大连理工大学专业学位硕士学位论文
摘
要
在我国稳定的市场经济形势下，客户需求的个性化日趋显著，定制化的要求已经成
为常态。企业的业务类型开始慢慢地向着小批量，订单式业务的方向发展。为此，企业
中以合同为基础的业务管理成为主流。合同作为企业之间商务往来的主要方式，是相当
重要的。因此，合同管理也是现在企业管理中重要的内容之一。目前，有相当一部分的
企业对合同管理并没有足够地重视，缺少有效的合同风险管理制度和手段。在市场经济
条件下，若销售合同风险无法得到有效地全面地管理防控，就会将公司暴露在管理风险
中，让企业不能处于完全可控的状态。
本文主要研究公司的销售合同管理中存在的问题，合同管理是公司运营的重要环
节，如果在合同管理的流程中存在一定的问题，就会导致合同出现风险，进而直接或间
接地引发公司的损失。本文在合同管理等理论的指导下，选取 DT船舶配套公司（后文
简称 DT公司），一家从事船用螺旋桨制造的国有企业为研究对象，综合运用文献研究
法、深度访谈法、文本分析法，通过描述 DT公司三个销售合同管理过程的具体案例来
阐述 DT公司出现的实际问题，并结合对公司员工进行深度访谈来进一步总结其存在问
题的根本原因，最后从根本上对问题进行解决并且提出建议。
本文认为，DT公司的销售合同管理存在问题的主要原因是：一、职责分工不明确、
没有独立的合同管理部门等结构性原因；二、合同评审流程缺失、缺乏信用等级评审等
流程性原因；三、业务人员能力不足、解决合同双方利益冲突策略不足等技能性原因。
因此，针对 DT公司销售合同管理中存在的问题，本文提出应尽快建立专业的合同管理
部门，规范合同管理评审、客户资信评审要求，优化销售合同签订流程，强化相关员工
的业务能力。
本文以案例形式展现了实际工作中存在的合同管理问题，这种形式能够真实的反映
DT公司的合同管理实际情况，对于公司的销售合同管理工作具有现实指导意义，同样，
对于行业内类似的企事业单位的销售合同管理也具有一定的借鉴意义。
关键词：合同管理；销售合同；案例分析
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DT船舶配套公司销售合同管理案例研究
Research on Case of Sales Contract Management of DT Ship Equipment
Company
Abstract
In China's stable market economy, the individualization of customer needs is becoming
more and more significant, and customization requirements have become the norm. The
business type of enterprises is also slowly developing towards small batch, order-based. For
this reason, contract-based business management has become mainstream in enterprises.
Contracts, as the main way of business transactions between enterprises, are quite important,
and therefore, contract management is now one of the important elements in business
management. However, at present, a considerable number of enterprises do not pay enough
attention to contract management and lack effective contract risk management system and
tools. Under the market economy, if the sales contract risk cannot be effectively and
comprehensively managed for prevention and control, it will expose the company to
management risks, so that the enterprise cannot be in a fully controllable state.
This paper focuses on the problems in the sales contract management of a company.
Contract management is an important part of a company's operation, and if there are certain
problems in the process of contract management, it will lead to risks in the contract, which
will then directly or indirectly trigger the company's losses. Guided by the theory of contract
management, this paper selects Ship Equipment Company DT（called Company DT）, a large
state-owned enterprise engaged in the manufacture of marine propellers, as the research object,
and uses a combination of literature research method, in-depth interview method, and text
analysis method to illustrate the actual problems of Company DT by describing three specific
cases of Company DT's sales contract management process, and further analyzes the internal
and external factors of the case problems by combining in-depth interviews with the
company's employees to further summarize the root causes of the problems, and finally solves
the problems from the root and puts forward suggestions.
This paper argues that the main reasons for the problems in Company DT's sales contract
management are: first, structural reasons such as unclear division of responsibilities and no
independent department; second, process reasons such as lack of contract evaluation process
and lack of credit rating evaluation; and third, skill reasons such as insufficient capacity of
business staff and insufficient strategies to resolve conflicts of interest between contracting
parties. Therefore, in view of the problems in sales contract management of Company DT,
this paper proposes that a professional contract management department should be established
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大连理工大学专业学位硕士学位论文
as soon as possible, contract management evaluation and customer credit rating evaluation
requirements should be standardized, the sales contract signing process should be optimized,
and the business ability of relevant staffs should be strengthened.
This paper shows the actual contract management problems in the form of cases, which
can truly reflect the actual situation of contract management in Company DT. It is of practical
guidance for the company's sales contract management, and also has certain reference
significance for the sales contract management of similar enterprises and institutions in the
industry.
Key Words：Contract Management; Sales Contract; Case Study；
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