【正文】 摘要I題 目：LY 公司軟件銷售業(yè)務風險控制體系的構建專 業(yè)：工商管理學員姓名： 學員簽名： 導師姓名： 教授 導師簽名： 摘 要今天，社會已經進入到互聯(lián)網經濟蓬勃發(fā)展的時代了，軟件作為互聯(lián)網和使用信息系統(tǒng)的載體，越來越受到人們的重視。而隨著整個社會對于軟件系統(tǒng)需求的日益增長，軟件企業(yè)的規(guī)模和數(shù)量也在飛速增長，軟件企業(yè)面臨的市場競爭也越來越激烈，伴隨而來就是這些軟件企業(yè)在管理中的風險控制問題日益突出。除了核心技術、主打產品等主要的競爭要素之外，銷售業(yè)務的能力也是軟件企業(yè)能否生存和發(fā)展的關鍵。而在危機四伏的市場經濟環(huán)境當中，軟件企業(yè)的銷售業(yè)務同樣面臨著各種各樣的風險，如果不能管理和控制好這些風險，那么給軟件企業(yè)生存和發(fā)展帶來的傷害損失很可能是致命性的。本文就是基于這樣的背景，結合本人在軟件企業(yè)的工作經歷與實踐經驗，通過研究軟件行業(yè)銷售業(yè)務的特點，基于風險管理的理論，參考相關行業(yè)和業(yè)務風險控制方面的實踐經驗，針對 LY 公司軟件銷售業(yè)務的具體問題，分析其中存在的風險點，并研究其防控措施，提出解決方案，在此基礎上構建了該公司銷售業(yè)務的風險控制體系，并對這一體系的實施保障情況進行分析和總結。文中重點就 LY 公司軟件銷售業(yè)務的現(xiàn)狀和問題進行了分析，針對其中銷售策略的制定過于隨意、銷售費用控制不夠嚴格、銷售定價政策混亂等問題，進行風險評估和應對，建立相對完整的風險控制體系，并通過流程優(yōu)化、制度完善等具體措施保障這一體系的順利實施。希望基于本文的研究，能夠在軟件行業(yè)的銷售業(yè)務和風險防控方面進行實踐探索，幫助 LY 公司和更多類似的軟件公司規(guī)避由銷售業(yè)務領域的風險帶來的經濟損失，進而能夠為軟件企業(yè)的發(fā)展提供幫助和支持?！娟P 鍵 詞】：銷售業(yè)務；風險控制；體系建設；軟件行業(yè)西安理工大學工商管理碩士學位論文IISubject: LY Company Selling Operation of Software Risk Control System ConstructionMajor: Business ManagementStudent: Signature: Tutor:Prof. Signature: AbstractToday, society has entered the Inter economy era, software as a carrier of Inter and the use of information systems。 people pay more and more attention. But with the whole society for the increasing demand of the software system, the size and quantity of software enterprises in the rapid growth, software enterprises are facing increasingly fierce market petition, acpanied by the software enterprise risk in management control issues have bee increasingly prominent. In addition to peting factors of core technology, main products are the key capabilities, sales and software enterprises survival and development. In the environment of market economy, be threatened by growing crises, software enterprise sales business also faces various risks, if cannot manage and control these risks, and then to the software enterprise survival and development of damage is likely to be fatal.This article is based on this background, bined with my experience in the practice of software enterprises, the characteristics of software industry sales business, based on the risk management theory, the reference related industries and business risk control practice experience, according to the LY pany sales of specific problems, analysis of the existence of risk, and its prevention and control measures, propose solutions, risk control system constructed on the basis of the pany39。s sales, and to guarantee the implementation of this system were analyzed and summarized. This paper focuses on the status quo and problems of software sales business of LY pany are analyzed, according to the sales strategy is too casual, sales expense control is not strict, sales pricing policy issues such as confusion, risk assessment and risk response, a relatively plete control system, and through process optimization, system improvement measures to ensure the smooth implementation of this system.I hope this research can be based on, in the software industry sales and risk prevention and control aspects of the practice, to help LY pany and more similar software panies to avoid operating management problems brought about by the sales business risk, and can provide help and support to the development of software enterprises.Key Words: Selling operation。 Risk abatement。 system construction。 software industry.目錄I目 錄1 導論 .....................................................................1 研究背景和研究意義 ...................................................................1 研究背景 .........................................................................1 研究意義 .........................................................................2 文獻綜述 .............................................................................2 國外研究綜述 .....................................................................2 國內研究綜述 .....................................................................3 研究方法和主要內容 ...................................................................42 企業(yè)風險管理與銷售管理的基礎理論 .........................................6 企業(yè)風險管理的概念和分類 .............................................................6 風險管理的管理定義 ...............................................................6 風險管理與內部控制的關系 .........................................................6 企業(yè)風險的分類 ...................................................................7 企業(yè)風險的識別與評估 .................................................................8 風險識別 .........................................................................8 風險評估 .........................................................................9 軟件銷售的管理特點 ..................................................................11 軟件銷售業(yè)務的特點 ..............................................................11 傳統(tǒng)銷售與軟件銷售的區(qū)別 ........................................................13 銷售管理中的風險控制概念 ........................................................17 小結 ................................................................................173 LY 公司軟件銷售業(yè)務的現(xiàn)狀及存在問題 ......................................18 LY 公司的背景 .......................................................................18 LY 公司的基本情況 ...............................................................18 主要產品和服務 ..................................................................18 組織結構和職級說明 ..............................................................20 LY 公司軟件銷售業(yè)務的現(xiàn)狀 ...........................................................23 銷售收入和市場前景 ..............................................................23 銷售模式和管理特點 ..............................................................24 業(yè)務流程和人員設置 ..............................................................25 LY 公司軟件銷售業(yè)務存在主要問題 .....................................................27 銷售策略的制定過于主觀 ..........................................................28 銷售