Research On Planning Of Sales Programme Management Based On Value Chain

The Project Management reform of the organization structure in Company C is based on the product and service value chain and getting positive outcome. However, the Company C is challenged by the international and domestic competition, and facing the difficulties in meeting the development requirement from the international market under the diverse adverse circumstances. Therefore, the core competence capability of Company C is getting weak. It is found that the normal Project Management tool has its limitation in business development of Company C. The Sales Department, as the leading department of Company C, is committed to find a new mode of Sales Project Management, to deliberate a shift from the Project Management to Programme Management in the Company C.The content of the thesis are as follows:(1) Study the characteristics of the business and bottleneck in the development of Company C. After analyzing the characteristics of the business and current state of Company C, we find the critical problems during realizing the strategy of Company C, and study the possibility to apply the tools of Programme Management and establish the Sales Programme Management (SPM).(2) Study the mode of combining the Value Chain and Programme Management. In the view of Value Chain, we find the defectives of the current Project Management. The combination viewpoint of the Value Chain and Programme Management will do good to the strategy of company and help the programme planning.(3) Study the quantitative analysis of the characteristics and value of the SPM. We apply the5D marketing matrix and weighting matrix to quantify and evaluate the priority.(4) Study to reduce the fuzziness and uncertainty of SPM. We apply the time series analysis, and the circulation assessment in the course of the SPM planning. And finally a planning mode of SPM is formed preliminarily in Sales Department of Company C. This mode of SPM planning is verified in sales practice, and proved to improve the SPM productivity and to mature the strategy of Company C. The SPM planning mode provides a new thinking and method in Company C.