【正文】 .........................................22 ..................................................................................................................................22 ..............................................................................................................................23 ..................................................................................................................23 .....................................................................................................23 .....................................................................................................................................24 .....................................................................................................................................24 .....................................................................................................................................25 .....................................................................................................................................25 .............................................................................................................................25 .....................................................................................................................26 .............................................................................................................26 .............................................................................................................26 .....................................................................................27 .................................................................................................................28 ......................................................................................................................28 ......................................................................................................................29（主要指對(duì)代理商的維護(hù)） ...............................................................................................29 .................................................................................................................30 .............................................................................................................................30 “八大注意事項(xiàng) ”.............................................................30（流程化、表格化、數(shù)據(jù)化） .................................................................31 .................................................................................................................31 .........................................................................................................31 .................................................................................................................31 .................................................................................................32 .............................................................................................................................32 .............................................................................................................................32 .........................................................................................32 “能力 ”考察項(xiàng)目 .....................................................................................32 “實(shí)力 ”考察項(xiàng)目 .....................................................................................348 附錄:各類表單 .....................................................................................................................................36 ...................................................................................................................36 ...............................................................................................................37（代理商）銷售日?qǐng)?bào)表 ...................................................................................................3銷、存、月報(bào)表 .......................................................................................................39 ...................................................................................................................................40 ...............................................................................................................................41 ...............................................................................................................42 ...................................................................................................................43.“雪華”區(qū)域加盟申請(qǐng)書 ..............................................................................................................44 .................................................................................................................46 .........................................................................................................................47 .................................................................................................................48（系列） .........................................................................................................497 / 481．雪華營銷管理組織結(jié)構(gòu)圖（略）說明：2．雪華區(qū)域市場(chǎng)開發(fā)的基本內(nèi)容與流程1) 區(qū)域市場(chǎng)狀況調(diào)查2) 區(qū)域重點(diǎn)市場(chǎng)的確定和評(píng)估3) 代理商的尋找、評(píng)估與確認(rèn)（簽約）4) 周邊城市的影響和培育5) 深度開發(fā)周邊市場(chǎng)6) 自營店的開發(fā)及管理7) 協(xié)助代理商啟動(dòng)市場(chǎng)8) 區(qū)域市場(chǎng)的管理和維護(hù)序列 工作內(nèi)容 執(zhí)行人 備注1 區(qū)域市場(chǎng)狀況調(diào)查 區(qū)域市場(chǎng)部全體人員將收集的資料與調(diào)查問卷交給區(qū)域經(jīng)理進(jìn)行數(shù)據(jù)處理分析并提供建設(shè)性意見2 制定區(qū)域開發(fā)計(jì)劃 區(qū)域經(jīng)理 交營銷副總審核3 媒體計(jì)劃實(shí)施 企劃部 企劃部應(yīng)按照區(qū)域經(jīng)理的開發(fā)計(jì)劃及時(shí)發(fā)布4 代理商的溝通、談判、確定、考察并與之簽約、交納保證金。區(qū)域經(jīng)理及其助理處理要及時(shí)守信、準(zhǔn)確判斷評(píng)估5 提供開點(diǎn)指導(dǎo)并對(duì)代理商及下屬員工進(jìn)行相關(guān)培訓(xùn)區(qū)域市場(chǎng)部人員培訓(xùn)須全面、系統(tǒng)6 發(fā)貨（不超出保證金） ，根據(jù)當(dāng) 區(qū)域經(jīng)理和代 共同商議討論制定9 / 48地市場(chǎng)狀況制定切實(shí)可行的推廣方案理商7 協(xié)助代理商開展銷售工作 區(qū)域市場(chǎng)人員 進(jìn)入正常市場(chǎng)操作流程8 協(xié)助代理商進(jìn)行促銷推廣活動(dòng) 區(qū)域市場(chǎng)人員 要符合公司基本促銷原則，報(bào)總部批準(zhǔn)。9 自營市場(chǎng)的開發(fā)管理和維護(hù) 區(qū)域經(jīng)理 按照公司管理制度及時(shí)匯報(bào)工作明確定性該市場(chǎng)的特點(diǎn)以及此市場(chǎng)所能覆蓋的地域范圍。在研究開發(fā)此市場(chǎng)前，收集有關(guān)城市背景的基本資料，包括：1) 城市人口數(shù)，包括城市常住人口數(shù)量、城市常住戶數(shù)（常住人口數(shù)量/家庭平均人口數(shù)）等。2) 城市的行政區(qū)劃：市內(nèi)城區(qū)