【文章內(nèi)容簡介】 on will be considered separately. ? 渠道策略 投入主體 ? Channel strategy main target of investment ? 原則上是利益共沾、風險共擔，誰經(jīng)營誰支出； ? the principle is we will share profit and risk , who is the business runner who will cover it ? 客戶投入是基礎狀況下的投入； ? The investment of client is based on their baseline ? 客戶經(jīng)營現(xiàn)代通路的增加銷售的毛利不夠支付投入費用的差額由各地匯總，報集團銷售部審批，財務部審核支付。 ? If the gross margin for clients of modern channel is too little to invest , the gap should be submitted to headquarter for the approval from Sales Department, then the Financial Department will audit and pay it. ? 促銷策略 Promotion strategy 做品牌樹形象與擴大份額相結合，以終端為主，以形象店為主，以潛力店為主。 Combine the improvement of market share and build up brand image, we will focus on selling end,focus our attention for building up shops of image as well as potential shops ? 結合片區(qū)情況策劃； ? We should consider the regional status when we are working on a planning. ? 排期：每月有活動，每期有重點； ? Schedule: monthly activity, key mission for each stage ? 實施跟蹤 Tracking ? 自產(chǎn)品種的終端促銷由分公司投入； ? the end market ( such as hypermarket,supermarket,retail shop etc) promotion expense for products produced by subsidiaries will be invested by subsidiaries。 ? 集團調(diào)撥品種由總公司投入； ? The end market promotion expense for SKU delivered by the HengAn group will be covered by headquarter. ? 新品推廣和中高端品種推廣費用，由銷售部會同財務部單獨列支。 ? The NPD Market spread and the Market spread expense of middle and high end products,it will be covered individually by sales department and financial department. B、 C類市場鋪貨分銷 BRT小組行動指南 操作方案（續(xù)）Action Guideline of BRT Team For improving Peration amp。Distribution in Bamp。C Level MarketOperation plan(continued) B、 C類市場鋪貨分銷 BRT小組行動指南 經(jīng)理崗位描述 Action Guideline of BRT Team For improving Peration amp。Distribution in Bamp。C Level MarketJob description for manager 崗位描述 — 經(jīng)理 Job DescriptionManager 向銷售部分管領導或附屬公司的總經(jīng)理匯報工作 ， 負責管理并監(jiān)督經(jīng)營部 /辦事處全體人員的日常工作 ， 通過對市場策劃 、 銷售 、 財務 、 物流管理及流程的有效執(zhí)行 ， 使業(yè)績最大化 。 Report to regional general manager or sales director，manage and supervise the daily work of sale office or representative office staff,By means of effective implementation of planning、 sales、 financial、logistics management, we can make the best performance. B、 C類市場鋪貨分銷 BRT小組行動指南 經(jīng)理崗位描述（續(xù)） Action Guideline of BRT Team For improving Peration amp。Distribution in Bamp。C Level MarketJob description for manager (continued) ? 經(jīng)理的基本職責： ? The essential responsibilities for manager 科學合理安排下屬人員的工作 ， 并進行監(jiān)督檢查 ,完成銷售任務 。 Delegate assignment to subsidiary effectively ,implement the supervision and inspection,acplish the sales target. ? 組織做好銷售預測計劃及費用預算； ? Work out a right sales forecasting plan and sales expense budget。 ? 不斷改進并縮短銷售流程周期時間； ? keep working on shortening cycle time of sales process. ? 提出關于提升銷量 ， 提高營銷水平的有關建議； ? Put forward proposal about how to increase sales volume,and marketing performance. ? 隨著經(jīng)營情況的發(fā)展變化 ， 對經(jīng)營部 /辦事處的組織架構提出修改建議； ? With the development and changes happened in business,we will work out the proposal about how to improve the anizations structure of sales office and representative office ? 在授權范圍內(nèi) ， 通過招聘和選拔合適的員工來填補空缺職位； ? Within the scope of empowerment ,we will recruit and select right person for the gap position B、 C類市場鋪貨分銷 BRT小組行動指南 經(jīng)理崗位描述（續(xù)） Action Guideline of BRT Team For improving Peration amp。Distribution in Bamp。C Level MarketJob description for manager (continued) ? 經(jīng)理的基本職責 （ 續(xù) ） ： Essential responsibilities for manager ? 組織做好經(jīng)營部 /辦事處的績效考評計劃 ， 以確保其高效性 ， 可操作性和一致性； ? Work out a plan of performance evaluation for sales office and representative office,to insure it is efficient,practical and accordant. ? 組織 、 主持召開經(jīng)營部 /辦事處各種會議 ， 及時協(xié)調(diào)處理各種事務； ? Organize and preside all kinds of meeting of sales office and representative office,coordinate and handle all kinds of issues. ? 加強基礎營銷工作 ， 定期檢查客戶執(zhí)行經(jīng)理的每周拜訪工作 ， 對其反饋的問題及時給予回復與處理； ? Strengthen basal marketing work,have a periodical inspection for weekly customer call made by executive manager of accounts,reply and handle problems of feedback timely. ? 了解產(chǎn)品的銷售方向 ， 了解經(jīng)銷商的銷售網(wǎng)絡； ? know the sales direction of product,know the sales work of distributors. ? 嚴格執(zhí)行公司規(guī)定的價格 ， 打擊竄貨 ， 倒貨行為 ， 維護價格體系； ? Implement the price stipulated by the pany strictly,beat cross boundary sales in order to protect price system. B、 C類市場鋪貨分銷 BRT小組行動指南 經(jīng)理崗位描述（續(xù)） Action Guideline of BRT Team For improving Peration amp。Distribution in Bamp。C Level MarketJob description for manager (continued) ? 經(jīng)理的基本職責 （ 續(xù) ） ： Essential responsibilities for manager ? 每周必須對市場進行走訪 ， 了解情況 ， 協(xié)調(diào)有關事宜 ， 解決有關問題； ? Insist on the weekly market investigation and sales call ,in order to know the status of the market,coordinate related issues and solve problems. ? 根據(jù)經(jīng)營部 /辦事處的具體情況 ， 制定富有競爭力和實際操作簡便的考評制度 ，并公平 ， 公正 ， 公開的考核； ? According to the real conditions of sales office and representative office,we will work out incentive ,practical and convenient evaluation program,so that we can make a fair,equitable and public measurement. ? 積極主動做好新產(chǎn)品上市推廣活動和產(chǎn)品促銷活動； ? Proceed development activities for onmarket of new product And promotion activities of products. ? 組織做好市場調(diào)查工作 ， 收集整理 ， 分析有關市場信息 ， 競爭對手的