【正文】 1 / 63營營營 銷銷銷 作作作 業(yè)業(yè)業(yè) 管管管 理理理 規(guī)規(guī)規(guī) 范范范AA 企管顧問有限公司AA 電子 (北京 )有限公司2 / 63一、目一、目 錄錄一、目 錄 ...............................................................................................................................................................2二、市場營銷作業(yè)規(guī)范 .............................................................................................................................................7銷售計劃管理 .........................................................................7 1 銷售計劃管理流程 .................................................................................................................................7 2 銷售計劃管理規(guī)范 .................................................................................................................................8 3 分公司運作區(qū)域管理 .............................................................................................................................9銷售業(yè)務管理 .........................................................................9 1 客戶資料管理 .........................................................................................................................................91 客戶資料收集 ...............................................................................................................................92 客戶資料整理 .............................................................................................................................103 客戶資料處理 .............................................................................................................................10 2 客戶聯絡和拜訪 ...................................................................................................................................101 初次聯絡客戶方式 .....................................................................................................................102 公司宣傳資料準備 .....................................................................................................................103 出訪客戶 .....................................................................................................................................104 出訪要求 .....................................................................................................................................105 品牌運作項目的銷售管理 .........................................................................................................11 3 銷售跟蹤管理 .......................................................................................................................................121 客戶跟進 .....................................................................................................................................122 《企業(yè)管理改造項目建議書》 ...................................................................................................133 起草《銷售和咨詢服務合同》 .................................................................................................13 4 合同的審批和簽訂 ...............................................................................................................................141 《銷售和咨詢服務合同》的審批與簽訂 ...................................................................................142 《二次銷售和咨詢服務合同》的評審、審批和簽訂 ................................................................143 《技術服務合同》的審批和簽訂 ...............................................................................................164 《品牌運作合同》的審批和簽訂 ................................................................................................17合同管理 ............................................................................18 1 合同的分類 .............................................................................................................................................181 按合同內容分類 .........................................................................................................................182 按合同重要性分類 .....................................................................................................................18 2 合同的編碼 ...........................................................................................................................................181 銷售和咨詢服務合同號編碼 .....................................................................................................182 二次銷售和咨詢服務合同號編碼 .............................................................................................193 技術服務合同號編碼 .................................................................................................................194 品牌運作合同號編碼 .................................................................................................................195 網絡工程合同號編碼 .................................................................................................................19 3 合同的保管和存檔 ...............................................................................................................................191 《銷售和咨詢服務合同》的簽字、蓋章和存檔 ........................................................................192 《二次銷售和咨詢服務合同》的簽字、蓋章和存檔 ................................................................203 《技術服務合同》的簽字、蓋章和存檔 ....................................................................................203 / 634 《品牌運作合同》的簽字、蓋章和存檔 ....................................................................................21軟件產品分類 ........................................................................21商務合作管理 ........................................................................22新分公司成立運作規(guī)范 ................................................................23 1 制定市場開發(fā)計劃 ...............................................................................................................................24 2 進行市場調研 ............................................................................................