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1、摘要I题 目：LY 公司软件销售业务风险控制体系的构建专 业：工商管理学员姓名： 学员签名： 导师姓名： 导师签名： 摘 要今天，社会已经进入到互联网经济蓬勃发展的时代了，软件作为互联网和使用信息系统的载体，越来越受到人们的重视。而随着整个社会对于软件系统需求的日益增长，软件企业的规模和数量也在飞速增长，软件企业面临的市场竞争也越来越激烈，伴随而来就是这些软件企业在管理中的风险控制问题日益突出。除了核心技术、主打产品等主要的竞争要素之外，销售业务的能力也是软件企业能否生存和发展的关键。而在危机四伏的市场经济环境当中，软件企业的销售业务同样面临着各种各样的风险，如果不能管理和控制好这些风险，那么
2、给软件企业生存和发展带来的伤害损失很可能是致命性的。本文就是基于这样的背景，结合本人在软件企业的工作经历与实践经验，通过研究软件行业销售业务的特点，基于风险管理的理论，参考相关行业和业务风险控制方面的实践经验，针对 LY 公司软件销售业务的具体问题，分析其中存在的风险点，并研究其防控措施，提出解决方案，在此基础上构建了该公司销售业务的风险控制体系，并对这一体系的实施保障情况进行分析和总结。文中重点就 LY 公司软件销售业务的现状和问题进行了分析，针对其中销售策略的制定过于随意、销售费用控制不够严格、销售定价政策混乱等问题，进行风险评估和应对，建立相对完整的风险控制体系，并通过流程优化、制度完善
3、等具体措施保障这一体系的顺利实施。希望基于本文的研究，能够在软件行业的销售业务和风险防控方面进行实践探索，帮助 LY 公司和更多类似的软件公司规避由销售业务领域的风险带来的经济损失，进而能够为软件企业的发展提供帮助和支持。【关 键 词】：销售业务；风险控制；体系建设；软件行业西安理工大学工商管理硕士学位论文IISubject: LY Company Selling Operation of Software Risk Control System ConstructionMajor: Business ManagementStudent: Lei Zhang Signature: Tutor:
4、Prof. Hualun Zhang Signature: AbstractToday, society has entered the Internet economy era, software as a carrier of Internet and the use of information systems; people pay more and more attention. But with the whole society for the increasing demand of the software system, the size and quantity of s
5、oftware enterprises in the rapid growth, software enterprises are facing increasingly fierce market competition, accompanied by the software enterprise risk in management control issues have become increasingly prominent. In addition to competing factors of core technology, main products are the key
6、 capabilities, sales and software enterprises survival and development. In the environment of market economy, be threatened by growing crises, software enterprise sales business also faces various risks, if cannot manage and control these risks, and then to the software enterprise survival and devel
7、opment of damage is likely to be fatal.This article is based on this background, combined with my experience in the practice of software enterprises, the characteristics of software industry sales business, based on the risk management theory, the reference related industries and business risk contr
8、ol practice experience, according to the LY company sales of specific problems, analysis of the existence of risk, and its prevention and control measures, propose solutions, risk control system constructed on the basis of the companys sales, and to guarantee the implementation of this system were a
9、nalyzed and summarized. This paper focuses on the status quo and problems of software sales business of LY company are analyzed, according to the sales strategy is too casual, sales expense control is not strict, sales pricing policy issues such as confusion, risk assessment and risk response, a rel
10、atively complete control system, and through process optimization, system improvement measures to ensure the smooth implementation of this system.I hope this research can be based on, in the software industry sales and risk prevention and control aspects of the practice, to help LY company and more
11、similar software companies to avoid operating management problems brought about by the sales business risk, and can provide help and support to the development of software enterprises.Key Words: Selling operation; Risk abatement; system construction; software industry.目录I目 录1 导论 .11.1 研究背景和研究意义 .11.1.1 研究背景 .11.1.2 研究意义 .21.2 文献综述 .21.2.1 国外研究综述 .21.2.2 国内研究综述 .31.3 研究方法和主要内容 .42 企业风险管理与销售管理的基础理论 .62.1 企业风险管理的概念和分类 .62.1.1 风险管理的管理定义 .62.1.2 风险管理与内部控制的关系 .
