以客户需求为导向的企业销售团队订单闭环管理

摘要

It is of great necessity that the close circuit management be implemented in order to effectively attract and fin-ish orders.After a general description of the close circuit management of the corporate orders of sales team,the commonly found problems are analyzed:such as the construction of the sales team,the difficulty of frequent change in demand,the une-ven asymmetry of delivery date information.And corresponding counter measures are put forth:top priority be given to the construction of sales team;timely knowledge of the information change be learned concerning demand side and the productive links;the communication be strengthened between the sales section and the stock management section so that the productive efficiency and sales performance could be promoted.%为制造企业承揽并有效率的完成订单，其销售团队实行闭环管理很有必要。为此，在对销售团队订单闭环管理进行概述的基础上，分析了订单闭环管理中容易出现的问题：销售团队的建设、订单需求变化频繁的困境、交货期信息不对称，由此提出的对策是：高度重视销售团队的建设，及时掌握并反馈需求侧和生产环节的变化信息，加强销售部门与库存管理部门的联系沟通，从而提高生产效率和销售业绩。