本文版权归用友软件股份有限公司所有。未经书面同意，不得以任何方式抄袭、节录或翻印。XXCRM项目规划建议书浙江用友软件有限公司CRM事业部目录1.构建“以客户为中心”的企业.......................................................................................................................41.1方案背景.......................................................................................................................................................................41.2名词解释.......................................................................................................................................................................62.CRM应用背景分析........................................................................................................................................72.1业务背景分析...............................................................................................................................................................72.2客户管理分析...............................................................................................................................................................72.3医院管理分析...............................................................................................................................................................82.4多地营销组织结构分析...............................................................................................................................................92.5客户关系管理需求总结.............................................................................................................................................102.5.1医院、医生信息分散，无法形成公司资源，实现共享......................................................................................................................102.5.2存在现有医院销量减少的风险.............................................................................................................................................................112.5.3医药代表日常活动管理困难.................................................................................................................................................................112.5.4医药代表成本难以细化，进行监控.....................................................................................................................................................112.5.5总部缺乏对医药代表的支持与控制力度.............................................................................................................................................122.5.6对于竞争对手缺乏全面了解.................................................................................................................................................................122.5.7营销信息的传递与汇总困难.................................................................................................................................................................122.5.8各大区推广执行不统一、不规范.........................................................................................................................................................132.5.9员工考核指标单一.......................................................................................................................................................................
