【正文】 執(zhí)行。? 市場(chǎng)營(yíng)銷部經(jīng)理根據(jù)各分公司銷售計(jì)劃，安排全年促銷活動(dòng)。? 分公司經(jīng)理根據(jù)公司《總公司全年銷售預(yù)定計(jì)劃》 ，在每年11月30日前制定出《分公司銷售計(jì)劃書(shū)》 ，并報(bào)總公司市場(chǎng)營(yíng)銷部經(jīng)理審核。1 / 63營(yíng)營(yíng)營(yíng) 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(wèn)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(chǎng)營(yíng)銷作業(yè)規(guī)范 .............................................................................................................................................7銷售計(jì)劃管理 .........................................................................7 1 銷售計(jì)劃管理流程 .................................................................................................................................7 2 銷售計(jì)劃管理規(guī)范 .................................................................................................................................8 3 分公司運(yùn)作區(qū)域管理 .............................................................................................................................9銷售業(yè)務(wù)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(lián)絡(luò)和拜訪 ...................................................................................................................................101 初次聯(lián)絡(luò)客戶方式 .....................................................................................................................102 公司宣傳資料準(zhǔn)備 .....................................................................................................................103 出訪客戶 .....................................................................................................................................104 出訪要求 .....................................................................................................................................105 品牌運(yùn)作項(xiàng)目的銷售管理 .........................................................................................................11 3 銷售跟蹤管理 .......................................................................................................................................121 客戶跟進(jìn) .....................................................................................................................................122 《企業(yè)管理改造項(xiàng)目建議書(shū)》 ...................................................................................................133 起草《銷售和咨詢服務(wù)合同》 .................................................................................................13 4 合同的審批和簽訂 ...............................................................................................................................141 《銷售和咨詢服務(wù)合同》的審批與簽訂 ...................................................................................142 《二次銷售和咨詢服務(wù)合同》的評(píng)審、審批和簽訂 ................................................................143 《技術(shù)服務(wù)合同》的審批和簽訂 ...............................................................................................164 《品牌運(yùn)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(nèi)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(wù)合同號(hào)編碼 .....................................................................................................182 二次銷售和咨詢服務(wù)合同號(hào)編碼 .............................................................................................193 技術(shù)服務(wù)合同號(hào)編碼 .................................................................................................................194 品牌運(yùn)作合同號(hào)編碼 .................................................................................................................195 網(wǎng)絡(luò)工程合同號(hào)編碼 .................................................................................................................19 3 合同的保管和存檔 ...............................................................................................................................191 《銷售和咨詢服務(wù)合同》的簽字、蓋章和存檔 ........................................................................192 《二次銷售和咨詢服務(wù)合同》的簽字、蓋章和存檔 ................................................................203 《技術(shù)服務(wù)合同》的簽字、蓋章和存檔 ....................................................................................203 / 634 《品牌運(yùn)作合同》的簽字、蓋章和存檔 ....................................................................................21軟件產(chǎn)品分類 ........................................................................21商務(wù)合作管理 ........................................................................22新分公司成立運(yùn)作規(guī)范 ................................................................23 1 制定市場(chǎng)開(kāi)發(fā)計(jì)劃 ...............................................................................................................................24 2 進(jìn)行市場(chǎng)調(diào)研 ..........