H Value Of The Company's Sales System Management Mode Design

Along with the electronic information technology rapid development, the value flow which comes from the value chain play an important role in the management of enterprises. Early in this century, many traditional enterprises and larger companies are faced with changing their own value management issues. Successful change would enable enterprises to enter the rapid development period, and failure means that enterprises will be ruthlessly eliminated by the market. Chinese scholars for the study of the value flow mainly concentrated in the manufacturing industry, focusing on improving the manufacturing process, improving production efficiency and reducing production costs, and so on. Outside the field of manufacturing, the study of the value flow theory is also blank state. The value flow and supply chain integration has just been raised, lack of further study. In sales and service areas, particularly fast-moving consumer goods sales area, there is no systematic theoretical value flow, specialization. Many sales enterprises can only rely on there own experience in non-standard value flow recycling, but the results were minimal and even affect the value of the original products, damaging to the enterprise's interests.Based on the value flow theory, a selection of H Company of our country's traditional industries (fast-moving consumer goods industries), and designing its sales value management system. Due to China's huge market, fast-moving consumer goods industry rapidly grows in recent years, the future development prospects still enticing. In 2006, China's gross domestic product (GDP) growth of 10.7%, the consumer price index (CPI) rose 1.5%. Relevant experts believe that the GDP growth, at least in commercial circulation field-based services occupy more than 80%. The H Company is in the context of a typical fast consumer goods production and sales companies. The H Company is very scale of production and sales network throughout the country, but also backward by the current value of sales systems management model problem, and is trying to establish a scientific, integrity, the value of the applicable sales management system to ensure the healthy and stable development of the company.The first part of this paper introduces a rapid consumer goods industry and H company's situation; Then elaborates the management of the enterprise value of the basic theory and the value of flow, this is also the basis of this paper; Finally, the existing H system sales management model was analyzed, that these existing problems. The main thing is to the latter half designs the H Company sales system value management mode: After the overall design concept, the first of its four major departments marketing system (Purchasing, Inventory Department, the Department of the market, the Finance Department) management model design, based on this system of the sales, 12 major business designs. These 12 kinds of business: distribution business, price management, group credit management services, the company warrantee management business, price guarantee management business, internal to cargo operations, internal distribution business, on credit operations, cash sales operations, inter-company sales business, commissioned consignment business and the sales returned goods business. Finally introduced the value management model design principles and implementation of the strategy of the H Company and used from both direct and indirect benefit analysis carried out.