| 近(jin)年來，先后組團赴澳培訓、考(kao)察，學習(xi)和借鑒了澳大利亞種(zhong)子(zi)加工(gong)和檢驗(yan)技(ji)術、良繁體系(xi)建設和種(zhong)子(zi)政(zheng)策法規以(yi)及(ji)種(zhong)子(zi)公司(si)企業化(hua)管(guan)理(li)的(de)經驗(yan)，學員們收益匪(fei)淺。
1 澳(ao)大(da)利(li)亞(ya)種子行業情況
1.1 種子企(qi)業類型(xing)
一(yi)(yi)是(shi)(shi)私(si)營種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司，由(you)家庭(ting)內部各成員擁有。但并不一(yi)(yi)定是(shi)(shi)小企(qi)業(ye)，其(qi)中(zhong)很多(duo)(duo)是(shi)(shi)年(nian)利(li)(li)潤(run)上千(qian)萬澳(ao)元(yuan)的(de)(de)大(da)型(xing)企(qi)業(ye)。如索(suo)勒(le)克特(te)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司，其(qi)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)出口十多(duo)(duo)個國(guo)(guo)家，年(nian)收入(ru)1500萬澳(ao)元(yuan)。二是(shi)(shi)農(nong)民(min)與農(nong)民(min)結(jie)合(he)的(de)(de)合(he)作(zuo)社(she)(she)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司，一(yi)(yi)般由(you)地區(qu)農(nong)民(min)合(he)作(zuo)生(sheng)產，并主要為本區(qu)域農(nong)民(min)服務。三是(shi)(shi)社(she)(she)會股(gu)(gu)份種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司，在(zai)(zai)交(jiao)易所股(gu)(gu)份上市，為社(she)(she)會股(gu)(gu)東所擁有。它們一(yi)(yi)般為國(guo)(guo)際一(yi)(yi)些跨國(guo)(guo)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司控(kong)(kong)股(gu)(gu)。如，太平洋種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司由(you)英國(guo)(guo)Zeneca Seeds跨國(guo)(guo)公(gong)(gong)司控(kong)(kong)股(gu)(gu)；農(nong)業(ye)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司為法(fa)(fa)國(guo)(guo)利(li)(li)馬格蘭種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司控(kong)(kong)股(gu)(gu)。它們都(dou)按公(gong)(gong)司法(fa)(fa)注冊，在(zai)(zai)法(fa)(fa)律上處于平等地位(wei)，商業(ye)活動平等競(jing)(jing)爭(zheng)。近(jin)年(nian)來發(fa)展(zhan)趨勢(shi)大(da)致(zhi)有三：一(yi)(yi)是(shi)(shi)朝著集中(zhong)的(de)(de)大(da)型(xing)化公(gong)(gong)司發(fa)展(zhan)。在(zai)(zai)市場(chang)競(jing)(jing)爭(zheng)中(zhong)，小型(xing)公(gong)(gong)司如不能(neng)很快發(fa)展(zhan)壯大(da)，就難(nan)以(yi)生(sheng)存。同時，大(da)型(xing)公(gong)(gong)司把(ba)生(sheng)產加(jia)工集中(zhong)起來，可以(yi)充(chong)分利(li)(li)用其(qi)設施、設備能(neng)力。如其(qi)設在(zai)(zai)圖文巴市的(de)(de)太平洋種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司加(jia)工倉儲中(zhong)心，加(jia)工的(de)(de)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)銷往20多(duo)(duo)個國(guo)(guo)家，年(nian)利(li)(li)潤(run)3000多(duo)(duo)萬澳(ao)元(yuan)。二是(shi)(shi)公(gong)(gong)司逐(zhu)漸(jian)形(xing)成一(yi)(yi)個或幾個作(zuo)物(wu)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)的(de)(de)生(sheng)產和市場(chang)優勢(shi)，在(zai)(zai)市場(chang)競(jing)(jing)爭(zheng)中(zhong)各展(zhan)所長。三是(shi)(shi)國(guo)(guo)際化，與大(da)型(xing)跨國(guo)(guo)種(zhong)(zhong)(zhong)(zhong)(zhong)子(zi)公(gong)(gong)司合(he)資、合(he)作(zuo)或控(kong)(kong)股(gu)(gu)。可以(yi)獲得更多(duo)(duo)的(de)(de)信息、新品種(zhong)(zhong)(zhong)(zhong)(zhong)和更廣闊的(de)(de)市場(chang)。
1.2 新品種來(lai)源和推廣
種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)獲得(de)(de)新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)主要(yao)有三個來(lai)源：一(yi)(yi)是(shi)購買科(ke)(ke)研單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)育(yu)成(cheng)(cheng)的(de)(de)(de)(de)新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)的(de)(de)(de)(de)生產銷(xiao)售權(quan)。一(yi)(yi)旦新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)育(yu)成(cheng)(cheng)，育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)就登報宣傳，介紹該品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)的(de)(de)(de)(de)農(nong)藝形狀、產量等，并以招標(biao)形式向外界(jie)發布(bu)信息。種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)向育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)投標(biao)，中(zhong)標(biao)者購買該品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)的(de)(de)(de)(de)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子生產銷(xiao)售權(quan)，并每年給(gei)育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)一(yi)(yi)定比例的(de)(de)(de)(de)轉讓(rang)費(fei)(一(yi)(yi)般為利潤的(de)(de)(de)(de)10%)。這種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)有償轉讓(rang)方(fang)式是(shi)20世紀80年代實行植物新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)保護法(fa)后出現的(de)(de)(de)(de)，育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)者每年獲得(de)(de)新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)轉讓(rang)費(fei)并受法(fa)律保護。育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)科(ke)(ke)研單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)主要(yao)有聯邦政(zheng)府的(de)(de)(de)(de)科(ke)(ke)研機(ji)構(gou)、各(ge)州政(zheng)府的(de)(de)(de)(de)科(ke)(ke)研機(ji)構(gou)(DPI)和農(nong)業(ye)院校。二(er)是(shi)實力雄厚的(de)(de)(de)(de)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)設有育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)機(ji)構(gou)，自己選育(yu)新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)。如(ru)太平洋種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)有一(yi)(yi)個幾十(shi)公(gong)頃的(de)(de)(de)(de)育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)場(chang)，自己培育(yu)的(de)(de)(de)(de)新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)占公(gong)司(si)(si)經營(ying)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)數量的(de)(de)(de)(de)50%以上(shang)。三是(shi)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)資(zi)助科(ke)(ke)研單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)的(de)(de)(de)(de)育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)計(ji)劃，并獲得(de)(de)育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)成(cheng)(cheng)果(guo)。一(yi)(yi)般是(shi)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)根據(ju)市場(chang)需要(yao)，從科(ke)(ke)研單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)的(de)(de)(de)(de)育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)計(ji)劃中(zhong)尋(xun)找合適的(de)(de)(de)(de)育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)項(xiang)目，在整(zheng)個育(yu)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)期間(jian)給(gei)予財務資(zi)助。新(xin)(xin)品(pin)(pin)(pin)種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)由該種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)生產銷(xiao)售，所有權(quan)屬該種(zhong)(zhong)(zhong)(zhong)(zhong)(zhong)子公(gong)司(si)(si)和科(ke)(ke)研單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)，轉讓(rang)費(fei)由公(gong)司(si)(si)和科(ke)(ke)研單(dan)(dan)(dan)(dan)位(wei)(wei)(wei)按一(yi)(yi)定比例分成(cheng)(cheng)。
1.3 種子(zi)質量檢驗和(he)控制系統
企業(ye)(ye)內部(bu)控(kong)制(zhi)(zhi)(zhi) 種(zhong)(zhong)子(zi)(zi)(zi)質(zhi)(zhi)量(liang)(liang)是(shi)種(zhong)(zhong)子(zi)(zi)(zi)公(gong)司(si)的(de)信譽(yu)和立(li)足點(dian)，一旦發(fa)生(sheng)事故，種(zhong)(zhong)子(zi)(zi)(zi)公(gong)司(si)往往賠(pei)得傾家(jia)蕩(dang)產。因(yin)此(ci)，各種(zhong)(zhong)子(zi)(zi)(zi)公(gong)司(si)都很重視控(kong)制(zhi)(zhi)(zhi)種(zhong)(zhong)子(zi)(zi)(zi)質(zhi)(zhi)量(liang)(liang)，采(cai)(cai)(cai)取(qu)嚴(yan)格的(de)全過程規(gui)范化質(zhi)(zhi)量(liang)(liang)控(kong)制(zhi)(zhi)(zhi)程序。如太平洋種(zhong)(zhong)子(zi)(zi)(zi)公(gong)司(si)共有種(zhong)(zhong)子(zi)(zi)(zi)質(zhi)(zhi)量(liang)(liang)技術人(ren)(ren)員10人(ren)(ren)，他們在(zai)種(zhong)(zhong)子(zi)(zi)(zi)田間生(sheng)產時(shi)，分區包片向農民進行技術指導并(bing)作質(zhi)(zhi)量(liang)(liang)檢查(cha)。公(gong)司(si)設有自己的(de)檢驗(yan)(yan)室，有檢驗(yan)(yan)人(ren)(ren)員4人(ren)(ren)，采(cai)(cai)(cai)取(qu)國(guo)際(ji)種(zhong)(zhong)子(zi)(zi)(zi)檢驗(yan)(yan)標(biao)準(zhun)(ISTA)對公(gong)司(si)收(shou)購后加(jia)工、倉(cang)儲、銷售(shou)過程中的(de)種(zhong)(zhong)子(zi)(zi)(zi)隨(sui)(sui)時(shi)進行檢驗(yan)(yan)。采(cai)(cai)(cai)取(qu)的(de)內檢標(biao)準(zhun)高于國(guo)際(ji)標(biao)準(zhun)。不合(he)格的(de)種(zhong)(zhong)子(zi)(zi)(zi)隨(sui)(sui)時(shi)加(jia)工或轉(zhuan)商。加(jia)工合(he)格的(de)種(zhong)(zhong)子(zi)(zi)(zi)在(zai)倉(cang)儲中，每(mei)隔6周重新抽樣檢驗(yan)(yan)一次，如發(fa)芽率(lv)降至公(gong)司(si)最(zui)低(di)標(biao)準(zhun)即(ji)轉(zhuan)商。企業(ye)(ye)內部(bu)控(kong)制(zhi)(zhi)(zhi)是(shi)澳種(zhong)(zhong)子(zi)(zi)(zi)行業(ye)(ye)質(zhi)(zhi)量(liang)(liang)控(kong)制(zhi)(zhi)(zhi)的(de)核心。
社會(hui)(hui)控制(zhi)(zhi) 政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)檢(jian)驗站是國(guo)際種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)檢(jian)驗協(xie)會(hui)(hui)成員，采(cai)用(yong)ISTA標(biao)準和(he)程序，檢(jian)驗后簽發的(de)(de)(de)(de)(de)ISTA檢(jian)驗證在(zai)國(guo)際、國(guo)內(nei)均通用(yong)。政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)控制(zhi)(zhi) 采(cai)用(yong)種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)質量(liang)真實性標(biao)簽制(zhi)(zhi)度，屬商業法管理(li)(li)(li)范疇。如(ru)消費者購買的(de)(de)(de)(de)(de)種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)質量(liang)不真實，可與公(gong)(gong)司協(xie)商；協(xie)商不成，可向法庭(ting)起訴，法庭(ting)依據檢(jian)驗結果裁判。 1.4 種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)行(xing)業宏(hong)觀管理(li)(li)(li)系統政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)管理(li)(li)(li) 澳(ao)政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)政(zheng)(zheng)(zheng)(zheng)策(ce)是民(min)間能做的(de)(de)(de)(de)(de)盡量(liang)民(min)間做，政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)只是制(zhi)(zhi)定政(zheng)(zheng)(zheng)(zheng)策(ce)和(he)起監(jian)督作(zuo)用(yong)。昆士蘭(lan)州政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)過去包(bao)攬了種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)行(xing)業的(de)(de)(de)(de)(de)許多事，設有(you)育種(zhong)(zhong)研究(jiu)(jiu)所、種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)檢(jian)驗室、認(ren)證辦(ban)公(gong)(gong)室、新品種(zhong)(zhong)保護辦(ban)公(gong)(gong)室、種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)植物檢(jian)疫站等。現在(zai)政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)基本(ben)上(shang)退出了直(zhi)接管理(li)(li)(li)。種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)協(xie)會(hui)(hui) 在(zai)政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)退出直(zhi)接管理(li)(li)(li)的(de)(de)(de)(de)(de)同時，行(xing)業的(de)(de)(de)(de)(de)很(hen)多管理(li)(li)(li)職(zhi)(zhi)責(ze)落到種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)協(xie)會(hui)(hui)(民(min)間組織)。種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)協(xie)會(hui)(hui)在(zai)各地(di)區設有(you)分會(hui)(hui)，負責(ze)聯絡(luo)協(xie)調該地(di)種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)行(xing)業事務。協(xie)會(hui)(hui)內(nei)部還設有(you)一(yi)些(xie)專(zhuan)業技(ji)術小組，負責(ze)組織研究(jiu)(jiu)解決各種(zhong)(zhong)技(ji)術問題。種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)協(xie)會(hui)(hui)靠收會(hui)(hui)費維持，除全國(guo)種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)協(xie)會(hui)(hui)主席(xi)和(he)秘書(shu)長(chang)是專(zhuan)職(zhi)(zhi)人(ren)員外，其他均兼職(zhi)(zhi)。種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)協(xie)會(hui)(hui)代表(biao)種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)行(xing)業與政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)協(xie)商對話，對政(zheng)(zheng)(zheng)(zheng)府(fu)(fu)制(zhi)(zhi)定種(zhong)(zhong)子(zi)(zi)(zi)(zi)(zi)(zi)行(xing)業政(zheng)(zheng)(zheng)(zheng)策(ce)起著越來越大的(de)(de)(de)(de)(de)影(ying)響力。
2 現代種子(zi)企業管理方法
2.1 現代種子企業應具(ju)備(bei)的(de)條件公(gong)司(si)(si)內(nei)部結(jie)構 總經(jing)理(li)1人(ren)(ren)，下(xia)設生產部經(jing)理(li)、市(shi)場部經(jing)理(li)、人(ren)(ren)事部經(jing)理(li)和(he)科(ke)研(yan)發展(zhan)部經(jing)理(li)各1人(ren)(ren)，其他為第一(yi)線(xian)工(gong)作人(ren)(ren)員。其特點是(shi)層次少，號(hao)令暢通，盡(jin)量減少信息傳遞環節失真和(he)扯皮。管(guan)理(li)人(ren)(ren)員少，一(yi)線(xian)人(ren)(ren)員多，總經(jing)理(li)和(he)部門(men)經(jing)理(li)均(jun)(jun)不(bu)設副職(zhi)(zhi)。把消(xiao)費者(zhe)當作公(gong)司(si)(si)成(cheng)員對待。經(jing)營思(si)想(xiang) 經(jing)營目標(biao)由原(yuan)來(lai)以追(zhui)求利(li)潤為中心轉向通過向消(xiao)費者(zhe)提(ti)(ti)(ti)(ti)供滿意的(de)服務而占領市(shi)場獲(huo)得利(li)潤。各項活動(dong)均(jun)(jun)將為消(xiao)費者(zhe)服務放在首位(wei)。顧客是(shi)真正的(de)上帝。目標(biao)明(ming)確，個人(ren)(ren)動(dong)力(li)大，工(gong)作熱(re)情高。經(jing)理(li)素(su)質 總經(jing)理(li)和(he)部門(men)經(jing)理(li)必須(xu)具(ju)備(bei)以下(xia)能力(li)：善于和(he)勇于讓(rang)下(xia)級(ji)知道某項期(qi)望結(jie)果(guo)；對某事發展(zhan)動(dong)態能提(ti)(ti)(ti)(ti)出預期(qi)走向；能鼓(gu)勵職(zhi)(zhi)工(gong)提(ti)(ti)(ti)(ti)建議(yi)，而不(bu)壓制見解(jie)；對每(mei)項工(gong)作關鍵進行解(jie)釋和(he)說明(ming)，不(bu)斷(duan)提(ti)(ti)(ti)(ti)醒職(zhi)(zhi)工(gong)按要求完成(cheng)；對職(zhi)(zhi)員的(de)知識、技能、能力(li)作出全面評價，以人(ren)(ren)盡(jin)其才(cai)；能鼓(gu)勵職(zhi)(zhi)工(gong)技術革新，提(ti)(ti)(ti)(ti)供培養(yang)和(he)深造(zao)的(de)方便，吸引更(geng)多的(de)優(you)秀人(ren)(ren)才(cai)為公(gong)司(si)(si)效(xiao)力(li)。
2.2 企業管(guan)理方法
市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)調(diao)查(cha) 包括宏(hong)觀(guan)環(huan)境(jing)(jing)和(he)(he)(he)(he)公(gong)(gong)司(si)(si)(si)在市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)中(zhong)(zhong)(zhong)的(de)(de)(de)(de)(de)(de)(de)(de)位(wei)(wei)置(zhi)兩方(fang)(fang)面。其中(zhong)(zhong)(zhong)宏(hong)觀(guan)環(huan)境(jing)(jing)一(yi)(yi)(yi)(yi)(yi)(yi)般(ban)是(shi)(shi)：人(ren)口(kou)因(yin)(yin)(yin)素(su)(su)(su)：人(ren)口(kou)在某(mou)(mou)一(yi)(yi)(yi)(yi)(yi)(yi)地區的(de)(de)(de)(de)(de)(de)(de)(de)增減，集中(zhong)(zhong)(zhong)或(huo)(huo)(huo)分(fen)(fen)散，對(dui)(dui)(dui)(dui)公(gong)(gong)司(si)(si)(si)的(de)(de)(de)(de)(de)(de)(de)(de)市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)可能(neng)是(shi)(shi)機(ji)會(hui)(hui)或(huo)(huo)(huo)是(shi)(shi)威(wei)脅(xie)。經濟因(yin)(yin)(yin)素(su)(su)(su)：人(ren)均收入(ru)的(de)(de)(de)(de)(de)(de)(de)(de)增減，貨(huo)款(kuan)方(fang)(fang)便程(cheng)度，關(guan)系(xi)到購(gou)買力和(he)(he)(he)(he)生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)規模。生(sheng)(sheng)(sheng)(sheng)(sheng)態因(yin)(yin)(yin)素(su)(su)(su)：注意不同(tong)(tong)(tong)生(sheng)(sheng)(sheng)(sheng)(sheng)態環(huan)境(jing)(jing)下商(shang)(shang)(shang)品(pin)(pin)(pin)銷售(shou)趨勢(shi)(shi)(shi)。技術因(yin)(yin)(yin)素(su)(su)(su)：現代產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)國際(ji)、國內(nei)生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)工藝(yi)變化(hua)，公(gong)(gong)司(si)(si)(si)生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)工藝(yi)所處位(wei)(wei)置(zhi)。政治因(yin)(yin)(yin)素(su)(su)(su)：國家法律(lv)對(dui)(dui)(dui)(dui)某(mou)(mou)一(yi)(yi)(yi)(yi)(yi)(yi)商(shang)(shang)(shang)品(pin)(pin)(pin)有什么限制(zhi)(zhi)或(huo)(huo)(huo)促(cu)(cu)進作(zuo)用。文(wen)化(hua)因(yin)(yin)(yin)素(su)(su)(su)：不同(tong)(tong)(tong)文(wen)化(hua)層次的(de)(de)(de)(de)(de)(de)(de)(de)人(ren)作(zuo)分(fen)(fen)類(lei)(lei)分(fen)(fen)析(xi)(xi)(xi)(xi)。公(gong)(gong)司(si)(si)(si)在市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)中(zhong)(zhong)(zhong)的(de)(de)(de)(de)(de)(de)(de)(de)位(wei)(wei)置(zhi)包括以(yi)下：市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)：調(diao)查(cha)公(gong)(gong)司(si)(si)(si)產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)在市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)中(zhong)(zhong)(zhong)的(de)(de)(de)(de)(de)(de)(de)(de)份額大小。消費(fei)者(zhe)(zhe)(zhe)(zhe)(zhe)：調(diao)查(cha)消費(fei)者(zhe)(zhe)(zhe)(zhe)(zhe)對(dui)(dui)(dui)(dui)公(gong)(gong)司(si)(si)(si)產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)的(de)(de)(de)(de)(de)(de)(de)(de)信譽、價格(ge)(ge)、服務(wu)方(fang)(fang)面的(de)(de)(de)(de)(de)(de)(de)(de)要(yao)(yao)求，研究發展(zhan)(zhan)適應消費(fei)者(zhe)(zhe)(zhe)(zhe)(zhe)需(xu)要(yao)(yao)的(de)(de)(de)(de)(de)(de)(de)(de)產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)和(he)(he)(he)(he)類(lei)(lei)型。競(jing)(jing)爭(zheng)者(zhe)(zhe)(zhe)(zhe)(zhe)：同(tong)(tong)(tong)類(lei)(lei)產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)競(jing)(jing)爭(zheng)者(zhe)(zhe)(zhe)(zhe)(zhe)數量(liang)(liang)(liang)及能(neng)力強弱。中(zhong)(zhong)(zhong)間商(shang)(shang)(shang)：中(zhong)(zhong)(zhong)間商(shang)(shang)(shang)可推銷一(yi)(yi)(yi)(yi)(yi)(yi)個(ge)公(gong)(gong)司(si)(si)(si)的(de)(de)(de)(de)(de)(de)(de)(de)產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)，也(ye)可推銷另(ling)(ling)一(yi)(yi)(yi)(yi)(yi)(yi)個(ge)公(gong)(gong)司(si)(si)(si)的(de)(de)(de)(de)(de)(de)(de)(de)產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)，了解中(zhong)(zhong)(zhong)間商(shang)(shang)(shang)對(dui)(dui)(dui)(dui)公(gong)(gong)司(si)(si)(si)的(de)(de)(de)(de)(de)(de)(de)(de)態度及推銷能(neng)力。優(you)勢(shi)(shi)(shi)商(shang)(shang)(shang)品(pin)(pin)(pin)類(lei)(lei)型：公(gong)(gong)司(si)(si)(si)哪些商(shang)(shang)(shang)品(pin)(pin)(pin)在市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)上受(shou)消費(fei)者(zhe)(zhe)(zhe)(zhe)(zhe)歡(huan)迎，明確主體商(shang)(shang)(shang)品(pin)(pin)(pin)，同(tong)(tong)(tong)時(shi)優(you)先注重開發潛在商(shang)(shang)(shang)品(pin)(pin)(pin)。SWOT分(fen)(fen)析(xi)(xi)(xi)(xi)方(fang)(fang)法 該公(gong)(gong)司(si)(si)(si)與同(tong)(tong)(tong)類(lei)(lei)公(gong)(gong)司(si)(si)(si)的(de)(de)(de)(de)(de)(de)(de)(de)優(you)勢(shi)(shi)(shi)或(huo)(huo)(huo)劣勢(shi)(shi)(shi)、機(ji)會(hui)(hui)或(huo)(huo)(huo)威(wei)脅(xie)分(fen)(fen)析(xi)(xi)(xi)(xi)的(de)(de)(de)(de)(de)(de)(de)(de)英文(wen)縮寫，是(shi)(shi)公(gong)(gong)司(si)(si)(si)所處地位(wei)(wei)與發展(zhan)(zhan)方(fang)(fang)向的(de)(de)(de)(de)(de)(de)(de)(de)有效分(fen)(fen)析(xi)(xi)(xi)(xi)方(fang)(fang)法，起到知己知彼，揚長避短(duan)的(de)(de)(de)(de)(de)(de)(de)(de)作(zuo)用。優(you)勢(shi)(shi)(shi)和(he)(he)(he)(he)劣勢(shi)(shi)(shi)分(fen)(fen)析(xi)(xi)(xi)(xi)是(shi)(shi)對(dui)(dui)(dui)(dui)公(gong)(gong)司(si)(si)(si)現狀的(de)(de)(de)(de)(de)(de)(de)(de)分(fen)(fen)析(xi)(xi)(xi)(xi)，屬于內(nei)部環(huan)境(jing)(jing)分(fen)(fen)析(xi)(xi)(xi)(xi)，一(yi)(yi)(yi)(yi)(yi)(yi)般(ban)采(cai)用1～10打(da)分(fen)(fen)制(zhi)(zhi)，1分(fen)(fen)最(zui)差，10分(fen)(fen)最(zui)好。然后進行(xing)綜合(he)評價分(fen)(fen)析(xi)(xi)(xi)(xi)。如(ru)對(dui)(dui)(dui)(dui)某(mou)(mou)一(yi)(yi)(yi)(yi)(yi)(yi)品(pin)(pin)(pin)種(zhong)種(zhong)子，可分(fen)(fen)析(xi)(xi)(xi)(xi)其質(zhi)量(liang)(liang)(liang)、產(chan)(chan)(chan)(chan)量(liang)(liang)(liang)、商(shang)(shang)(shang)標、服務(wu)等(deng)內(nei)容。分(fen)(fen)析(xi)(xi)(xi)(xi)機(ji)會(hui)(hui)和(he)(he)(he)(he)威(wei)脅(xie)分(fen)(fen)析(xi)(xi)(xi)(xi)，是(shi)(shi)對(dui)(dui)(dui)(dui)外部環(huan)境(jing)(jing)給(gei)公(gong)(gong)司(si)(si)(si)帶(dai)來的(de)(de)(de)(de)(de)(de)(de)(de)機(ji)遇或(huo)(huo)(huo)威(wei)脅(xie)分(fen)(fen)析(xi)(xi)(xi)(xi)。機(ji)會(hui)(hui)分(fen)(fen)析(xi)(xi)(xi)(xi)是(shi)(shi)一(yi)(yi)(yi)(yi)(yi)(yi)種(zhong)創造性分(fen)(fen)析(xi)(xi)(xi)(xi)，關(guan)系(xi)到能(neng)否并(bing)發現抓(zhua)住機(ji)會(hui)(hui)，開拓市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)的(de)(de)(de)(de)(de)(de)(de)(de)大事。著重在兩方(fang)(fang)面：一(yi)(yi)(yi)(yi)(yi)(yi)是(shi)(shi)自然因(yin)(yin)(yin)素(su)(su)(su)帶(dai)來的(de)(de)(de)(de)(de)(de)(de)(de)機(ji)會(hui)(hui)。如(ru)某(mou)(mou)地區發生(sheng)(sheng)(sheng)(sheng)(sheng)災害對(dui)(dui)(dui)(dui)另(ling)(ling)一(yi)(yi)(yi)(yi)(yi)(yi)地區種(zhong)子公(gong)(gong)司(si)(si)(si)的(de)(de)(de)(de)(de)(de)(de)(de)種(zhong)子銷售(shou)，可能(neng)就是(shi)(shi)一(yi)(yi)(yi)(yi)(yi)(yi)種(zhong)機(ji)遇；二是(shi)(shi)社會(hui)(hui)因(yin)(yin)(yin)素(su)(su)(su)。如(ru)國家政策變化(hua)，人(ren)們生(sheng)(sheng)(sheng)(sheng)(sheng)活水平(ping)變化(hua)等(deng)，對(dui)(dui)(dui)(dui)某(mou)(mou)公(gong)(gong)司(si)(si)(si)可能(neng)帶(dai)來的(de)(de)(de)(de)(de)(de)(de)(de)機(ji)會(hui)(hui)。又如(ru)競(jing)(jing)爭(zheng)對(dui)(dui)(dui)(dui)手(shou)出現了產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)質(zhi)量(liang)(liang)(liang)問(wen)題，對(dui)(dui)(dui)(dui)某(mou)(mou)公(gong)(gong)司(si)(si)(si)也(ye)會(hui)(hui)創造機(ji)會(hui)(hui)。威(wei)脅(xie)分(fen)(fen)析(xi)(xi)(xi)(xi)從5個(ge)情況(kuang)：新加(jia)入(ru)同(tong)(tong)(tong)類(lei)(lei)競(jing)(jing)爭(zheng)者(zhe)(zhe)(zhe)(zhe)(zhe)；替代產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)；中(zhong)(zhong)(zhong)間商(shang)(shang)(shang)態度；消費(fei)者(zhe)(zhe)(zhe)(zhe)(zhe)的(de)(de)(de)(de)(de)(de)(de)(de)反(fan)應；競(jing)(jing)爭(zheng)對(dui)(dui)(dui)(dui)手(shou)勢(shi)(shi)(shi)力. 企(qi)業計(ji)(ji)劃(hua)(hua)(hua) 包括生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)、營銷、財務(wu)等(deng)。還包括中(zhong)(zhong)(zhong)長期(qi)(qi)和(he)(he)(he)(he)一(yi)(yi)(yi)(yi)(yi)(yi)年短(duan)期(qi)(qi)計(ji)(ji)劃(hua)(hua)(hua)。長期(qi)(qi)計(ji)(ji)劃(hua)(hua)(hua)重點放在發展(zhan)(zhan)目標和(he)(he)(he)(he)實際(ji)策略上。短(duan)期(qi)(qi)計(ji)(ji)劃(hua)(hua)(hua)則具體安(an)排(pai)一(yi)(yi)(yi)(yi)(yi)(yi)年的(de)(de)(de)(de)(de)(de)(de)(de)工作(zuo)項目、任務(wu)等(deng)。根據市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)調(diao)查(cha)和(he)(he)(he)(he)預測的(de)(de)(de)(de)(de)(de)(de)(de)市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)份額，安(an)排(pai)生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)符合(he)需(xu)要(yao)(yao)產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)的(de)(de)(de)(de)(de)(de)(de)(de)數量(liang)(liang)(liang)、質(zhi)量(liang)(liang)(liang)。一(yi)(yi)(yi)(yi)(yi)(yi)般(ban)考(kao)(kao)慮以(yi)下方(fang)(fang)面：生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)能(neng)力；生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)期(qi)(qi)限；原材料；產(chan)(chan)(chan)(chan)品(pin)(pin)(pin)質(zhi)量(liang)(liang)(liang)控(kong)制(zhi)(zhi)系(xi)統；人(ren)力資(zi)源。財務(wu)計(ji)(ji)劃(hua)(hua)(hua)必(bi)須(xu)考(kao)(kao)慮到公(gong)(gong)司(si)(si)(si)現行(xing)的(de)(de)(de)(de)(de)(de)(de)(de)財務(wu)執行(xing)情況(kuang)，詳述資(zi)金(jin)(jin)輸入(ru)可能(neng)產(chan)(chan)(chan)(chan)生(sheng)(sheng)(sheng)(sheng)(sheng)的(de)(de)(de)(de)(de)(de)(de)(de)結(jie)果，要(yao)(yao)能(neng)保(bao)證有持(chi)續的(de)(de)(de)(de)(de)(de)(de)(de)競(jing)(jing)爭(zheng)優(you)勢(shi)(shi)(shi)。制(zhi)(zhi)定計(ji)(ji)劃(hua)(hua)(hua)程(cheng)序：檢(jian)查(cha)企(qi)業前3年的(de)(de)(de)(de)(de)(de)(de)(de)財務(wu)情況(kuang)，利(li)(li)(li)(li)潤(run)和(he)(he)(he)(he)虧(kui)損情況(kuang)；詳細分(fen)(fen)析(xi)(xi)(xi)(xi)利(li)(li)(li)(li)潤(run)和(he)(he)(he)(he)投資(zi)的(de)(de)(de)(de)(de)(de)(de)(de)關(guan)系(xi)；分(fen)(fen)析(xi)(xi)(xi)(xi)各種(zhong)可能(neng)影(ying)響計(ji)(ji)劃(hua)(hua)(hua)的(de)(de)(de)(de)(de)(de)(de)(de)因(yin)(yin)(yin)素(su)(su)(su)；公(gong)(gong)司(si)(si)(si)運作(zuo)所需(xu)資(zi)金(jin)(jin)總(zong)額及來源；每一(yi)(yi)(yi)(yi)(yi)(yi)階段公(gong)(gong)司(si)(si)(si)利(li)(li)(li)(li)潤(run)及虧(kui)損情況(kuang)；現金(jin)(jin)平(ping)衡設計(ji)(ji)；資(zi)金(jin)(jin)平(ping)衡設計(ji)(ji)；損益分(fen)(fen)析(xi)(xi)(xi)(xi)。銷售(shou)計(ji)(ji)劃(hua)(hua)(hua)是(shi)(shi)從組織商(shang)(shang)(shang)品(pin)(pin)(pin)生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)到一(yi)(yi)(yi)(yi)(yi)(yi)次流通結(jie)束，是(shi)(shi)公(gong)(gong)司(si)(si)(si)生(sheng)(sheng)(sheng)(sheng)(sheng)產(chan)(chan)(chan)(chan)利(li)(li)(li)(li)潤(run)的(de)(de)(de)(de)(de)(de)(de)(de)過程(cheng)。從商(shang)(shang)(shang)品(pin)(pin)(pin)獲取利(li)(li)(li)(li)潤(run)必(bi)須(xu)依(yi)靠市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)作(zuo)用。圍繞(rao)市(shi)(shi)(shi)(shi)(shi)場(chang)(chang)需(xu)考(kao)(kao)慮商(shang)(shang)(shang)品(pin)(pin)(pin)質(zhi)量(liang)(liang)(liang)、價格(ge)(ge)、促(cu)(cu)銷、交(jiao)貨(huo)地點等(deng)。
3 幾點體(ti)會(hui)
種子公司應充分重視和提高商品質量，尤其信譽，并以此調動職工的自覺性和原動力。應牢固地樹立以消費者為軸心，把消費者作為公司的一部分，才不會出現坑害消費者的短期行為。實行規范化，一切以市場受驅動，建立在科學分析、民主討論基礎上，不違反違背客觀經濟規律，減免失誤。領導班子精悍，經理素質高，管理層次少，公司一般直接管理的只有二個主要層次，即總經理與部門經理，幾乎沒有副職，避免人浮于事，互相扯皮。培訓風氣濃。公司鼓勵職工參加培訓，要求職工每年提出自己的培訓計劃。對表現好的職工還送出國去學習培訓。尤其注重用人、育人、留人
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