Application Of DFSS In The Sales Procedure Design

When we talk about public entrepreneurship and innovation,innovation of a company is mainly on technology and management.There's an opinion mentioned by Peter Drucker in the book of "Innovation and Entrepreneurship":high-tech is not a prerequisite in innovation.Companies need to enhance their innovating capacity to gain an edge in the fierce market competition;in addition to technological innovation,innovation on management,making high efficient operation become inimitable core competitiveness,require constant theoretical exploration and practice.The industrial sales process is always following the construction process of industrial product,the period can be as long as four to eight months,and there are varieties of uncontrollable factors:large amount of resource investment,cost on trial and error is high.A high efficiency procedure is necessary for a company's management and monitoring,to analyze and correct sales process in a more critical and efficient way.As the demand of market and target consumer changed,sales process and behavior keep on changing.The existing sales process needs to be redesigned as long as it cannot meet the demand in the development of a company.We need to explore and try to find out the right ways for companies in redesign sales process.This thesis describes the emergence,development and status quo of DFSS.After analyzing the sales process,we try to design a set of sales process in the industrial by using DFSS.In the process design,integrating the Kano model,Process information matrix analysis,The Balanced Score Card analyzes the needs of the internal and external customers,defines the many indicators needed in the operation of the enterprise,and then selects the key sales targets;Combined with the industrial enterprise activity cycle diagram and the stakeholder model,the order of the sales process planning,combing the key nodes,standardize the main work of the various stages of the content;combined with the project opportunity funnel model on the sales process in each stage of the successful conversion rate To optimize the key data needed to generate operational decisions;and finally,to validate the new sales process.Follow the core values of DFSS,the thesis designs a set of application on products sales process in start-up industrial.The thesis tries to apply DFSS on the early stage of newly-founded enterprise's sales process,in order to improve the systematization,standardization,controllability,stability and efficiency of sales process,and then achieve the object on maximum the probability of reaching the enterprise operating objective.The thesis provides a feasible path and scheme,changing the tradition problem and actuality:sales process cannot be controlled and cannot be quantitatively analyzed;sales behavior is not standardized and cannot be evaluated objectively,efficiency is not high and so on.At the same time,the application of DFSS in sales processes of start-up companies enriches the application cases of DFSS in the field of non-manufacturing process design.