【正文】 念，制定了《雪華品牌管理手冊(cè)》系列之《雪華區(qū)域市場(chǎng)開(kāi)發(fā)手冊(cè)》 。我們與客戶(hù)的共同利益將通過(guò)雙方在市場(chǎng)中共同構(gòu)筑雪華品牌的影響力和擴(kuò)大雪華產(chǎn)品的市場(chǎng)占有率而公平獲取。我們相信，雪華的成長(zhǎng)、優(yōu)勢(shì)和利潤(rùn)的最大源泉是與客戶(hù)的緊密結(jié)合?？蛻?hù)聯(lián)盟是我們贏得市場(chǎng)的最有效武器。我們雙方都應(yīng)具備這樣相同的理念：誠(chéng)信、規(guī)范、科學(xué)、溝通、學(xué)習(xí)、雙贏。3 / 48本手冊(cè)旨在為雪華集團(tuán)市場(chǎng)開(kāi)發(fā)與管理人員提供基本的行為依據(jù)，幫助提升雪華營(yíng)銷(xiāo)人員應(yīng)對(duì)市場(chǎng)變化、解決市場(chǎng)問(wèn)題的實(shí)操能力，為實(shí)現(xiàn)雪華集團(tuán)的整體市場(chǎng)運(yùn)營(yíng)提供務(wù)實(shí)性操作范本。如發(fā)現(xiàn)泄露或其它泄密行為，雪華公司將保留對(duì)相關(guān)人員追究責(zé)任的權(quán)利，多謝配合！目 錄前 言 ......................................................................................................................................................2保密約定 ....................................................................................................................................................31．雪華營(yíng)銷(xiāo)管理組織結(jié)構(gòu)圖 .................................................................................................................72．雪華區(qū)域市場(chǎng)開(kāi)發(fā)的基本內(nèi)容與流程 .............................................................................................8 ...........................................................................................................8 ...............................................................................................................8 ............................................................................................................................9 .......................................................................................................................................9 ...............................................................................................................................9 .....................................................................................................................................10 .........................................................................................................10 .................................................................................................................11 調(diào)查項(xiàng)目的橫向歸類(lèi) .........................................................................................................12 .....................................................................................................................................13 市場(chǎng)容量分析 .....................................................................................................................13 .............................................................................................................................13 .............................................................................................................................13. “銷(xiāo)售第一 ”原則 ................................................................................................................14.“扎堆 ”原則（同業(yè)集中原則） .....................................................................................14 .............................................................................................................................14 .............................................................................................................................15 .............................................................................................................................15 .................................................................................................................15 .................................................................................................................15 .................................................................................................................16 ..................................................................................................................16 ......................................................................................................................17 分銷(xiāo)網(wǎng)點(diǎn)的深度與密度 ..............................................................................................................17（雪華零售網(wǎng)點(diǎn)區(qū)域達(dá)到率） .................................................................................17（終端數(shù)量） .............................................................................................................17 .....................................................................................18 .........................................................................................18 .............................................................................................................................18 .................................................................................................................19 .........................................................................................................................205 / 48 .............................................................................................................................21 .................................................................................................................21 ..................................................................................................................................21 ..............................................................................................................................21 .................................................................................................................22 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