武钢氧气公司销售管理信息系统的研究

华中科技大学硕士学位论文武钢氧气公司销售管理信息系统的研究姓名：文欢喜申请学位级别：硕士专业：工商管理指导教师：蔡淑琴20080429ISWOTIIAbstractWithindustrialgasbusinessfastdeveloping,businesstodayitisafiercecompetitionandonlycompanieswithlong-termvisionandaclearmissionsurviveinthelongrun.Companiesnotonlytriedtodevelopintonewbusinessareatogainnewmargin,butcompaniesshouldcreateandsustainacompetitiveadvantagethroughinformationtechnology.Nowcompaniesmakefewuseofinformationtechnologyinsalemanagement.Consideringthatthesalesofindustrialgaseshavetheparticularity,especiallysafetyrisk.Ignoringthesafetymanagementinsaleoftenoccurs,thatincreasesthesaferiskandrestrictsthedevelopmentofsalesbusiness.WriterthinksthatcompaniesmajoringingasbusinesscanexploitclientvaluetotheutmostextentandincreaseenterpriserevenuejustthroughbuildingupscientificandnormativeinformationsystemformarketingmanagementInthisthesis,itdoessomeresearchtomarketingmanagementproblemundertheconditionofnewmarketingstratagemfromOxygenCompanyinchangingcircumstance.Itprovidesaninformation-basedresolutionformarketingmanagementinOxygenCompany,ithopethatinformation-basedmarketingsystemputintopracticeincompanycanincreasecompetitionabilitynoticeable.Firstofall,thepaperintroducesthecompetitionsituationingasbusiness,anddetailsthequestionarisinginsalemanagement.Itcomestoconclusionthatitisnecessarythatsalemanagementshouldberunningwithinformation-basedtool.Secondly,itdiscussthecountermeasurefacingupnewtactic.atfirstitillustratesthesalesituationinoxygencompany,andanalysesmarketcharacteristicofindustrialgasandkeyfactorwhichmayaffectbuyer’sdecision.Thendiagnosethestrength,weak,opportunityandthreatofOxygenCompany.FurtheritcentersonthenewmarketingstratagemfromOxygenCompany,intheduetimeitbringsoutthatthegapbetweennewmarketingstratagemandinnersalemanagement,andexplainhowtosolvethedifficulty.Thirdly,itputsforwardtheobjectandprincipleofsalemanagementinformationsystem.Thenitcarryoutbusinessprocessanalyze,intheend,thecylindersalesmodelisformed.Finally,thearticlegivessomeadviceonhowtoputthemodelinpracticeKeywords:salesmanagementmarketingstratagemmanagementinformationsystem111.11.1.1“”[1]GDPGDP10%15%“12%-15%”[2]21.1.211232313234,1.1.31,46200025024[3]3[4]4JITJIT[5]70JIT5JITJIT51.221ITInternet61970[6]•WilliamDurell[7][8]40··BemySilver1949[9]1959·GirardFessel09[10]Komano“”[11]Group“”[12]SterileMusher“7”[13]Schulze“”[14]Marrow[15]BusinessProcessRedesignBPR19831984[16][17]ScM2090SCMSCM[18]6[19]:1;2;3;56——[20]Marketinginformationsystem[21]EnterpriseResourcePlanningERP[22]81.3922.1300000m3h40“”199819941998,19951998200030002-119981998,20011998200355732-219992006102-11995-1998:199519961997199819992000341.5307.3242.4858.9679.7582.049.090.310588.0821.82217.21594.42374.02677.62128.12513.32138.11984.92771.63025.03075.24014.874937.32-299-2007:200120022003200420052006704.2881.2736.6926.2810.0900.03500.64079.84495.33531.64200.05490.0693.2396.8341.7322.6590.0610.04898.05357.85573.54780.45600.07000.0“”200816001.50.82010180021.02011-2015“”31.2“”11,“”200031220016ppb20%460000m3/h240000m3/h“”3503/20“.”5000Nm3/h“”15%122.2SWOTSWOT[27]2.2.1WTO1GDPGDP1.251.5[8]23“”[28]47013118150003Linde2008422.2.2208020“”2003“”804141[8]222.318020“”[29]151-22345[31]616.2.4[35]“3E”[36]172.5[37][38]“”——[39]“”18[40]“”“”“”“”“”“”[8]1933.13.1.11233.1.23S1LSPEEDSAFETYSURELYLOW“”203.1.3INTRANET“”121“”221333.1.412345622783.23-13-1112233457821“”3-223342453-23.33-33-3251B/S3-4WebB/SWebASPcomB/SWeb3-4B/S2SQLServer2000MicrosoftSQLServer2000SQLServer2000SQLServer2000I/OSQLServer2000SQLServer2000SQLServer20002634Web5XML3.4127233-53-52811234567212293-63-634312“”“”30“”3456789413-73-72313512345673-8323-8123344.11234JIT56344.21“”—-“”2353[42]MICHAELHAMMERJAMESCHAMPY436563738[1]..,2005(6):15-20[2]..,2003(6):5-10[3]..:,2004[4]..:,2005[5]KuparhyL.ClassificationofJITTechniquesandtheirimplications.IndustrialEngineering,1995,27(2):62-67[6]BryantT.,D.Chan.BPR-ToRedesignorNottoRedesign.BusinessChange&Reengineering,1996,3(2):52-61[7]Gilmore,James.HowtoMakeReengineeringTrulyEffective.PlanningReview,1995,23(3):39-40[8]JohanssonHJ,McHughP,PendleburyAJ,etal.BusinessProcessReengineering-BreakpointStrategiesforMarketDominance.Wiley,Chichester,1993[9]HammerM.,AndersHagman.WhatWillBeofERP.SchoolofInformationSystemsofQueenslandUniversityofTechnology,2000(10):7-8[10]Hammer,M.andJ.Champy,ReengineeringtheCorporation:AManifestoforBusinessRevolution.NewYork:HarperBusiness,1993[11]ChihabBenmoussa.Supportingsalespersons’CRMeffortsthroughlocation-basedmobilesupportsystems.JournalofSystemsScienceandSystemsEngineering,2005,1(14):80-87[12]RaymondLing,D.C.Yen.CustomerRelationshipManagement.JournalofComputerInformationSystem,2001(1):82-97[13]MicolaMillard.TheFutureofCustomerRelationship.Management.JournalofIBTE,2002(2):92-95[14]PaulGreenberg.CRMattheSpeedoflight:CapturingandKeepingCustomerinInternetRealTime.TheMcGraw-HillEducation,2001:80-90[15]Davenport,ThomasH.ProcessInnovation:ReengineeringWorkthroughInformationTechnology.Boston:HarvardBusinessSchoolPress,200139[16]KraljiePeter.Purchasingmustbecomesupplymanagement.HarvardBusinessR