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民用飞机是一种技术含量高的商品,由于其价值昂贵,使用时间长,航空公司在购买飞机时往往需要进行专门的分析论证,才能作出决策,所以在竞争激烈的民机市场中,飞机销售人员单靠个人的经验和技巧去推销飞机是不够的.正是在这样的背景下,销售工程作为一种支持民用飞机销售的应用技术,首先在民机制造业发达的国家发展起来.为了满足国际合作研制的空中快车AE1OO飞机销售的需要,中国航空系统工程研究所开展了这方面的研究,开发了民用飞机销售工程系统(CASES)软件.本文对研究内容作简要的介绍.
Civil aircraft is a high-tech commodity. Due to its high value and long service life, airlines often need specialized analysis and justification when making aircraft purchases to make decisions. Therefore, in the highly competitive civil aircraft market, aircraft sales It is not enough for a person to rely solely on personal experience and skills to market an aircraft.It is in this context that sales engineering, as an application technology supporting the sale of civilian aircraft, was first developed in a country with developed civil aircraft manufacturing.In order to satisfy International cooperation in the development of air express AE1OO aircraft sales needs, China Institute of Aeronautical Systems Engineering carried out research in this area, the development of civil aircraft sales engineering system (CASES) software.This paper briefly introduces the research content.