銷售管理信息系統(tǒng)的設計和實現(xiàn)及銷售人員績效量化考核全案

PAGE目錄TOC\o"1-2"\h\u1簡介 22Total項目 32.1系統(tǒng)模式 32.2網(wǎng)絡項目 42.3軟件和硬件環(huán)境 42.4開發(fā)工具 43系統(tǒng)設計 43.1系統(tǒng)設計原則 43.2功能和系統(tǒng)結構的設計 53.3系統(tǒng)的模塊設計圖 53.4模塊的應用軟件功能設計 5參考文獻 10DesignandImplementationofSalesManagementInformationSystem 111Introduction 112Totalproject 122.1Systemmode 122.2Networkproject 142.3Softwareandhardwareenvironment 142.4Developmenttool 143Systemdesign 143.1Designprinciplesofsystem 143.2Functionandstructuredesignofsystem 153.3Moduledesigndiagramofsystem 163.4Modulefunctionaldesignofappliedsoftware 16References 22銷售管理信息系統(tǒng)的設計和實現(xiàn)摘要:銷售工作是在整個企業(yè)的運作的重要組成部分，這種重要性在市場經(jīng)濟大潮中越來越明顯?！笆袌霰黄髽I(yè)所包圍”充分顯示了企業(yè)活動中銷售的中心地位。目前，企業(yè)銷售管理水平和營銷體系直接影響到產(chǎn)品的銷售情況和生產(chǎn)經(jīng)營的處境。在這篇文章中，濟南煉油廠銷售管理系統(tǒng)一年多的運行表明，這一銷售管理系統(tǒng)在IC卡的應用和連接和MIS系統(tǒng)工廠的改革方面都是一種成功的銷售模式。關鍵詞：銷售管理系統(tǒng)；IC卡；網(wǎng)絡1簡介銷售工作是在整個企業(yè)的運作的重要組成部分，這種重要性在市場經(jīng)濟大潮中越來越明顯?！笆袌霰黄髽I(yè)所包圍”充分顯示了企業(yè)活動中銷售的中心地位。前，企業(yè)銷售管理水平和營銷體系直接影響到產(chǎn)品的銷售情況和生產(chǎn)經(jīng)營的處境。傳統(tǒng)的銷售流程和管理模式仍然表現(xiàn)出如下諸多弊端。傳統(tǒng)的銷售流程和管理模式有太多的階段，效率低下，而且容易出錯，這給客戶帶來了許多不便。業(yè)務管理不能進行標準化，管理功能和操作功能有模糊邊界，所以難以平衡加強管理和提供服務的客戶端。業(yè)務人員都沉浸在業(yè)務工作中，沒有結合到市場的發(fā)展。資金回籠和銷售經(jīng)營情況沒有透明度和實時性，不便于監(jiān)督和控制，易產(chǎn)生泄漏和不必要的資金占用。統(tǒng)計報表有大量不同來源和格式，不同種源往往導致相互沖突。計算機的應用水平低，只限制票據(jù)打印和物資管理，信息共享度非常低，透明度和實時性不好，所以領導缺乏可靠的參考作出決定。為了使我廠的銷售緊跟市場經(jīng)濟的發(fā)展，廠長提出改革當前的模式，加強管理，注重市場開發(fā)，提高客戶服務質(zhì)量。需要結合我們的銷售工作的特點和做法，我們應該面對市場經(jīng)濟的發(fā)展，借鑒國外先進經(jīng)驗作為參考。首先建立銷售管理體系，并籌建濟南煉油廠電子信息技術在具體化的銷售流程和管理的現(xiàn)代化應用程序項目。我們的主要任務和目標是在以下四個方面。建立了一套安全，可靠，完善的銷售管理體系，合理調(diào)整管理和運營之間的功能邊界，實現(xiàn)微機化，系統(tǒng)化，網(wǎng)絡和科學的銷售管理工作，與??工廠信息系統(tǒng)相結合，全面提高現(xiàn)代化水平企業(yè)管理。（2）加強管理，統(tǒng)一種源，確保規(guī)范和完善的數(shù)據(jù)管理。統(tǒng)一報表，這恰恰反映了企業(yè)的銷售和資金狀況。增強客觀性，實時性和信息反饋的透明度，減少損失和泄露。（3）建立IC卡應用管理系統(tǒng)，實現(xiàn)了用卡提貨，應用現(xiàn)代應用科學快捷的服務為客戶提供方便。（4）提供了相應的銷售分析，建立相應的領導查詢系統(tǒng)，并為企業(yè)提供著決策參考。2Total項目2.1系統(tǒng)模式該系統(tǒng)模式是決定系統(tǒng)是否能夠成功的最關鍵因素。根據(jù)這項濟南煉廠銷售管理信息系統(tǒng)建設要實現(xiàn)，隨著市場經(jīng)濟的要求，企業(yè)改制的方向相結合，通過近半年的目標論證，建立了系統(tǒng)模式，以市場為中心實現(xiàn)銷售業(yè)務管理和運營的分離并加強市場的發(fā)展。這需要以客戶為中心，合理調(diào)整銷售點分布，并建立銷售和金融中心，商業(yè)中心。這需要以資本為中心，連接銷售系統(tǒng)和財務系統(tǒng)并加強金融監(jiān)管。根據(jù)這種模式，針對我們的工廠有三個運送裝置包括在同一時間鐵路，汽車和管道運輸?shù)那闆r下，我們決定采用兩種操作和管理模式。鐵路運輸（管道運輸）指，工廠將辦理托運手續(xù)，因為這個工作主要是表現(xiàn)為一個管理過程，使交易過程由網(wǎng)絡完全管理和操作，當規(guī)劃師記下銷售計劃，鐵路運輸?shù)姆ò笇⒈幌螺d到交通部門的管理系統(tǒng)，交通部門根據(jù)這項法案進行鐵路運輸計劃，將結果返回給規(guī)劃師制度進行調(diào)整。如果該計劃已經(jīng)開展，該法案將作為實施計劃，并下載到鐵路控制或鐵路運輸、鐵路檢測系統(tǒng)。待車輛到達時，航運工廠將告知質(zhì)監(jiān)部門檢驗，測量和衡量控制是否允許離境。在此之后，業(yè)務人員將根據(jù)實施計劃和車輛的運輸情況與進行交易的用戶的車廂或保險和貨物，將資金和收據(jù)返回到客戶端。財政部門，業(yè)務人員和規(guī)劃師可以管理在任何一個資本回報時刻。管道運輸相對來說更加容易，所以我們不要再形容了。以汽車為運輸方式，考慮到分散點，大量的批次，由客戶本人辦理各種手續(xù)。以方便客戶為中心，我們將管理在貿(mào)易過程中的網(wǎng)絡相結合的卡。針對前者模式中那些不合理的方面，如業(yè)務人員的開出發(fā)票和商業(yè)混合接觸兩種功能，根據(jù)產(chǎn)品種類，財務部門、銷售商務辦公的下放，各種采摘點和銷售經(jīng)營分布稱重斑點，我們采用分隔業(yè)務人員的雙重功能，制作出發(fā)票和聯(lián)系業(yè)務，并保留了發(fā)票的控制權，集中財務收支的功能。2.2網(wǎng)絡項目工廠CMIS的一個重要子系統(tǒng)，銷售管理系統(tǒng)形成一個獨立的網(wǎng)絡，該網(wǎng)絡采用100M高速互聯(lián)網(wǎng)，ATM交換技術（主干光纖/雙絞線/特殊模式線一起）和客戶機/服務器模式，引入了IC卡技術，由卡和網(wǎng)絡結合航運現(xiàn)貨終端，并通過特殊的端口與工廠綜合信息管理系統(tǒng)連接。2.3軟件和硬件環(huán)境該系統(tǒng)的主要硬件設備包括兩組服務器（雙機熱備份），十九臺客戶端計算機（IBMPC）的，十套POS（S900/I）中，十套IC卡讀寫機（ICT800）與完美的信息加密系統(tǒng)和高安全性，以及諸如打印機和調(diào)制解調(diào)器等相關配套設備的CPU卡相結合。該系統(tǒng)的基本組成包括服務器使用WindowsNT4.0操作系統(tǒng)和Oracle企業(yè)7.3服務器，客戶端計算機使用Windows95操作系統(tǒng)和Oracle企業(yè)7.3客戶端，以及服務器和客戶端計算機之間的通信是通過TCP/IP協(xié)議實現(xiàn)。2.4開發(fā)工具主要開發(fā)工具采用PowerBuilder6.0開發(fā)/C++（PowerBuilder是開發(fā)工具，專門用于Sybase公司企業(yè)客戶機/服務器模式的應用程序而設計的，它支持多方面的平臺，并擁有開發(fā)不同平臺之間的應用程序的能力）。3系統(tǒng)設計3.1系統(tǒng)設計原則面對市場，強化管理，實現(xiàn)科學化、規(guī)范化、網(wǎng)絡化、集中化的工作。統(tǒng)一服務，簡化手續(xù)，改善為客戶服務的質(zhì)量。在原銷售流程和管理模式中保留合理的因素，進行大膽改革，適當調(diào)整，分離業(yè)務人員開出發(fā)的票和聯(lián)系業(yè)務，保留發(fā)票業(yè)務人員的控制權，集中財務收支和銷售職能的雙重功能，采摘貨物及補課發(fā)票，實現(xiàn)管理和經(jīng)營的分離，并強調(diào)市場的發(fā)展。及時把貿(mào)易和管理信息在網(wǎng)絡上更新，并確保交易處理和數(shù)據(jù)的實時性，透明度和安全性。由于工廠信息管理系統(tǒng)的一個子系統(tǒng)，銷售管理系統(tǒng)必須確保與工廠的整個網(wǎng)絡系統(tǒng)的連接，避免重復建設，并考慮了系統(tǒng)的可擴展性。在保證技術和先進設備的前提下，應堅持實用性原則，降低系統(tǒng)的投資。3.2功能和系統(tǒng)結構的設計根據(jù)新的銷售體系模式，結合濟南煉油廠的實際情況，整個銷售管理系統(tǒng)主要有四大功能。包括銷售計劃管理、銷售/結算管理、采摘/票務管理和財務/統(tǒng)計/查詢決策管理（見圖1）。（1）銷售計劃管理由于是整個銷售管理系統(tǒng)的主要控制中心，銷售計劃管理系統(tǒng)主要負責以下幾個方面的內(nèi)容。根據(jù)工廠的計劃部門制作并設立生產(chǎn)計劃或調(diào)整銷售計劃。根據(jù)鐵路規(guī)劃的實施和生產(chǎn)劇目的實施調(diào)整銷售計劃。簽署，修改和實施自主產(chǎn)品的銷售合同。根據(jù)客戶的反應和市場銷售情況下交易業(yè)務的管理控制信息，管理價格和相關優(yōu)惠政策。制作和發(fā)行IC卡并管理其用途，管理客戶的文件。（2）銷售/資產(chǎn)負債管理系統(tǒng)主要負責以下幾個方面。在繪制或退還用戶的資金和填充錢到用戶卡和取款。管理采摘和托運手續(xù)，管理發(fā)票，管理用戶的探究。（3）采摘/票管理系統(tǒng)主要負責以下幾個方面。收集貨物數(shù)量和管理網(wǎng)絡的數(shù)據(jù)。根據(jù)用戶卡信息實現(xiàn)分銷/代銷業(yè)務，管理用戶卡信息的查詢，使得自己進入現(xiàn)貨/貨物統(tǒng)計。鐵路控制和航運管理或其他管理體系，如質(zhì)量檢測體系。（4）財務/統(tǒng)計/查詢決策管理系統(tǒng)主要負責以下幾個方面。銷售賬戶憑證和統(tǒng)計管理。銷售運行數(shù)據(jù)和收集統(tǒng)計并對銷售情況分析監(jiān)督。相關部門查詢銷售信息，廠長可查詢系統(tǒng)，并未工廠領導的決策做引導。3.3系統(tǒng)的模塊設計圖

該系統(tǒng)的模塊設計圖在圖2中。3.4模塊的應用軟件功能設計（1）數(shù)據(jù)庫，應用和維護管理系統(tǒng)的設計字典維護、其中包括網(wǎng)現(xiàn)場管理、運營管理、產(chǎn)品編碼管理、業(yè)務人員管理、權限管理、計劃、編碼管理、省編碼管理、發(fā)票管理指數(shù)、經(jīng)營凈斑的產(chǎn)品品種權限管理、系統(tǒng)初始化管理、數(shù)據(jù)結算，數(shù)據(jù)代碼管理、每日余額/每月結余/年度余額管理、產(chǎn)品的日常管理劇目、日產(chǎn)和自我使用量管理、數(shù)據(jù)復制和恢復管理等。（2）IC卡初始化系統(tǒng)的設計A根據(jù)其傳輸口令和批次卡的內(nèi)容，接受空卡。B創(chuàng)建密鑰，建立文件結構。C創(chuàng)建卡號。D分散密鑰。（3）銷售與設計統(tǒng)計NAC管理系統(tǒng)A簽約/輸出通信流管理。B黑名單管理。CPOS采摘品種維護管理。D采摘流管理。E撥號管理。F加載和POS應用系統(tǒng)的安裝。說明：作為POS系統(tǒng)的一部分，NAC用于前POS機和背面數(shù)據(jù)庫之間的數(shù)據(jù)傳輸。（4）銷售計劃管理系統(tǒng)的設計A制定銷售計劃，其中包括重油方案，液化石油氣方案，汽油，煤油，柴油，每月計劃。B使鐵路運輸計劃，其中包括汽油，煤油，柴油產(chǎn)品的月費計劃，汽油，煤油，柴油，重油和瀝青的月費計劃和產(chǎn)品的附加計劃。C重油和瀝青的加入計劃。計劃統(tǒng)計管理人員，其中包括國家計劃產(chǎn)品代銷，自產(chǎn)品代銷，煤油資源的成就，實現(xiàn)煤油供應計劃，成品油，重油，液化石油氣，物資供應統(tǒng)計的綜合報告形式的銷售旺季報告。D代碼維護管理人員，其中包括煤油供應實施表的用戶列表，物資供應統(tǒng)計綜合報告表中的產(chǎn)品列表中，重油計劃的用戶列表，液化氣計劃的用戶列表中，汽油，煤油，柴油的方案計劃的省級名錄，各鐵路運輸計劃的用戶列表。價格管理人員，其中包括汽車運輸產(chǎn)品目前的計劃價格管理、汽車運輸?shù)漠a(chǎn)品現(xiàn)在的自己銷售價格管理、鐵路運輸產(chǎn)品目前的價格管理、以及管道運輸產(chǎn)品目前的價格管理、用戶的文件的維護和管理。說明：銷售計劃管理是銷售管理系統(tǒng)中的一個重要管理功能。（5）銷售合同管理系統(tǒng)的設計A合同目錄查詢管理。B簽署合同管理。C執(zhí)行合同管理。D購銷協(xié)議，目錄查詢管理。E購銷協(xié)議管理。（6）銷售業(yè)務人員管理系統(tǒng)的設計A客戶檔案維護管理。B企業(yè)管理人員，其中包括采摘計劃管理，銷售管理權限，透支津貼的管理。C鐵路運輸發(fā)票管理人員，其中包括產(chǎn)品發(fā)票管理，車廂發(fā)票管理，鐵路貨物運輸發(fā)票登記簿，發(fā)票查詢，增值稅發(fā)票收集，復制和申報納稅管理，出廠票據(jù)維護運輸產(chǎn)品。D碼表的維護，其中包括用戶自行設置，選擇計劃的產(chǎn)品品種法案。E統(tǒng)計調(diào)查管理人員，其中包括銷售計劃查詢，產(chǎn)品價格查詢，每天代銷統(tǒng)計，鐵路運輸托運統(tǒng)計，發(fā)票統(tǒng)計，產(chǎn)品劇目統(tǒng)計，汽車運輸貨物和發(fā)票之間的比較。F系統(tǒng)的維護，包括月底處置，解鎖金稅卡，鎖定金稅卡，設置金稅卡的參數(shù)。（7）管道運輸管理系統(tǒng)的設計A管道運輸計劃管理。B管道運輸出廠票據(jù)管理。C管道運輸余額管理。D統(tǒng)計管理。E維護管理人員，其中包括解鎖金稅卡，鎖定金稅卡，設置金稅卡的參數(shù)。F稅控發(fā)票管理（打印/抵消/平衡）。G增值稅征收。（8）運輸和銷售部分交通部門管理系統(tǒng)的設計A月度汽車需求計劃管理。B日常車輛使用計劃管理。C每日入場車輛通知管理。D貨物運輸票據(jù)管理。E交通運輸日報/月報管理,用戶維護。F斑點/局的到來維護。G產(chǎn)品維護。H自備汽車管理（汽車租賃管理，汽車租賃收費管理，服務管理，服務收費管理等）（9）運輸和銷售科長管理系統(tǒng)的設計綜合查詢管理人員，其中包括日/月/年的銷售查詢、銷售計劃查詢、合同查詢、協(xié)議查詢、發(fā)票統(tǒng)計、鐵路運輸貨物統(tǒng)計、價格查詢、用戶查詢、回籠資金統(tǒng)計查詢、汽車運輸貨物和發(fā)票之間的比較，產(chǎn)品劇目、銷售監(jiān)督、特殊照顧管理。（10）廠長查詢管理系統(tǒng)的設計A銷售計劃的詢問。B銷售統(tǒng)計查詢。C銷售財政收入和支出調(diào)查。D銷售分析查詢。E質(zhì)檢統(tǒng)計調(diào)查。（11）營業(yè)窗口銷售管理系統(tǒng)的設計A卡管理人員，其中包括用戶卡發(fā)行、撿卡的發(fā)行、卡的密碼管理、掛失和注銷、注銷卡、卡識別、用戶卡取出、卡操作查詢。B批量票據(jù)管理人員，其中包括一批賬單編輯、批量票據(jù)打印、批量賬單查詢、批量票據(jù)抵消、批量票據(jù)平衡、批量票據(jù)收回、批量票據(jù)的價格調(diào)整、編輯批票據(jù)采摘卡、辦理一批新法案采摘卡。C發(fā)票管理人員，其中包括發(fā)票的選擇和打印、發(fā)票查詢、發(fā)票抵消、平衡發(fā)票，、票統(tǒng)計、金稅卡的稅務報告。D采摘卡上的余額。E企業(yè)統(tǒng)計調(diào)查管理人員，其中包括資金使用，用戶帳號檢查，產(chǎn)品銷售統(tǒng)計，產(chǎn)品月/年的銷售分析。F統(tǒng)計報表管理人員，其中包括銷售日/月報表、用戶購買日/月報表、代銷報表、未打印的發(fā)票和報表。G系統(tǒng)維護以及包括通信端口設置、異常操作記錄、解鎖金稅卡、鎖定金稅卡、會計制度的港口管理運行不正常的治療。（12）營業(yè)窗口財務管理系統(tǒng)的設計A存款管理，資產(chǎn)負債管理。B抵消賬戶管理，期間余額管理。C退房管理。D現(xiàn)金退款管理。E檢查間隙帳戶管理。F財務查詢管理。G會計系統(tǒng)端口。H稱重管理系統(tǒng)（13）汽車運輸設計A去皮管理。B格羅斯稱重管理。平衡和頒發(fā)證書的管理。C稱重統(tǒng)計查詢管理。D寄售統(tǒng)計管理。E系統(tǒng)維護管理。F卡查詢管理。（14）汽車運輸貨物管理POS應用系統(tǒng)的設計A登入/出管理層，其中包括設備登錄、設備注銷、黑名單獲得、運營商簽約/輸出。B操作員管理。C設施初始化（電話設置，黑子數(shù)設置，時間設置）和運行參數(shù)設置（輕油噸/升的參數(shù)設置，操作人員增加或刪除管理）。D詢盤管理人員，其中包括卡查詢、采摘記錄查詢、運營商查詢、黑名單查詢。E寄售管理人員，其中包括讀寫操作，寄售貿(mào)易寄售貿(mào)易抵消。（15）鐵路控制管理系統(tǒng)的設計A車輛進廠管理。B每日入場車輛的管理。C實際出廠的車輛管理。D車輛配送管理。E任務管理票據(jù)，模擬經(jīng)營。F運輸計劃管理。G移交和接管管理。H每日報表管理。I字典維護。（16）鐵路運輸計量管理系統(tǒng)的設計A目前出廠票據(jù)管理。B每日入場車輛通知管理。C航運管理。D空措施票據(jù)管理。E手動測量輸入管理。F出廠票據(jù)管理。G手動測量出廠票據(jù)管理。H稱重管理系統(tǒng)（17）動態(tài)軌道設計A實際出貨管理。B每日入場車輛通知管理。C空措施票據(jù)管理。D衡量票據(jù)管理。E動態(tài)稱重測量。F成品油出廠賬單。G稱重管理系統(tǒng)（18）靜止軌道的設計A實際出貨管理。B每日入場車輛通知管理。C空措施票據(jù)管理。D衡量票據(jù)管理。E單車去皮。F成品油出廠賬單。參考文獻[1]董亞明.設計開發(fā)和大慶石油化工廠銷售管理信息系統(tǒng)的應用。大慶：大慶石油化工有限公司信息中心.(1996)[2]陳先君.企業(yè)銷售管理信息系統(tǒng)（MISES）。蘭州：甘肅工業(yè)大學計算機工程公司.(1994)DesignandImplementationofSalesManagementInformationSystemAbstract:Thesalesworksisonekeystageinthewholeenterpriseoperation,whichimportanceismoreandmoreobviousinthetideofmarketeconomy.“Marketsurroundedbyenterprises”fullyshowsthesalescenterpositionintheenterpriseactivities.Atpresent,theenterprisesalesmanagementlevelandmarketingsystemdirectlyinfluencethesalessituationofproductsandthebenefitsofproductiveoperation.Inthisarticle,morethanoneyear’soperationofJinanRefinerySalesManagementSystemindicatesthatthissalesmanagementsystemissuccessfulintheaspectsofthereformofsalesmode,theapplicationofICcardandthejoinwithMISsystemofthefactory.Keywords:Salesmanagementsystem；ICcard,；Network1IntroductionThesalesworksisonekeystageinthewholeenterpriseoperation,whichimportanceismoreandmoreobviousinthetideofmarketeconomy.“Marketsurroundedbyenterprises”fullyshowsthesalescenterpositionintheenterpriseactivities.Atpresent,theenterprisesalesmanagementlevelandmarketingsystemdirectlyinfluencethesalessituationofproductsandthebenefitsofproductiveoperation.Thetraditionalsalesflowandmanagementmodestillhavetimecolorsofplannedeconomyandmanydisadvantageswhicharemainlyrepresentedasfollows.Traditionalsalesflowandmanagementmodehavetoomanystagesandlowefficiencyandareeasytomakemistakes,whichbringsmanyinconveniencestoclients.Thebusinessmanagementcannotbestandardized,andmanagementfunctionandoperationfunctionhaveblurryborderlines,soitisdifficulttobalancestrengtheningmanagementandservicingclients.Businesspersonnelareimmersedinthebusinessworksandcannotbinduptomarketdevelopment.Thecapitalreturnandsalesoperationsituationhavebaddiaphaneityandreal-timecharacter,whichisnotconvenienttosuperviseandcontrol,andiseasytoproduceleaksandunnecessarycapitaloccupation.Thestatisticalreportformshavelargequantitiesanddifferentsourcesandformats,whichofteninducesmutualconflictsbecauseofdifferentprovenances.Theappliedlevelofcomputerislow,whichonlylimitstobillprintsandmaterialmanagement,andthesharingdegreeofinformationisverylow,andthediaphaneityandreal-timecharacterarebad,sotheleaderslackreliablereferencestomakedecisions.Tomakethesellingofourfactorycloselyfollowthedevelopmentsofthemarketeconomy,thefactorydirectorputsforwardreformingpresentmode,strengtheningmanagement,emphasizingmarketdevelopment,improvingservicesandservicingclients.Therefore,combiningcharactersandpracticesofoursalesworks,weshouldfacethedevelopmentsofmarketeconomy,useforeignadvancedexperiencesasreferences,firstlyestablishsalesmanagementsystemandactualizethemodernizationofsalesprocessandmanagementwhenpreparingtoconstructJinanRefineryelectronicinformationtechnologyapplicationproject.Ourmainmissionsandaimsarethefollowingfouraspects.Establishingasetofsafe,reliableandperfectsalesmanagementsystem,reasonablyadjustingthefunctionalborderlinesbetweenmanagementandoperation,realizingmicrocomputer,systematization,networkandscientificsalesmanagementworks,combiningwithfactoryinformationsystemandfullyenhancingthemodernizationlevelofenterprisemanagement.Strengtheningmanagement,unifyingprovenances,ensuringnormativeandperfectdatamanagement,detailedanduniformreportforms,exactlyreflectingthesalesandcapitalsituationoftheenterprise,enhancingtheobjectivity,real-timecharacteranddiaphaneityofinformationfeedback,buildingupleaksandreducinglosses.EstablishingICcardappliedmanagementsystem,realizingpickingupthegoodsbycards,andofferingconvenientand61ModernAppliedSciencefastservicesforclients.Providingcorrespondingsalesanalysis,establishingcorrespondingleaderinquirysystem,andofferingreferencesforenterpriseforwarddecision-making.2Totalproject2.1SystemmodeThesystemmodeisthemostpivotalfactortodecidewhetherthesystemcanbesuccessful.AccordingtotheaimthatJinanRefinerysalesmanagementinformationsystemconstructionwantstorealize,combiningwiththerequirementsofmarketeconomyandthedirectionofenterpriserestructuring,throughalmosthalfyear’sargumentation,weestablishthesystemmodewhichtakesmarketasthecentertorealizetheseparationofsalesbusinessmanagementandoperationandstrengthenmarketdevelopments,whichtakesclientsasthecentertoreasonablyadjustthedistributionsofsalesspots,andestablishsalesandfinancialcentralbusinesscenter,whichtakescapitalasthecentertoconnectsalessystemandfinancialsystemandstrengthenfinancesupervision.Accordingtothismode,aimingatthesituationthatourfactoryhasthreetransportmeansincludingrailway,autoandpipetransportationsatthesametime,wedecidetoadopttwooperationandmanagementmodes.Torailwaytransport(pipetransport)means,thefactorywilltransactconsignmentprocedures,andbecausethisworkismainlyrepresentedasmanagement,sothetradeprocessiscompletelymanagedbynetwork,andtheoperationflowisthatwhentheplannersetsdownsalesplan,thebillofgoodsneedingrailwaytransportwillbedownloadedtothetransportdepartmentmanagementsystem,andthetransportdepartmentcarriesouttherailwaytransportplanaccordingthisbillandreturnstheresultstotheplannersystemtoadjust,andiftheplanhasbeencarriedout,thebillwillbeasimplementingplanandbedownloadedtotherailwaycontrolorrailwayshippingorrailwaymeasuresystem,andwhenthevehiclesarrives,theshippingplantwillimplementshippingandinformqualitysupervisiondepartmenttoinspect,measureandweighupandthecontroldepartmentallowsdeparture.Afterthis,businesspersonneltransactsuser’scarriagesorinsurancesandgoodsinvoicesaccordingtotheimplementingplanandtheshippingsituationsofvehicles,andchargesaccountinthefinancedepartmentafterclientreturnsfunds,andthebusinesspersonnelandplannercanmanagethecapitalreturnsatanymoment.Thepipetransportiseasierthanthis,sowedon’tdescribeitagain.Toautotransportmeans,consideringthecharactersofdispersivespots,toomanybatches,proceduretransactedbytheclienthimself,toconvenientforclient,weadoptmanagementcombiningcardwithnetworkinthetradeprocess.Aimingatthoseunreasonableaspectsintheformermodesuchasbusinesspersonnel’stwofunctionsofmakingoutinvoicesandcontactingbusinessmixing,distributionofsalesoperationaccordingtoproductkinds,decentralizationoftradeworkinthefinancedepartment,salesbusinessoffice,variouspickingspotsandweighingspots,weadoptthemodewhichseparatesthebusinesspersonnel’sdoublefunctionsofmakingoutinvoicesandcontactingbusinessandreserveshisrightofinvoicecontrol,andcentralizesthefunctionoffinancialbalanceandthefunctionofmakingoutinvoicetosellandpickupgoodsatthelocale.2.2NetworkprojectAsoneimportantsubsystemoffactoryCMIS,salesmanagementsystemindependentlyformsanetwork,whichadopts100Mfastinternet,ATMexchangetechnology(fibertrunk/twisted-pair/specialMODElinetogether)andclientcomputer/servermode,introducesICcardtechnology,combinesshippingspotterminalbythecardandnetwork,andconnectswithfactoryintegratedinformationmanagementsystemCIPROSthroughspecialport.2.3SoftwareandhardwareenvironmentThemainhardwarefacilitiesofthissystemincludetwosetsofservers(doublecomputerhotbackup),nineteensetsofclientcomputers(IBMPC),tensetsofPOS(S900/i),tensetsofICcardread-writemachine(ICT800)whichICcardsareCPUcardswithperfectinformationencryptingsystemandfirmandhighsecurity,andotherrelativesupportingequipmentssuchasprinterandmodem.ThebasiccomposingofthesystemincludesthatserversuseWindowsNT4.0OperationsystemandORACLEEnterprise7.3Server,clientcomputersuseWindows95OperationSystemandORACLEEnterprise7.3Client,andthecommunicationsbetweenserversandclientcomputersarerealizedbyTCP/IPagreements.2.4DevelopmenttoolThemaindevelopmenttoolusesPowerBuilder6.0/C++(PowerBuilderisthedevelopmenttoolspeciallydesignedforenterpriseclient/servermodeapplicationprogramsbySybaseCorporation,anditsupportsmanifoldplatformsandpossessestheabilitiestodevelopapplicationprogramsamongdifferentplatforms).3Systemdesign3.1DesignprinciplesofsystemFacingmarket,strengtheningmanagement,andactualizingscience,standardizationandnetwork.Centralizingtowork,unifyingservicing,simplifyingprocedures,servicingclientsandimprovingservices.Holdingreasonablefactorsintheformersalesflowandmanagementmode,daringtoreform,properlyadjusting,separatingthebusinesspersonnel’sdoublefunctionsofmakingoutinvoicesandcontactingbusinesses,reservinginvoicescontrolrightofbusinesspersonnel,centralizingfunctionsoffinancialbalanceandselling,pickingupgoodsandmakingupinvoices,realizingtheseparationofmanagementandoperation,andemphasizingmarketdevelopment.Puttingthetradeandmanagementinformationonthenetworktimely,andensuringthereal-timecharacter,diaphaneityandsecurityofthetradeprocessanddata.Asonesubsystemoffactoryinformationmanagementsystem,salesmanagementsystemmustinsuretheconnectionwiththewholenetworksystemofthefactory,avoidrepeatconstructions,andconsidertheexpansibilityofthesystem.Underthepremiseofensuringtechnologyandadvancedfacilities,weshouldinsistonthepracticalityprincipleandreducetheinvestmentsofthesystem.3.2FunctionandstructuredesignofsystemAccordingtothenewdemonstratedsalessystemmode,combiningthepracticalsituationsofJinanRefinery,thewholesalesmanagementsystempossessesfourfunctionsincludingsalesplanmanagement,sale/balancemanagement,picking/consignmentmanagementandfinance/statistic/inquirydecision-makingmanagement(seeFigure1).Asthechiefandcontrolcenterofthewholesalesmanagementsystem,thesalesplanmanagementsystemmainlytakeschargeofthefollowingaspects.Makingandadjustingsalesplansaccordingtotheproductionplanestablishedbythefactoryplandepartment.Adjustingandimplementingsalesplansaccordingtotheimplementationandproductionrepertoryofrailwayplans.Signing,modifyingandimplementingselfproductsalescontracts.Managingcontrolinformationofsalestradeoperationaccordingtoclients’reputationsandmarketsituations.Managingpricesandrelativepreferentialpolicies.MakingandissuingICcardsandmanagingtheiruses.Managingclients’files.(2)Thesale/balancemanagementsystemmainlytakeschargeofthefollowingaspects.Drawinginorrefundingusers’capitalsandfillingmoneyintotheusercardsanddrawingmoney.Managingsalespickingandconsignmentprocedures.Balancingandmanaginginvoices.Managingusers’inquiry.(3)Thepicking/consignmentmanagementsystemmainlytakeschargeofthefollowingaspects.Collectingdataofconsignmentquantitiesandmanagingnetwork.Realizingdistribution/consignmentoperationsaccordingtotheinformationofusercards.Managingtheinquiriesofusercardinformation.Makingstatisticofentering/consignmentsinownspot.Railwaycontrolandshippingmanagement.Othermanagementsystemssuchasqualityinspectionsystem.(4)Thefinance/statistic/inquirydecision-makingmanagementsystemmainlytakeschargeofthefollowingaspects.Salesaccountscredenceandstatisticmanagement.Supervisionofsalesoperationdataandcollectionstatisticandsalessituationanalysis.Inquiryofsalesinformationforrelativedepartments.Factorydirectorinquirysystemwhichcanbereferencestomakedecisionsforfactoryleaders.3.3ModuledesigndiagramofsystemThemoduledesigndiagramofthesystemisseeninFigure2.3.4ModulefunctionaldesignofappliedsoftwareDesignofdatabaseapplicationandmaintenancemanagementsystemDictionarymaintenance,whichincludesnetspotmanagement,operatormanagement,productcodingmanagement,businesspersonnelmanagement,purviewmanagement,plancodingmanagement,provincialcodingmanagement,invoiceindexmanagement,productvarietypurviewmanagementofbusinessnetspots.Systeminitializationmanagement.Datasettlementanddatacodesmanagement.Dailybalance/monthlybalance/yearlybalancemanagement.Productsdailyrepertorymanagement.Dailyoutputandselfusingquantitiesmanagement.Datacopyingandrecoveringmanagement.DesignofICcardinitializationsystemAcceptingemptycardaccordingtoitstransportpasswordandthecontentofbatchcard.Creatingkeys.Establishingfilestructure.Creatingcardnumber.Dispersingkeys.Explanation:Allcardsneedtobeinitializedbeforetheyaresenttousers,andtheinitializationincludesestablishingdatafilesandwritingcardpasswordandotherrelativekeysintothecard.DesignofsaleandstatisticNACmanagementsystemSigningin/outcommunicationflowmanagement.Blacklistmanagement.POSpickingvarietiesmaintenancemanagement.Pickingflowmanagement.Dial-upmanagement.LoadingandinstallingofPOSapplicationsystem.Explanation:AsonepartofPOSsystem,NACisusedfordatatransmissionbetweenfrontPOSmachineandbackdatabase.DesignofsalesplannermanagementsystemMakingsalesplanswhichincludeheavyoilscheme,liquefiedpetroleumgasscheme,schemesofgasoline,keroseneanddieseloil,selfmonthlyscheme.Makingrailwaytransportplanswhichincludemonthlyplanofproductsofgasoline,keroseneanddieseloil,addedplanofproductsofgasoline,keroseneanddieseloil,monthlyplanofheavyoilandasphalt,addedplanofheavyoilandasphalt.Planstatisticmanagementswhichincludeconsignmentofnationalplanproducts,consignmentofselfproducts,accomplishmentofkeroseneresources,implementationofkerosenesupplyplan,salesseasonreportoffinishedoil,heavyoilandliquefiedpetroleumgas,comprehensivereportformsofmaterialsupplystatistics.Codemaintenancemanagementswhichincludeuserslistofkerosenesupplyimplementationtable,productslistofmaterialsupplystatisticcomprehensivereporttable,userslistofheavyoilplan,userslistofliquefiedgasplan,provinciallistofschemeplanofgasoline,keroseneanddieseloil,userslistofvariousrailwaytransportplan.Pricemanagementswhichincludepresentplannedpricemanagementofautotransportproducts,presentselfsellingpricemanagementofautotransportproducts,presentpricemanagementofrailwaytransportproducts,andpresentpricemanagementofpipetransportproducts.Users’filesmaintenanceandmanagement.Explanation:Thesalesplanmanagementisonemanageablefunctionofsalesmanagementsystem.DesignofsalescontractmanagementsystemContractcataloginquirymanagement.Signingcontractmanagement.Performingcontractmanagement.Purchaseandsaleagreementcataloginquirymanagement.Purchaseandsaleagreementmanagement.DesignofsalesbusinesspersonnelmanagementsystemClientfilesmaintenancemanagement.Businessmanagementswhichincludepickingplanmanagement,salespurviewmanagement,andoverdraftallowancemanagement.Railwaytransportinvoicemanagementswhichincludeproductinvoicemanagement,railwaycarriageinvoicemanagement,railwaytransportgoodsinvoiceregister,invoiceinquiry,value-addedtaxinvoicecollection,copyinganddeclaringtaxmanagement,andleavingfactorybillsmaintenanceofshippingproducts.Codetablemaintenanceswhichincludeselfusersetting,productvarietybillofpickingplan.Statisticinquirymanagementswhichincludessalesplaninquiry,productpriceinquiry,dailyconsignmentstatistic,railwaytransportconsignmentstatistic,invoicestatistic,productrepertorystatistic,comparisonbetweenautotransportconsignmentandinvoices.Systemmaintenanceswhichincludemonthenddisposal,unlockinggoldentaxcard,lockinggoldentaxcard,settingparametersofgoldentaxcard.DesignofpipetransportmanagementsystemPipetransportplanmanagement.Pipetransportleavingfactorybillsmanagement.Pipetransportbalancemanagement.Statisticmanagement.Maintenancemanagementswhichincludeunlockinggoldentaxcard,lockinggoldentaxcard,settingparametersofgoldentaxcard.Taxcontrolinvoicesmanagement(printing/canceling/balancing).Value-addedtaxcollection.DesignoftransportandsalesectiontransportdepartmentmanagementsystemMonthlyvehicledemandplanmanagement.Dailyvehicleuseplanmanagement.Dailyvehicleadmissioninformingmanagement.Goodstransportbillsmanagement.Transportdailyreport/monthlyreportmanagement.Usermaintenance.Spots/bureausarrivalmaintenance.Productsmaintenance.Self-providedautosmanagement(autorentingmanagement,autorentingfeesmanagement,servicingmanagement,servicingfeesmanagementandsoon)DesignoftransportandsalesectionchiefmanagementsystemComprehensiveinquirymanagementswhichincludeday/month/yearsalesinquiry,salesplaninquiry,contractinquiry,agreementinquiry,invoicestatistic,railwaytransportconsignmentsstatistic,priceinquiry,userinquiry,fundsreturnstatisticinquiry,comparisonbetweenautotransportconsignmentsandinvoices,productrepertory.Sellingsupervision.Specialfavorsmanagement.DesignoffactorydirectorinquirymanagementsystemSalesplaninquiry.Salesstatisticinquiry.Salesfinancialincomeandexpensesinquiry.Salesanalysisinquiry.Qualityinspectionstatisticinquiry.DesignofbusinesswindowsalesmanagementsystemCardsmanagementswhichincludeusercardissuance,pickingcardissuance,cardpasswordmanagement,lossreportingandcanceling,cardlogout,cardidentification,usercardwithdrawing,cardoperationinquiry.Batchbillmanagementswhichincludebatchbillediting,batchbillprinting,batchbillinquiry,batchbillcanceling,batchbillbalancing,batchbillwithdrawing,batchbillpriceadjusting,editingbatchbillpickingcard,transactingnewbatchbillpickingcard.Invoicesmanagementswhichincludeinvoiceselectionandprinting,invoiceinquiry,invoicecanceling,invoicebalancing,invoicestatistic,taxreportofgoldentaxcard.Pickingcardbalance.Businessstatisticinquirymanagementswhichincludecapitaluses,useraccountchecking,productsalesstatistic,productsmonth/yearsalesanalysis.Statisticreportformsmanagementswhichincludesalesday/monthreport,userpurchaseday/monthreport,consignmentreportforms,unprintedinvoicesandreportforms.Systemmaintenanceandabnormaloperationtreatmentswhichincludecommunicationportsetting,abnormaloperationrecord,unlockinggoldentaxcard,lockinggoldentaxcard,portsmanagementofaccountingsystem.Saleswindowmanagementsystemofagencyshipping(subsystem),whichincludesclientfilesmaintenanceandusercardissuance,pickingediting(carnumber,variety,price,quantity,andmoney),balance,taxcontrolinvoicesmanagement,portsmanagementofaccountingsystem,value-addedinvoicecollection.Saleswindowmanagementsystemofgasproducts(subsystem),whichincludesclientfilesmaintenancemanagement,pickingediting(carnumber,variety,price,quantity,andmoney),batchbillmanagement,invoicemanagement,operationinquiry,statisticreportformsmanagement,systemmaintenancemanagement,taxcontrolapplicationmanagement,portsmanagementofaccountingsystem,value-addedinvoicecollection.Explanation:Thebusinesswindowmanagementsystemisthemainstageofthesalessystem,wheretwosubsystemsofsaleswindowmanagementsystemofagencyshippingandsaleswindowmanagementsystemofgasproductsaredesignedaccordingtoactualsituationsofourfactory.Designofbusinesswindowfi