沈阳乳业市场销售部营销手册

沈阳乳业市场销售部营销手册内容摘要：

................................................................................................................................58 一、检查与考核的原则 ..............................................................................................................................................................................................59 二、奖惩实施流程： ..................................................................................................................................................................................................60 三、检查和考核的依据： ...........................................................................................................................................................................................61 工作报告 ..........................................................................................................................................................................................................61 销售记录 ..........................................................................................................................................................................................................61 公司其它职能部本的意见 ..................................................................................................................................................................................61 公司内职工意见： ............................................................................................................................................................................................61 个人评估 ..........................................................................................................................................................................................................62 四、奖励与惩罚的方式： ...........................................................................................................................................................................................63 奖励方式： .......................................................................................................................................................................................................63 惩罚方式： .......................................................................................................................................................................................................63 五、业务检查 ............................................................................................................................................................................................................64 总经理对营销工作的监督检查 ...........................................................................................................................................................................64 营销总监对沈阳销售部的必查内容 ....................................................................................................................................................................67 市场监管人员对沈阳销售部及市场行动的检查内容 ...........................................................................................................................................68 五、销售人员考核 .....................................................................................................................................................................................................69 月度考核 ..........................................................................................................................................................................................................69 年度考核 ..........................................................................................................................................................................................................71 销售竞争评比 ...................................................................................................................................................................................................76 上海联纵智达营销咨询有限公司 沈阳乳业 咨询作业文件 20201125 第 5 页 第五篇 沈阳销售部销售行为管理 ..............................................................................................................................................................................77 一、服务细则 ............................................................................................................................................................................................................78 二、销售人员的素质要求： .......................................................................................................................................................................................80 一、商超系统、零店系统分类标准 .............................................................................................................................................................................82 1．商超系统分类标准： .........................................................................................................................................................................................82 2．零店系统分类标准： .........................................................................................................................................................................................83 二、通路动态维护原则： ...........................................................................................................................................................................................84 三、通路价格管控以及结款细则 ................................................................................................................................................................................85 1．通路价格管控目标 .......................................................................................................................................。