made a full investigation and did a SWOT analysis to identify their strengths, weaknesses, opportunities and threats, and established the strategic idea including "high quality, centralized, quickly ". And carried on the analysis discussion about the application effect for this idea, to identify shortcomings and inadequate as well as to affirm its effect, so to discover the bottlenecks in information management through such analysis.The third part is to describe the analysis about the internal, external demand of information, in order to make a foundation for the later description about the Sale Information Management System construction. First of all, it is necessary to point out the differences between data and information, and how to generate the information. Next author points out the importance of information to the enterprise——in a highly competitive market environment, the enterprise want to survive and to develop, time and efficiency are main factors. Under such pressure, companies can no longer accept low-speed and ambiguous sources of information, to deal with the daily problems of red tape, to collect and collate information hardly, on contrast it is necessary for fast, accurate information collection, collation, analysis, and decision-making. At the same time , the cooperated working under the same platform and efficient , scientific decision-making tools are also necessary.。It is inevitable to walk on the road lead to the informationization in such background. Analysis of the demand is the first step on the road towards the successful informationization, which is also a highly cognitive and creative action. Whether the activities are successful or failed is the key for a successful informationization. Then the author pointed out the difficulties in the analysis of the information needs and demands, and described the different informational demands in the internal and external.The fourth part is to describe Changtong's sales model. The author pointed out the importance of an enterprise's sales model, and "short, flat, fast" characteristics of the sales model in Changtong, then made a detailed explanation of its characteristics: expanding the market by"short", smoothing the communicated information channel by"flat", attracting clients by"fast". In order to examine whether the sales model is fit or unfit, it is necessary to build the model of Customer Satisfactory Degree to improve sales model to meet customer demands. And then the author gave a detailed description of the designing ideas, methods and process for model, and through examples to illustrate this model. Finally, the author described how to improve the sales mode by CSD (customer satisfactory degree) model in practice.The fifth part is the final chapter. Based on the several parts of the company's presentation before, the author gave an description about Changtong's construction process of Sales Information Management System. First of all, it is necessary to construct SIMS(Sales Information Management System) to fit the social macro environment needs, corporate internal and external information needs, and the company's sales mode. And it is difficult to achieve the company's aims : "short, flat, fast" unless solving the problem of poor internal information, and it will not be able to display a small business flexible features, to obtain a competitive advantage neither. Secondly, the text detailed sales informationization processes and earlier preparation, concrete implementation, application effect, question improvement, and pointed out that the informationization is not on the technical level, but on the management level. The author affirmed the necessity and effectiveness of the construction, and then, made some comparisons to the small business informationization development in the past years. Finally, the text pointed out that small business informationization is feasible and necessary through the construction practice of Changton's Sales Information Management System. As long as a business has understood the informationization's substantive content thoroughly, made a mental preparation for the difficulties may meet with later, and implemented information construction in accordance with the scientific method, even in such situations as poor finances, few people and materials-short, a small business can also find a method which fits its facts to construct informationization and bring business to a new level.