IT企业销售风险控制

文档编号:XG020  文档字数:12588,页数:23

IT企业销售风险控制
——以神州数码有限公司为例
内 容 摘 要

 在市场经济条件下，风险客观广泛地存在于每一个企业的融资、投资、资金营运和股利管理等全部理财活动中，并且对企业实现其经营目标有举足轻重的影响，使人们无法忽视和回避。因此，如何有效地防范各种风险及危机，更好地追求创新与发展已是当今企业，尤其是IT企业营销过程中急需解决的一个重要问题。
 鉴于目前我国IT企业销售风险防范工作薄弱的现状，本文主要针对像神州数码这种在分销行业闯荡多年，拥有丰富的商场经验的大公司，即使拥有严格的信贷管理制度并成功实施了ERP系统，但在实际的销售过程中，却还是会经常发生由于代理信用度不够而造成的企业坏账现象，导致企业每年由于坏账而造成的直接损失在一千万左右。
 为了减少损失，本文在原有的风险管理基础上针对如何防范销售风险提出了一系列修改建议，从公司的组织结构合并，风险防范管理体制建立，以及最终打破传统观念的销售模式，实施SELL-OUT制度和网格销售模式，将企业计算机销售风险防范从预防和控制的角度提升到了另一个更高的层次；即懂得从代理的角度去观察和思考问题，然后分析判断代理下一步的决策，提前做好应对准备，从而有效的防范可能发生的销售风险；除此之外，我们还需为代理排忧解难，只有安全健康的代理，才能帮助我们减少销售风险，从而实现健康销售。
 
关键词：风险，销售风险，风险防范机制

ABSTRACT

 Under the market economy conditions, risk exists in the  financing, investment, capital operation and management of all financial activities of every enterprise,and  it do lots of effect to the enterprise in achieving its object. It should not be ignored or evaded. So how to effectively guard all kinds of risks and crises has became the most emergency question to research and solve in every enterprise especially the sales apartment in the IT Company.
 As the work of IT companies which is on guard of the selling risk is not perfect enough, the main idea of this paper is that take Digit China which has a large amount of experiences of retail and business career as an example.Although it possess strict credit systems and put ERP system into effect successfully, in the process of actual selling, there are always some bad debt created by lacking of credit of representation which lead the direct loss of company to ten million per year.
 To decrease the loss, this paper not only provide a serious amending and creating on the basis of original risk organization but also from company organization structure merging, the establishment of agency which on guard of risk to eventually break the traditional mode of selling and use the system of SELL-OUT and Internet selling. The improvement of selling risk prediction and controlling is on the representation view to observe and consider question, and then analysis the next strategic of representation which make preparation forward to avoid the selling risk efficiently. Moreover, we should help the representations to solve problem, only health and safe representation, can we reduce the selling risk and realize health retail.

KEYWORDS：risk，selling risk，system of risk estimation
目 录

第一章 引  言 1
第一节 选题的背景与意义 1
第二节 文档的主要研究内容 1
第二章 IT企业销售风险各要素分析 3
第一节 企业销售风险产生的原因 3
第二节 企业销售风险防范与控制的目的 3
第三节 企业销售运用的风险防范与控制方法 4
第三章 神州数码计算机销售风险防范实证分析 6
第一节 神州数码有限公司计算机销售情况概述 6
第二节 神州数码有限公司风险防范案例分析 8
第三节 神州数码在计算机销售风险管理中存在的主要问题及其分析 9
第四章 神州数码有限公司销售风险规避方法与改进 11
第一节 基于客户资质的信用风险防范控制方案 11
第二节 基于公司销售流程过程中的风险防范控制方案 14
第三节 基于公司风险防范管理的风险防范控制方案 16
第五章 总  结 18
【参考文献】 19
致 　谢 20

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