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1、n更多企业学院： 中小企业治理全能版183套讲座+89700份资料总经理、高层治理49套讲座+16388份资料中层治理学院46套讲座+6020份资料国学智慧、易经46套讲座人力资源学院56套讲座+27123份资料各时期职员培训学院77套讲座+ 324份资料职员治理企业学院67套讲座+ 8720份资料工厂生产治理学院52套讲座+ 13920份资料财务治理学院53套讲座+ 17945份资料销售经理学院56套讲座+ 14350份资料销售人员培训学院72套讲座+ 4879份资料1. Sales and Distribution Questionnaire销售和分销调研1.1. Environment环
2、境1.1.1. Which module does the customer want to implement?贵公司想要实施哪个模块？1.1.2. Describe the company organizational structure(client, company code, plants, warehouses)请描述贵公司的组织结构？（集团，公司代码，工厂，仓库）1.1.3. Describe the sales and distribution organizational structure (sales departments, persons responsible, f
3、ield service employees)?请描述贵公司销售和分销的组织结构？（销售部门，负责人，服务领域的雇员）。1.1.4. If not already mentioned in the functional specifications, describe the quantity structure (material, customer orders, and deliveries)?先不考量功能层次，请描述贵公司的部分总量结构组成（物料，客户定单，出货量等）。1.1.5. Who are you speaking to and what is their function?与
4、你相关联的部门有哪些，他们的职能分不是什么？1.1.6. How many employees have been definitely set aside for this project? (Former experience/training?)销售部现有多少固定的雇员。（往常的经验/培训）1.1.7. Is the interested party a repetitive manufacturer, a make-to order manufacturer or both? 利益攸关方涉及重复性生产依旧按单生产，依旧两者都有？1.2. Basic data management基础数
5、据治理1.2.1. Material master data物料主数据1.2.1.1. Are the materials currently maintained centrally or locally (when, by whom)?当前状态下的物料维护是由集团集中性维护依旧由各下属单位分性维护（什么时候由谁维护）？1.2.1.2. What numbering system is currently in use (does it need/have to be retained, is internal number assignment always used when in do
6、ubt)?当前使用的编码系统是如何运作的（物料编码是由人工手工输入依旧由系统自动给号，依旧二者都有，当前编码原则是否需要保留）？1.2.1.3. What sales units of measure are used?使用何销售计量单位？1.2.1.4. Are batches, trading units, ser. no., hazardous goods necessary?是否需要批次治理，交易单位，序列码，危险品治理？1.2.1.5. Are packaging goods, returnable packaging managed as stick? If so, is the
7、receiver retained (customer, forwarding agent)?商品是否需要包装，是否涉及可回收的包装物治理？假如有涉及，外发包装物的治理方是谁（客户，货代）？1.2.1.6. What materials are necessary (trading goods, finished products, services)?业务涉及的产品有哪些（贸易商品，产成品销售，服务）？1.2.1.7. Are bills of material necessary? 销售是否涉及物料BOM？1.2.1.8. are some materials combined into
8、groups for evaluation/analysis/出于评估和分析的考量，多个物料是否需要集合到特定的群组？1.2.1.9. Are some materials combined into groups for pricing purposes?出于定价的目的，多个物料是否需要集合到特定的物料组。1.2.2. Customer master data客户主数据1.2.2.1. Are the customers currently maintained centrally or locally (when, by whom)?客户主数据当前是在集团端集中维护依旧由本地子部门单独维护
9、（什么时候由谁维护）？1.2.2.2. What numbering system is currently in use (does it need/have to be retained)?当前客户主数据使用的是何编码原则（原编码原则是否需要保留）？1.2.2.3. Are there one-time customers?是否需要维护一次性客户？1.2.2.4. Are there customer-specific forms?是否需要维护特定客户格式？1.2.2.5. Are customers assigned to internal organizations (business
10、 area, assignment of representatives, persons responsible)?客户主数据是否需要与企业内部组织结构建立关联（业务范围，代理人，责任人）？1.2.2.6. Are customers assigned to groups (for evaluation/analysis or pricing)?出于评估/分析或定价的考量，多个客户主数据是否需要集合到特定群组？1.2.2.7. Does the person responsible have customer-specific attributes available in the head
11、er (texts, copy functions)?每个责任人所对应的客户是否有专门属性需要在文件中维护（文本，复制操纵）？1.2.2.8. Are customer-specific material descriptions retained? Does the customer use these when ordering?是否需要维护客户方面的物料描述？客户下采购定单时是否使用自己的物料描述？1.2.2.9. Does the customer always refer to a specific pallet of goods (product proposal)?客户是否经常性
12、涉及栅板治理？1.3. Creating inquires/quotations建立询报价1.3.1.1. Are customer inquires/quotations retained?是否需要在系统中涉及询/报价治理？1.3.1.2. Are these inquiries processed or evaluated according to particular criteria (reason for rejection)?询价处理或评估是否遵循特定的标准（是否需要维护拒绝缘故）？1.3.1.3. Are these inquiries/quotations sent to th
13、e customer (print forms)? 询报价的凭证是否需要发送给客户？1.4. Order processing定单处理1.4.1. Order types定单类型1.4.1.1. What order types are used (standard,rush,cash,third-party,free of charge delivery, scheduling agreement, contracts, repair, service)and how are they processed (short description for most common ones)当前企
14、业使用的定单类型都有哪些，它们分不差不多上如何被处理的？（标准定单，急单，现金销售，第三方销售，免费品，排程协议，合同，维修，服务等）。1.4.1.2. Is customer consignment carried out?是否针对客户实施寄售操作？1.4.1.3. Is subsequent debit for returnable goods carried out?针对可收回的物料，是否要做请款？1.4.1.4. Are dangerous goods processing carried out?是否执行危险品处理流程？1.4.1.5. Customer transactions w
15、ith cost collector?是否使用成本收集器的功能（重复生产）？1.4.1.6. Is there serial number management (such as RM-INST)?产成品是否需要序列号治理？1.4.1.7. How are the orders currently numbered?当前的定单号码是如何治理的？1.4.1.8. What reference is made to the delivery note number?出货单的单号是否有参考文件？1.4.2. Order processing定单处理1.4.2.1. How are the orders placed（fax, telephone, telex, mail, representative, laptop)?如何猎取定单？（传真，电话，传真，邮箱，代理人，便携式电脑）？1.4.2.2. What aids to order entries are currently available （referred order, product proposal)?
