Sales Opportunities Management Research Based On Sales Management System (ESALES) In Neusoft Group

Management is an eternal theme of enterprises, and it is an an important issue faced by modern enterprise how to make the work of corporate management more scientific and advanced. Over the years, although the enterprises has done a lot of work to strengthen and improve the management, but a variety of business management problems has not been fundamentally resolved, which has seriously constrained the market competitiveness of Chinese enterprises improved and cost-effective improvement. Enterprise Management is both hot and difficult in a business information management. Enterprise information management is not simply to replace manual work with the computer, nor is it simple to copy the traditional management model to the computer system one by one, but through the use of modern computer information technology, the introduction of modern management concepts, to conduct a comprehensive and profound changes concerning to such problems as the organizational structure of the rigid, backward mode of operation, and inefficient management processes. As for the conversion business, establishing a modern enterprise system, effectively reducing costs, speedingup technological progress, and enhancing market competitiveness and improving economic efficiency, enterprise information management has a realistic and far-reaching significance, and it's a breakthrough in bringing business innovation and development.Information data accumulated in the accumulation of a large number of enterprises with business-related through the constant renewal is the most important information resources, and also the basic on the data reflected in the all aspects of business and all aspects of: human resources data, business indicators data, sales data, customer data, order data and so on. With the constant development of enterprises, the accuracy of these data and the rationalization of the use is becoming increasingly important. In these data, the sales data accounts for the most important aspect on production activities and is the key to achieve the goal of profit, so sales management plays an important role in the process in the information technology. The survival of enterprises and business good or bad, is directly dependent on sales performance, and enhancing sales performance directly depends on enterprise target customers'orders, and orders to reach the rate of project opportunities are directly dependent on the mining and management.This shows that management of an enterprise project opportunities brought by potential customers is most important aspects in enterprise information management, and the accuracy of opportunity management data will directly affect the achievement of business performance, the future business forecast performance and leadership in decision-making levels.With the increasing scale of enterprises, increasingly complexed organizations, increasingly operating capacity, there are more and more customers accumulated, and more and more projects opportunities in all sectors and potential customers are tracked each year, so the project management work is becoming increasingly important. the Company's management of sales opportunities has experienced from from the extensive to the process of refinement, from disorder to order process. Who are customers? Where are customers? What are next year's growth target customers and program? How to protect customers'planning and implement sales accurately through regular review system?The question births the change, and the change will bring new development. Implementation of good management is based on sales from a variety of client accurate and timely information, so doing a good job in customer information management is a job which has to be finished in the end in the process of sales opportunity management. Ordinary non-systematic way to collect customer information prone to faults and errors, and due to the lack of system management, it is difficult to control the quality of the data of customer information. Opportunity management on the stage of sales is the development stage is one of the important ways in making and implementing company business plan. The stage distribution of sales opportunities has increasingly become an important basis for sales targets. Stages of the management of sales opportunities is an important support for sales opportunity management function, has penetrated into the company's daily management of organizations at all levels, it should play an increasingly important role.This paper points out the significance of studing the sales of domestic enterprises in the process of opportunity management based on the background selection analysis, sales opportunity management theory analysis and sales opportunity management status of domestic and foreign enterprises. Trough the method of integrading theory with practice, the paper analyzes some problems of the East Soft Group Co., Ltd. in the sales opportunity management, innovates a set of practical and effective Neusoft characteristic sales methodology and puts forward the specific research methods and design results concerning to improving and perfecting the management process of the Company.This paper, firstly, explains the theory related in detail through the analysis of the sales opportunity management existing domestic and foreign enterprises. During the the analysis of sales opportunity management of domestic enterprises, the paper explains the characteristics formed in the process of development, the significance and necessity of topics, and identifies the contents and research structure of this paper. Secondly, this paper cites the status and research results from the domestic and foreign enterprises in the management of sales opportunities, and focuses on an analysis of sales content of foreign enterprises in the research methodology and the problems encountered by domestic enterprises in sales opportunity management. Finally, the paper provides the proper methods sutiable for the East Soft'sales opportunity management. Through in-depth research and design, the paper innovates upon a solution of this sales opportunity management process and methodology. This paper focuses on an analysis of the management of sales opportunities in the development of the status quo and existing problems in Neusoft Group Co.; based on the principle of seeking truth from facts, it points out that the establishment of rational and effective sales opportunity management system is an inevitable choice for accuracy for the company to solve the existing problems, improve operational Plan.What's more, the article does research in ESALES system of Neusoft, carries out a detailed opportunity management process, succeeds in solving the problems existing in the management of the East Soft sales opportunities currently, and forms a set of management operator models.In this paper, a combination of theoretical and practical approach is throughout. During completion of this article, the paper adopts to such analysis ways as the C139 model, funnel analysis, multi-dimensional analysis on the basis of the existing theory and data understanding and absorption. It is thanks to the use of these scientific methods that the countermeasures proposed in line with the corporate practice have a strong operational, which promotes the East Group's sales opportunity management and has a good reference in guiding similar business model of sales opportunity management development and reform.It is true that society is in progress, so in the social environment the large enterprises wants to enlarge their scale and gain the competitiveness, they should put the profit goals in the first position. Therefore, to establish a perfect sales opportunity management processes, by improving the flow of sales opportunities to achieve the efficient management and to control, enables enterprises to timely collection and analysis of environmental factors affect the sales, the formation of sales opportunities and information, found the possibility of selling opportunities and the specific content, the enterprises can correctly perceive the status of the opportunities and perfectly handle sales opportunities, continue to create a good sales.