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1、华中科技大学硕士学位论文AbstractWithindustrialgasbusinessfastdeveloping,businesstodayitisafiercecompetitionandonlycompanieswithlong-termvisionandaclearmissionsurviveinthelongrun.Companiesnotonlytriedtodevelopintonewbusinessareatogainnewmargin,butcompaniesshouldcreateand
2、sustainacompetitiveadvantagethroughinformationtechnology.Nowcompaniesmakefewuseofinformationtechnologyinsalemanagement.Consideringthatthesalesofindustrialgaseshavetheparticularity,especiallysafetyrisk.Ignoringthesafetymanagementinsaleoftenoccurs,thatincrease
3、sthesaferiskandrestrictsthedevelopmentofsalesbusiness.WriterthinksthatcompaniesmajoringingasbusinesscanexploitclientvaluetotheutmostextentandincreaseenterpriserevenuejustthroughbuildingupscientificandnormativeinformationsystemformarketingmanagementInthisthes
4、is,itdoessomeresearchtomarketingmanagementproblemundertheconditionofnewmarketingstratagemfromOxygenCompanyinchangingcircumstance.Itprovidesaninformation-basedresolutionformarketingmanagementinOxygenCompany,ithopethatinformation-basedmarketingsystemputintopra
5、cticeincompanycanincreasecompetitionabilitynoticeable.Firstofall,thepaperintroducesthecompetitionsituationingasbusiness,anddetailsthequestionarisinginsalemanagement.Itcomestoconclusionthatitisnecessarythatsalemanagementshouldberunningwithinformation-basedtoo
6、l.Secondly,itdiscussthecountermeasurefacingupnewtactic.atfirstitillustratesthesalesituationinoxygencompany,andanalysesmarketcharacteristicofindustrialgasandkeyfactorwhichmayaffectbuyer’sdecision.Thendiagnosethestrength,weak,opportunityandthreatofOxygenCompan
7、y.FurtheritcentersonthenewmarketingstratagemfromOxygenCompany,intheduetimeitbringsoutthatthegapbetweennewmarketingstratagemandinnersalemanagement,andexplainhowtosolvethedifficulty.Thirdly,itputsforwardtheobjectandprincipleofsalemanagementinformationsystem.Th
8、enitcarryoutbusinessprocessanalyze,intheend,thecylindersalesmodelisformed.Finally,thearticlegivessomeadviceonhowtoputthemodelinpracticeKeywords:salesmanagementmarketingstratagemmanagementinforma