| Facing more and more drastic competition and constantly changing external environment as well as high demand from headquarters, enterprises are confronted with many new challenges. Presale management is one of them. However, although there is much research on sales management, which is relatively mature, research on presale management, which is close to sales management, is still scarce.The Oracle (China) Corporation, at which the author is working, is assigned as the research target in the thesis. The author utilizes principles of management learned in daily EMBA courses, especially on organization structure and motivation, to analyze actuality, existing problems, caused affections, and reasons of product presale management. By in-depth research, the author proposes a solution to solve problems and to enhance presale management level. On the other hand, considering the newest evolution of Oracle, the author also explores some creative ways to adapt presale team to the constantly changing environment.The logical structure of the thesis is as follows:PrefaceThe research task is proposed and illustrated with necessity, urgency, importance, as well as problems, which is tried to be solved in the thesis.Chapter 1 Background, range limitation and theoretical basis of the researchFirstly product presale management in software industry and Oracle are introduced. Then the research range of the thesis is limited to finding the problems and reasons by analysis of presale management actuality of Oracle (China) Corporation, focusing on organizational structure and motivation. It is also explored in this thesis how to adapt the presale team to constantly changing environment. The theoretical basis of the research is also assigned as management theories on organizational structure, motivation and knowledge management.Chapter 2 Analysis of problems in product presale management of Oracle (China) CorporationThe actuality of product presale management of Oracle (China) Corporation is analyzed in it. Related problems are pointed out:Shortage of unified technical interface and inefficient resource utilization caused by organization structure; Negative feedback of support quality by sales, ineffective variable pay, and their impact to corporation development. The reasons of problems are also analyzed. Subsequently new challenge for presale management, caused by factors such as corporation transfer, is explored.Chapter 3 Research of countermeasure for problems in product presale management of Oracle (China) CorporationTo solve these problems, a composive organizational structure, which integrates several organizational structures - linear system, (weak) matrix system and council system, is established and will be implemented by management theories on organizational structure; A new motivation mechanism, in which management theories on motivation - two-factor theory, expectancy theory and reinforcement theory, as well as MBO, are synthetically applied, is established and will be practiced by integrating both extrinsic incentive and intrinsic incentive; Finally, new ideas and ways, which meets new challenge of presale management, are proposed to effectively improve competence of whole presale team - driving presale engineer moving into presale consultant, transforming businesslike management based on experience to architecture based on knowledge by introducing knowledge management.Summary of the thesisSummary of the thesis:A composive organizational structure, which integrates several organizational structures, is proposed and will be implemented to solve problems caused by existing organizational structure; A new motivation mechanism, in which several motivation theories are synthetically applied, is established and will be practiced to solve problems caused by existing motivation mechanism; Knowledge management is explored to adapt presale team to new challenge. The work in next stage is also briefed here.The author tries to provide valuable reference by the thesis for those domestic software vendors, which hope improve their product presale management level and reduce the gap between multinational companies and them. The author also expects the thesis can fill the domestic gap for research in presale management field to some extent. Contributions of the thesis include:A composive organizational structure, which integrates several existing organizational structures, can solve problems caused by current presale organizational structure; A new motivation mechanism, in which several motivation theories and MBO are synthetically applied, is designed to solve problems caused by existing motivation mechanism; New ways are explored to adapt presale team to new environment by knowledge management. |
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