【正文】 為此，我們凝練了雪華集團多年的鋁塑板生產(chǎn)與市場運作經(jīng)驗，結(jié)合國內(nèi)外先進的營銷管理理念，制定了《雪華品牌管理手冊》系列之《雪華區(qū)域市場開發(fā)手冊》 。我們與客戶的共同利益將通過雙方在市場中共同構(gòu)筑雪華品牌的影響力和擴大雪華產(chǎn)品的市場占有率而公平獲取。我們相信，雪華的成長、優(yōu)勢和利潤的最大源泉是與客戶的緊密結(jié)合?？蛻袈?lián)盟是我們贏得市場的最有效武器。我們雙方都應(yīng)具備這樣相同的理念：誠信、規(guī)范、科學(xué)、溝通、學(xué)習(xí)、雙贏。3 / 48本手冊旨在為雪華集團市場開發(fā)與管理人員提供基本的行為依據(jù)，幫助提升雪華營銷人員應(yīng)對市場變化、解決市場問題的實操能力，為實現(xiàn)雪華集團的整體市場運營提供務(wù)實性操作范本。如發(fā)現(xiàn)泄露或其它泄密行為，雪華公司將保留對相關(guān)人員追究責(zé)任的權(quán)利，多謝配合！4 / 48目 錄前 言 ......................................................................................................................................................2保密約定 ....................................................................................................................................................31．雪華營銷管理組織結(jié)構(gòu)圖 .................................................................................................................72．雪華區(qū)域市場開發(fā)的基本內(nèi)容與流程 .............................................................................................8 ...........................................................................................................8 ...............................................................................................................8 ............................................................................................................................9 .......................................................................................................................................9 ...............................................................................................................................9 .....................................................................................................................................10 .........................................................................................................10 .................................................................................................................11 調(diào)查項目的橫向歸類 .........................................................................................................12 .....................................................................................................................................13 市場容量分析 .....................................................................................................................13 .............................................................................................................................13 .............................................................................................................................13. “銷售第一 ”原則 ................................................................................................................14.“扎堆 ”原則（同業(yè)集中原則） .....................................................................................14 .............................................................................................................................14 .............................................................................................................................15 .............................................................................................................................15 .................................................................................................................15 .................................................................................................................15 .................................................................................................................16 ..................................................................................................................16 ......................................................................................................................17 分銷網(wǎng)點的深度與密度 ..............................................................................................................17（雪華零售網(wǎng)點區(qū)域達(dá)到率） .................................................................................17（終端數(shù)量） .............................................................................................................17 .....................................................................................18 .........................................................................................18 .............................................................................................................................18 .................................................................................................................19 .........................................................................................................................20 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