销售机会管理系统论文.docVIP

摘 要 20世纪90年代中期，客户关系管理（CRM：Customer Relationship Management）作为一种新的管理理念，一经Gartner Group 咨询公司提出之后，就立刻受到软件开发商、管理咨询商以及企业的广泛关注。到21世纪初，CRM在国内已经受到相当程度的追捧，甚至炒作。而市面上的CRM软件更多的承担了收集和整理现场营销人员信息的功能，即销售过程自动化（SFA: Sale Force Automation）,还难以做到营销自动化（MAS: Marketing Automation Solution）以及客户服务和技术支持（CSS: Customer Service and Support）。三者相辅相成，构成了CRM系统。 销售机会管理子系统是销售过程自动化管理系统中的重要组成部分。系统采用Brower/Server架构，使用Microsoft SQL SERVER 2000 数据库管理系统、SQL语言和JSP编程技术实现了 查询潜在客户的信息、添加潜在客户、删除客户、修改客户信息、计算潜在客户等功能。 论文的主要工作是系统的阐述和说明销售机会管理子系统的开发设计方法、测试运行情况及系统的特点，以便为客户关系管理系统今后的完善和推广工作提供必要的技术参考资料。 论文分五个部分对销售机会管理子系统的分析、设计和实现等进行了阐述。首先，论述了系统的开发背景、目的、意义以及国内外发展现状。其次，在从网上书上进行了系统的需求分析。再次，利用系统分析与设计原理，对系统进行业务、界面、数据库等方面的设计。系统实现部分是本文的核心内容，详细介绍了系统的功能实现。最后对销售机会管理子系统进行了功能测试，并进行结果分析。 关键字：销售机会管理；Brower/Server；JSP；SQL SERVER 2000 Abstract In the middle of 1990s, Customer Relationship Management(CRM) was carried out as a new concept of management by Gartner Group. It was paid close attention by software developer, management consulter and corporations. At the beginning of this century, CRM was increasingly pursued in some extent, even falsity. In the market, CRM is used in the collection and the integration of data from field sale stuff, namely Sale Force Automation(SFA),but hardly in accessing Marketing Automation Solution(MAS) even Customer Service and Support(CSS).But the integration of these three parts compose CRM. Sell Occasion Management Subsystem is an important part of the SFA. This system is based on Brower rver, with the application of Microsoft SQL SERVER 2000,SQL and JSP in realizing the function of inquiring data of essential customer, acquiring new customers, deleting customers, removing customers, calculating essential customers, etc. The goal of this paper is to introduce the research of methods, the test of the function state and the character of Sell Occasion Management Subsystem，for the usage of the consummate and further application of CRM, and give necessary functional evaluation. This paper is organized as