ZH Company Sales Management System Optimization Research

With the improvement of China undefineds economic and technological level,the marketization level of state-owned enterprises,especially central enterprises,is getting higher and higher,the management means and management ability of enterprises are constantly improving,and the strength and competitiveness of enterprises are gradually enhanced.ZH is a secondary company of a domestic Shipbuilding central enterprise.After more than ten years of development,ZH has become a large enterprise with an annual turnover of tens of billions of dollars.However,there are still some shortcomings in the management innovation and the optimization of the management mode,especially the sales management is relatively extensive.Taking the existing sales management system of ZH Company as the research object,through analyzing the background and present situation of the company,we find out the shortcomings of the existing system.Then the customer management,business opportunity management,sales operation and other aspects of ZH sales management system are qualitatively analyzed by SWOT and other methods,and the loopholes of the existing system are found out.Decompose the secondary indexes of each influencing factor,statistics the basic information data,use entropy method to evaluate the secondary indexes,find out the relationship between them,analyze the advantages and disadvantages of the sales management system,and evaluate the satisfaction of the research objects in various aspects.Through the analysis of each module of ZHundefineds sales management system,and combines domestic and foreign related data research to find out the influence degree of each part of the sales management system.Based on the relevant factors,the research questionnaires and research methods were designed to investigate the sales management system of ZH company,sort out a reasonable questionnaire,test the reliability and validity of the research content,and collect basic information.The research data was compiled,the evaluation model of the sales management system of ZH company was constructed,and the sales management system model of ZH company was constructed according to the analysis results.The analysis and optimization of the company's sales management system is divided into three parts:(1)According to the research data,the sales management system is studied.and analyzes the sales management system qualitatively and quantitatively,and evaluates the sales management system from the aspects of user management,sales management and business opportunity management,indicating the existence of the sales management system.A lot ofloopholes.(2)The entropy method is used to evaluate the secondary indexes of the sales management system.and evaluates the three secondary indicators of user management,sales management and business opportunity management.It is found that the evaluation is relatively low in three aspects.The company's sales operation score is the lowest,indicating that the company's resources,personnel,functions are properly regulated.(3)After evaluating the sales management system of ZH company,according to the results of various aspects of analysis,the program is optimized for all aspects of the sales management system,and the customers are classified into different types of customers.At the same time,it analyzes domestic and international business opportunities,synergistic sales,enhances the company's sales opportunity identification and operation capabilities,and points out the safeguards for sales management system optimization.After the analysis and sales management system optimization plan is put forward,this paper analyzes the existing sales management system and summarizes the experience and looks forward to the future development of the sales management system.