【正文】 ..................................................................................................................................................................................................43三、檢查和考核的依據(jù)： .....................................................................................................................................................................................................................44工作報告： ...................................................................................................................................................................................................................................444 / 73銷售記錄 .......................................................................................................................................................................................................................................44公司其它職能部本的意見； .......................................................................................................................................................................................................44公司內(nèi)職工意見： .......................................................................................................................................................................................................................44個人評估 .......................................................................................................................................................................................................................................45四、獎勵與懲罰的方式： .....................................................................................................................................................................................................................46獎勵方式： ...................................................................................................................................................................................................................................46懲罰方式： ...................................................................................................................................................................................................................................46五、業(yè)務(wù)檢查 .........................................................................................................................................................................................................................................47總經(jīng)理對營銷工作的監(jiān)督檢查 ...................................................................................................................................................................................................47營銷總監(jiān)對直送營業(yè)部的必查內(nèi)容 ...........................................................................................................................................................................................50市場監(jiān)管人員對直送營業(yè)部及市場行動的檢查內(nèi)容 ...............................................................................................................................................................51五、銷售人員考核 .................................................................................................................................................................................................................................52月度考核 .......................................................................................................................................................................................................................................52年度考核 .......................................................................................................................................................................................................................................54銷售競爭評比 ...............................................................................................................................................................................................................................60第五篇 直送營業(yè)部銷售行為管理 .........................................................................................................................................................................................................61二、銷售人員的素質(zhì)要求 .....................................................................................................................................................................................................................64三、直送營業(yè)系統(tǒng)流通環(huán)節(jié)管理要項 .................................................................................................................................................................................................65送奶上戶奶站站長崗位職責 .......................................................................................................................................................................................................65送奶員管理制度 ...........................................................................................................................................................................................................................66第六篇 通路價格管控以及結(jié)款細則 ...................................................................................................................................................................................................68一、通路價格管控目標 .........................................................................................................................................................................................................................69二、價格管理標準化流程 .....................................................................................................................................................................................................................70二、市場競爭與通路價格管控 ..................................................