Research On The Application Of Earned Value Method In Refined Sales Management

At present,there are still many domestic sales managers simply believe that is a reflection of the entire sales contract sales activity,and sales management industry lack of effective management tools for the sales process,resulting in sales result oriented sales management views are still recognized by most people accept.With the business of sales activities gradually fine management,only "across the board" sales management concept according to the sales results for the sales team,sales management of the enterprise and the enterprise management work,have the binding force is huge,the ultimate impact of the whole enterprise market competitiveness.In this paper,the basic meaning and characteristics of value method in project management based on earn,combined with the characteristics of sales process of electric power enterprise management software and services,the earned value method is applied in the sales of sophisticated management,study specific implementation plan for the management of the sales process of enterprise application of earned value method.First,from the sales project customer selection and project evaluation of customer and sales project reasonable positioning,determine the company according to the sales process of project resources;and then according to the sales process of small electric service enterprises,sales task decomposition refinement;based on the earned value method of fine management in the sales process based on the definition of new indicators,in order to carry out security projects in the controllable range;then according to the actual sales of the project,on the basis of analysis of the management of the sales process before,in the course of the study,continuously according to the actual data,to optimize the established model.The optimized and improved sales management plan which combines the earned value method not only keeps the sales process of the actual case in the effective control range,but also the overall performance of the sales project meets the expected requirements.And the elaborate management method of sales project provides a more scientific and advanced evaluation reference method for the managers of the company.This study is beneficial to more scientific and effective sales management solutions are explored,the earned value method into the sale of fine management in the project,not only expanded the scope of application of earned value method,also has a positive effect for the improvement of the current sales management activities.