论文总字数：22815字

摘 要

时至今日，空气情况越来越受到人们的重视。从近几年开始兴起的雾霾以及PM2.5的观测，至2015年末风靡一时的纪录片《穹顶之下》，将人们对于空气质量的热情彻底点燃。而与此同时，中国的空气质量之低，受污染之严重，让人难以用乐观的眼光去看待。

随着日渐高涨的热情，广大人民群众也逐渐意识到一个优秀的空气环境对于日常生活和身心健康的重要性。人们渴望享受到更加高层次的大气质量。为了达成这个目标，除了将目光锁定在政府出台新一轮的政策引入净化措施，还有着其他同样适当的方法。

综合了经济性，可行性以及实用性这3种主要方面的考虑之后，我认为对于普通的市民群众来说，获取较好的日常空气质量的方法为：使用空气净化器。

本文通过在空气净化器的销售过程之中引入工业工程理念，使用工业工程中的价值分析的方法，提出价值概念与实际销售相结合的工作时出现的问题，目的是在销售的整个过程中提升效率以及客户成功率，以期可以获得最大利润，避免无用工作的产生，节约每位销售员的时间。让每一次销售的成功率提升，产品销售量增加。

关键词：方法研究 价值分析 定量分析 行程规划 销售效率

The application of value analysis in air purifier sales

ABSTRACT

Nowadays,people have paid much more attention on air condition.In recent years, began to rise in the observation on haze and PM2.5,to the the documentary "under the dome",which published in year 2015, totally inspired people’s enthusiasm for the air quality.At the same time, China's bad air quality with serious pollution,made it difficult to look with an optimistic view.

With the increasing enthusiasm, the broad masses of the people are gradually aware of the importance of a good air environment for daily life and both physical and mental health.People are eager to enjoy a higher level of atmospheric quality.In order to achieve this goal, in addition to look at the government introduced a new round of policy introduction of purification measures, as well as other appropriate methods.

Combined with the economy, feasibility and practicality of these 3 major aspects of consideration, I think for the general public, the better way to get the daily air quality is the use of air purifier.

Through the introduction of the idea of industrial engineering in the air purifier sales process, using the method of value engineering analysis, put forward the combination of concept of value and the actual sales of to in the sale of the entire process enhance efficiency and customer success rate, in order to obtain the maximum profit, avoid useless work, save time for each salesperson. Let the success rate of each sales increase, product sales increase.

Key words: Method research; Value analysis; Quantitative analysis; Process planning；Sales efficiency

目 录

摘要........................................................................Ⅱ

ABSTRACT.................................................................Ⅲ

第一章 绪论.................................................................1

1.1 引言.................................................................1

1.2 销售市场中现存的问题.................................................1

1.3 本设计要解决的问题...................................................3

1.4 本文结构展示.........................................................3

1.5 空气净化器及其销售现状分析...........................................4

1.5.1 空气净化器简介..................................................4

1.5.2 空气净化器生产现状..............................................4

1.5.3 空气净化器销售现状..............................................6

1. 价值分析理论概述.....................................................8

2.1 价值分析简述.........................................................8

2.2 价值分析的特性......................................................10

2.2.1 价值分析中的工业工程思想.......................................10

2.2.2 在销售中应用价值分析的特点.....................................11

2.3 价值分析的方法......................................................12

2.3.1 价值分析的实施程序.............................................12

2.3.2 提高价值的途径.................................................13

2.4 价值分析的使用方向..................................................14

1. 价值分析在夏普牌空气净化器销售的应用................................15

3.1 夏普公司及其生产的空气净化器介绍....................................15

3.1.1 夏普公司简介...................................................15

3.1.2 夏普公司生产的空气净化器简介...................................15

3.2 夏普牌空气净化器的销售分析..........................................16

3.2.1 竞争分析.......................................................16

3.2.2 产品销售策略...................................................16

3.3 在销售中应用价值分析的过程..........................................17

3.4 应用价值分析后的成果................................................21

1. 总结................................................................23

参考文献...................................................................24

致谢.......................................................................25

1. 绪论

1.1 引言

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