苗旺达农业科技公司销售管理的研究毕业论文初稿.doc

齐 齐 哈 尔 大 学 毕 业 论 文 初 稿 题　　目 苗旺达农业科技公司销售管理的研究 学 院 经济与管理学院 专业班级 工管117 学生姓名 吴邦坤 指导教师 赵欣 修改意见 摘要 随着科学技术的不断发展和市场竞争的加剧，我国销售行业进入了一个更为激烈的竞争环境。销售行业的竞争的实质是公司销售管理方面的竞争，企业要想在竞争如此激烈的社会大环境下得以生存，必须有一套属于自己的销售管理系统，在实际的竞争中不断地实践、改进并完善是企业在激烈的市场竞争中立于不败之地的根本。 本文以苗旺达科技公司的为研究对象对其销售管理系统进行研究分析。通过对苗旺达公司企业文化、销售流程、以及销售人员的招聘、培训以及管理等对其公司的销售管理系统进行了全面的剖析。再结合苗旺达公司在实际的销售管理过程中遇到的问题，在市场竞争中遇到的挫折，本文根据科学的销售管理相关理论对其进行了理性的分析，同时找出了公司没能实现预期的战略目标的关键点并提出了有实际意义的改进方案。在苗旺达公司原有的绩效考核标准和销售精英星级评定的制度下，为其提供了更完善的奖励机制和战略管理优化措施。为企业最终实现战略目标提供了有实际意义的建议。 关键词：苗旺达公司；销售管理；绩效考核；战略管理优化措施 Abstract With the continuous development of science and technology and market competition intensifying, sales industry in China has entered a more fierce competitive environment. Sales industry competition is the essence of sales management, enterprise want to in the social environment of intense competition to survive, must have a set of their own sales management system, in the actual competition practice, constantly improve and perfect the enterprise is in an impregnable position in the fierce market competition. Based on MiaoWang of science and technology as the research object of a companys sales management system for this paper. Through the MiaoWang company enterprise culture, sales process, as well as the sales staff recruitment, training and management of the companys sales management system of comprehensive analysis. Combining MiaoWang company in the process of the actual sales management problems, to the frustration in the market competition, based on the theory of scientific sales management related to the rational analysis, at the same time find out the company failed to achieve the strategic goal of key point has actual significance and puts forward the improvement plan. In MiaoWang company original performance appraisal standards and sales elite star rating system, provides a more perfect the reward mechanism optimization measures and stra