本文研究分析了 BKS 公司 2009 年至 2017 年多宗合同经济纠纷案件。这些
案件很多都是涉及到财务风险管理系统和业务营销管理系统矛盾作用而产生
的。也列举 BKS 公司一些关于财务和业务内部矛盾的鲜活例子，并且由这些例
子引起的方案设计思考、落实、效果，真切地解决两者矛盾。从融合的视角出
发，对 BKS 公司业绩发展和企业财务风险控制给出合理的设计方案。财务风险
控制的严谨性和销售业绩为王的冒险性是一个一般公司天生的，甚至上市公司
无法避免的问题。研究 BKS 公司的财务风险控制和营销管理体统问题，有助于
帮忙其他类似的制造业公司，打通营销机遇与财务风险控制板块枷锁，或者说
财务对业务的限制。让财务管理系统，辅助业务营销系统进行业绩的创造，而
营销系统也帮助财务系统得以在成本、风险等方面进行控制和得益。帮助大多
数企业避免 BKS 公司曾经的财务、业务营销的矛盾
本文的结论主要强调，财务系统对风险的控制和业务营销系统对订单获得
的风险活动，未必是矛盾的。两者间可以通过设计一套稳健的融合体系，有步
骤的程序，并且利用好 ERP、OA 这些现代化的工具，互相配合，就可以将财务
风险控制地最佳的情况下，将公司的客户完美地服务和约束好，有助于公司的
长久发展，给股东、股民一个满意的报表
关键词: 客户关系管理；营销管理；财务管理；融合Abstract
III
Abstract
This paper is based on multi-elements research perspectives of Customer
Relationship Management，five angles of Customer Relationship Management. They
are management strategy, process, abilities, and business strategy. This paper
emphasize the perspective of Sales Management and Finance Management fusion
with the analysis of Sales Management and Finance Management contradiction and
roots of BKS，providing solutions for those who are not yet been listed to get a faster
way. At the same time, provide suggestions to enlisted companies like BKS to cut
down running costs.
Here the author is the director of the monitoring level of the board, and was a staff
since 2009 witnessing the formalization and the historic reform of the corporation.
The author also experienced the Sales Management and financing controlling
management issues before and after the corporation is enlisted, and had profound
senses of them. The author especially took several cases relating to financial contract
cases from 2009 to 2015, some of which were exactly caused by the contradictions
between the financing controlling and the sale management system. He also listed
some issues between the financing controlling system and the sales management
system, and tried to find out plans to be considered and carried out, to make things
better. Finally to solve the contradictions between the two. BKS developed a good
combination between financial risks controlling system and sales management system.
From the perspective of fusion, provides integrated suggestions on the sales
development and finance risk control to BKS. Considering this inevitable problem to
common companies or even enlisted corporations, the study of BKS issue helps us to
warn other OEM companies to open the chain between sales chances and finance risk
takin, or easing the restricts between the two. This will make finance management
system and sales management system together pursue the performance, doing great to
many other companies that have same problems between finance and sales like BKS.
This paper mainly advocates that the financial risks controlling is not
contradictory to the risk of making more performance by the sales management
system. We can set up a steady, ordered programed and by using the software like
ERP/OA, the modern tools, to combine together, to form the best status of financialAbstract
IV
risks controlling and sales management system. Together we can serve our customer
well and let they be in our reach at the same time helping the corporation to grow
stronger. At last, give a satisfied report to the most of the share holders and stock-
owners.
Key words: Customer Relationship Management； Sales
Management； Finance Management; Fusion目录
V
目录
摘要 ...........I
Abstract....III
目录 ...........V
第一章 绪论...........1
第一节 研究背景.......1
第二节 研究意义.......3
第三节 研究方法.......3
一、文献研究法...........3
二、实证研究法...........3
第四节 技术路线.......3
第二章 文献综述...6
第一节 国内外研究现状.......6
国内外研究现状...........6
二、国外研究现状.....10
第三章 BKS公司客户管理系统及其存在问题 ..........13
第一节 客户关系管理相关理论与方法....13
第二节 BKS 公司基本情况 ...........13
第三节 BKS 公司客户管理系统 ...17
第四节 客户关系管理和财务管理系统的矛盾....18
第四章 BKS 公司财务与营销管理系统融合设计 .........21
第一节 财务对业务控制体系的建立方案设计.....21
一、 国际保险的购买...........22
二、 聘请法律团队做充分的法律法规评估。.......24
三、 签订销售框架合同.......27
四、采购订单下达的规范设计.........28
五、 送货单确认设计...........30
六、对账单确认设计.31
七、 票据开立的设计...........33
八、 应收管理...........33目录
VI
第二节 业务控制体系设计37
一、客户评估...
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