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在现代化的市场竞争当中,销售管理是企业经营管理的重要环节,销售管理工作关系到企业的经济命脉和品牌建设,在企业经营管理中占据重要地位。如何进行有效的销售管理,关于提高企业竞争力,促进企业发展有重要作用。我们要重视企业销售管理,做好销售管理工作,使企业中现代化的竞争中立于不败之地。 相似文献
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日趋激烈的竞争对销售企业来说是一种巨大的挑战,在这种情况下销售企业必须采取相应的对策提高客户忠诚度。本文从产品、服务、客户满意等几方面提出销售企业提高客户忠诚度的途径。 相似文献
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石油销售企业是我国国民经济的重要支柱,石油销售企业的稳步发展对国家经济的可持续发展具有深远影响。所以,石油销售企业有必要正确树立风险意识和加强风险防控管理,提高市场竞争力,保证企业能够稳定、健康的发展。本文就市场经济下的石油销售企业可能遇到的风险进行分析,并对相应的风险防控管理措施加以探讨。 相似文献
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从当前混凝土企业风险管理和内部控制角度,对企业销售与收款业务内部会计控制理论和实践活动进行了系统分析和阐述,通过构建销售与收款内部会计控制风险防范体系,降低经营风险,提高企业内部管理水平,对完善企业销售与收款内部会计控制体系提出建议。 相似文献
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国内外成油品市场竞争激烈,成品油销售企业从卖方市场转向买方市场,竞争方式也表现为客户导向型竞争。在这个大环境下,研究和分析加油站的客户关系管理,可提高加油站的油品销量,提升销售企业核心竞争力,增强加油站应对市场变化能力,打消客户疑虑,保证销售企业快速发展。 相似文献
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财务管理是企业管理工作的重要组成部分,是企业管理的核心,对于改善企业经营管理,提高企业经济效益具有十分重要的作用。当前,国家对医药企业加大了监管力度,企业经营风险加大,财务风险加剧。医药企业应更新财务管理观念,完善财务管理制度和内容,提高财务管理的信息化水平,拓宽医药企业的融资渠道,建立自己的销售链、提升企业的销售层次。 相似文献
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随着社会主义市场经济体制的不断发展和完善,多企业尤其是地处内陆的产品具有特定用途的企业为拓展销售渠道,纷纷建立自己的销售网络系统,设立自己的销售分支机构,以及时获取市场信息,更好地服务于客户和市场,提高产品的市场占有率,确保企业的可持续发展。 相似文献
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销售与收款业务的内部会计控制目标可以概括如下:保护企业销售与收款活动产生的会计资料的真实、完整、一致;堵塞漏洞,消除隐患,防止并及时发现、纠正错误和舞弊行为,保护企业各种实物资产的安全与完整;确保企业销售与收款活动符合国家有关法律法规的要求;提高产品的市场占有率,加快货款的回笼。销售与收款业务是企业实现增长和盈利的关键活动之一,同时也是企业内部控制风险最大、最重要的一部分。由于市场竞争日趋激烈,企业一般雇用大量的销售人员,销售组织大多采用金字塔式的层级结构,即在地区、省市成立各级销售分公司,因此,销售与收款业… 相似文献
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销售人员在企业经营管理中处于关键地位,对企业目标的实现非常重要。一个房地产企业能够吸引、激励并留住销售人员,在很大程度上取决于其的薪酬设计与管理是否合理、科学。如果薪酬管理得当,就能很好地激励员工,如果运用不当,则会导致销售人员积极性下降,严重的还会导致企业人才流失,市场下降,甚至影响到企业的生存与发展。为了降低房地产的销售人员流失率,提高其工作绩效,就需要进行合理的销售人员薪酬设计与管理。本文围绕当前我国房地产行业现状和销售人员特征,分析讨论了房地产销售人员薪酬组成问题,并提出了有效的薪酬组成模式。 相似文献
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交叉销售在中国金融业的应用前景研究:美国的经验及启示 总被引:8,自引:0,他引:8
交叉销售作为创新的营销方式,为提升美国金融机构的竞争实力做出了重要贡献。本文从对中美两国营销环境的差异分析入手,研究了中国金融业应用交叉销售必须解决的问题及其发展前景。本文认为,金融业在中国尚处于初级阶段,交叉销售的产品及其必要性十分有限;关于交叉销售的法规和管理也严重缺乏;在应用交叉销售之前,还需做好大量的数据理清、转化和集成工作,需要强化网络基础,优化法律环境,深化金融改革;金融业运用交叉销售是不可逆转的趋势,其在中国的应用只是时间问题。 相似文献
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Christian Heumann Marion Freudenschuss Florian v. Wangenheim Markus Wübben 《Zeitschrift für Betriebswirtschaft》2011,81(2):31-55
Existing research has not sufficiently addressed the question of how to cross-sell additional products and services to customers and what the behavioral consequences of cross-selling are. Moreover, these cross-selling-related questions have not been investigated in the context of customer-initiated contacts.The contribution of the paper is the empirical analysis of metrics which can be used to predict cross-selling success, e.g., in a call-center. The results show that two metrics, namely first contact resolution and reason for contact, significantly predict cross-selling success. Another contribution is the analysis of behavioral consequences. Here the results show that usage intensity significantly increases the time directly after the cross-selling took place but relapses to the original level within a few weeks.The results of the study can be used to derive managerial implications for managing and controlling cross-selling initiatives and for increasing and stabilizing cash-flows. 相似文献
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基于遗忘函数和领域最近邻的混合推荐研究 总被引:1,自引:0,他引:1
基于内容过滤和协同过滤是两大最为经典的推荐算法,但基于内容过滤存在新用户问题,没有考虑用户兴趣变化对推荐质量的影响,协同过滤则面临严峻的数据稀疏性和冷启动的挑战.针对这些,提出混合推荐算法:基于非线性逐步遗忘函数建立用户兴趣模型,预测用户未评价商品评分;引入"领域最近邻"处理方法查找目标用户的最近邻,预测未评价商品评分,以此为基础做出推荐.实验结果表明,本文方法能有效提高推荐质量. 相似文献
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《Omega》2014
In this paper, we analyze the emerging retail practice of carrying a combined product assortment consisting of both regular “standard” products and more fashionable and short-lived “special” products. The purpose of this practice is to increase store traffic by attracting heterogeneous classes of customers, which drives up sales of standard products due to the potential cross-selling effect. Customers who are primarily attracted by special products will also buy some standard products. In this context, we analyze three decisions that are crucial for a retailer׳s commercial success: the product assortment, the inventory levels and the pricing. We propose an optimization model and an iterative heuristic to analyze the trade-offs between the combined product assortment, the inventory level and the price per product when there is limited shelf space. Using numerical experiments, we show that our heuristic can be trusted and that its accuracy improves when the number of products increases. Our findings indicate that to attract more customers for standard products, a retailer may benefit from carrying low priced special products which, if considered in isolation, would be non-profitable. As the cross-selling effect decreases, a retailer should focus more on the standard assortment by increasing its size and decreasing the prices. However, introducing special products and ignoring the cross-selling effect may decrease a retailer׳s profitability. We show that the introduction of special products involves more than just choosing the right specials for non-loyal customers but impacts the global assortment planning, the standard products and the products pricing. 相似文献
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客户关系管理基础理论体系框架探讨 总被引:10,自引:0,他引:10
CRM基础理论是整个CRM的基石,但对于CRM基础理论体系的确立并没有一个清晰的说法.识别有价值客户和培育有价值客户忠诚是狭义CRM的两项基本任务,从支持完成这两项基本任务的思路出发,本文提出了一个由客户价值识别理论和客户忠诚理论构成的CRM基础理论总体框架及两大理论本身的基本框架,阐述了两大基础理论的关键研究进展. 相似文献
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In this paper, application of the rough set theory (RST) to feature selection in customer relationship management (CRM) is introduced. Compared to other methods, the RST approach has the advantage of combining both qualitative and quantitative information in the decision analysis, which is extremely important for CRM. To derive the decision rules from historical data for identifying features that contribute to CRM, both the mathematical formulation and the heuristic algorithm are developed in this paper. The proposed algorithm is comprised of both equal and unequal weight cases of the feature content with the limitation of the mathematical models. This algorithm is able to derive the rules and identify the most significant features simultaneously, which is unique and useful in solving CRM problems. A case study of a video game system purchase is validated by historical data, and the results showed the practical viability of the RST approach for predicting customer purchasing behavior. This paper forms the basis for solving many other similar problems that occur in the service industry. 相似文献