x卫生用品集团改进b、c类市场铺货分销brt小组行动指南-中英文对照(ppt36)-销售管理(编辑修改稿)

x卫生用品集团改进b、c类市场铺货分销brt小组行动指南-中英文对照(ppt36)-销售管理(编辑修改稿)内容摘要：

on will be considered separately.  渠道策略 投入主体  Channel strategy main target of investment  原则上是利益共沾、风险共担，谁经营谁支出；  the principle is we will share profit and risk , who is the business runner who will cover it  客户投入是基础状况下的投入；  The investment of client is based on their baseline  客户经营现代通路的增加销售的毛利不够支付投入费用的差额由各地汇总，报集团销售部审批，财务部审核支付。  If the gross margin for clients of modern channel is too little to invest , the gap should be submitted to headquarter for the approval from Sales Department, then the Financial Department will audit and pay it.  促销策略 Promotion strategy 做品牌树形象与扩大份额相结合，以终端为主，以形象店为主，以潜力店为主。 Combine the improvement of market share and build up brand image, we will focus on selling end,focus our attention for building up shops of image as well as potential shops  结合片区情况策划；  We should consider the regional status when we are working on a planning.  排期：每月有活动，每期有重点；  Schedule: monthly activity, key mission for each stage  实施跟踪 Tracking • 自产品种的终端促销由分公司投入； • the end market ( such as hypermarket,supermarket,retail shop etc) promotion expense for products produced by subsidiaries will be invested by subsidiaries。 • 集团调拨品种由总公司投入； • The end market promotion expense for SKU delivered by the HengAn group will be covered by headquarter. • 新品推广和中高端品种推广费用，由销售部会同财务部单独列支。 • The NPD Market spread and the Market spread expense of middle and high end products,it will be covered individually by sales department and financial department. B、 C类市场铺货分销 BRT小组行动指南 操作方案（续）Action Guideline of BRT Team For improving Peration amp。 Distribution in Bamp。 C Level MarketOperation plan(continued) B、 C类市场铺货分销 BRT小组行动指南 经理岗位描述 Action Guideline of BRT Team For improving Peration amp。 Distribution in Bamp。 C Level MarketJob description for manager 岗位描述 — 经理 Job DescriptionManager 向销售部分管领导或附属公司的总经理汇报工作 ， 负责管理并监督经营部 /办事处全体人员的日常工作 ， 通过对市场策划 、 销售 、 财务 、 物流管理及流程的有效执行 ， 使业绩最大化。 Report to regional general manager or sales director，manage and supervise the daily work of sale office or representative office staff,By means of effective implementation of planning、 sales、 financial、logistics management, we can make the best performance. B、 C类市场铺货分销 BRT小组行动指南 经理岗位描述（续） Action Guideline of BRT Team For improving Peration amp。 Distribution in Bamp。 C Level MarketJob description for manager (continued)  经理的基本职责：  The essential responsibilities for manager 科学合理安排下属人员的工作 ， 并进行监督检查 ,完成销售任务。 Delegate assignment to subsidiary effectively ,implement the supervision and inspection,acplish the sales target.  组织做好销售预测计划及费用预算；  Work out a right sales forecasting plan and sales expense budget。  不断改进并缩短销售流程周期时间；  keep working on shortening cycle time of sales process.  提出关于提升销量 ， 提高营销水平的有关建议；  Put forward proposal about how to increase sales volume,and marketing performance.  随着经营情况的发展变化 ， 对经营部 /办事处的组织架构提出修改建议；  With the development and changes happened in business,we will work out the proposal about how to improve the anizations structure of sales office and representative office  在授权范围内 ， 通过招聘和选拔合适的员工来填补空缺职位；  Within the scope of empowerment ,we will recruit and select right person for the gap position B、 C类市场铺货分销 BRT小组行动指南 经理岗位描述（续） Action Guideline of BRT Team For improving Peration amp。 Distribution in Bamp。 C Level MarketJob description for manager (continued)  经理的基本职责 （ 续 ） ： Essential responsibilities for manager  组织做好经营部 /办事处的绩效考评计划 ， 以确保其高效性 ， 可操作性和一致性；  Work out a plan of performance evaluation for sales office and representative office,to insure it is efficient,practical and accordant.  组织 、 主持召开经营部 /办事处各种会议 ， 及时协调处理各种事务；  Organize and preside all kinds of meeting of sales office and representative office,coordinate and handle all kinds of issues.  加强基础营销工作 ， 定期检查客户执行经理的每周拜访工作 ， 对其反馈的问题及时给予回复与处理；  Strengthen basal marketing work,have a periodical inspection for weekly customer call made by executive manager of accounts,reply and handle problems of feedback timely.  了解产品的销售方向 ， 了解经销商的销售网络；  know the sales direction of product,know the sales work of distributors.  严格执行公司规定的价格 ， 打击窜货 ， 倒货行为 ， 维护价格体系；  Implement the price stipulated by the pany strictly,beat cross boundary sales in order to protect price system. B、 C类市场铺货分销 BRT小组行动指南 经理岗位描述（续） Action Guideline of BRT Team For improving Peration amp。 Distribution in Bamp。 C Level MarketJob description for manager (continued)  经理的基本职责 （ 续 ） ： Essential responsibilities for manager  每周必须对市场进行走访 ， 了解情况 ， 协调有关事宜 ， 解决有关问题；  Insist on the weekly market investigation and sales call ,in order to know the status of the market,coordinate related issues and solve problems.  根据经营部 /办事处的具体情况 ， 制定富有竞争力和实际操作简便的考评制度 ，并公平 ， 公正 ， 公开的考核；  According to the real conditions of sales office and representative office,we will work out incentive ,practical and convenient evaluation program,so that we can make a fair,equitable and public measurement.  积极主动做好新产品上市推广活动和产品促销活动；  Proceed development activities for onmarket of new product And promotion activities of products.  组织做好市场调查工作 ， 收集整理 ， 分析有关市场信息 ， 竞争对手的。