发布时间 : 星期一 文章金地99销售手册更新完毕开始阅读af8b0dd8ce2f0066f533228c
销 售
神笔广告有限公司 一九九九年元月
99 金 地 手 册
99金地销售手册
目 录
一、目的················································································································4 二、总论················································································································5
1、销售通路模式改变的理由 ·································································6 2、协销模式是什么···················································································6 3、如何进行协销模式销售工作 ···························································11 4、协销模式的推进·················································································12 三、销售通路 ·····································································································14
1、销售通路结构图·················································································15 2、销售通路信息流程图 ········································································16 四、销售人员队伍组织结构 ···········································································17
1、销售人员组织结构图 ········································································18
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99金地销售手册
2、销售部长职责及日常工作 ·······························································19 3、销售主管职责及日常工作 ·······························································24 4、销售主办职责及日常工作 ·······························································27 5、销售工作沟通渠道 ············································································52 五、合同签订流程图 ························································································56
1、合同签订流程图·················································································57 2、产品购销合同 ·····················································································58 六、经销商管理 ·································································································59
1、选择经销商的程序流程图 ·······························································60 2、标准金地经销商的要素 ····································································61 3、一级批发商资料卡 ············································································62 4、二级批发商资料卡 ············································································63 5、经销商管理汇总表 ············································································64
2
七、促销活动 ·····································································································66
1、促销活动流程图·················································································67 2、额外促销活动申请表 ········································································68 3、赠品管理规定 ·····················································································69 八、货架/堆头管理 ···························································································70
1、货架/堆头管理流程图 ·······································································71 2、陈列货架注意事项 ············································································72 九、回款··············································································································73
1、回款程序流程图·················································································74 2、回款技巧 ·····························································································75 十、退货··············································································································76
1、退货处理流程图·················································································77 2、退货报告 ·····························································································78
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99金地销售手册