【文章內(nèi)容簡介】 ................................................................................................................................58 一、檢查與考核的原則 ..............................................................................................................................................................................................59 二、獎懲實施流程： ..................................................................................................................................................................................................60 三、檢查和考核的依據(jù)： ...........................................................................................................................................................................................61 工作報告 ..........................................................................................................................................................................................................61 銷售記錄 ..........................................................................................................................................................................................................61 公司其它職能部本的意見 ..................................................................................................................................................................................61 公司內(nèi)職工意見： ............................................................................................................................................................................................61 個人評估 ..........................................................................................................................................................................................................62 四、獎勵與懲罰的方式： ...........................................................................................................................................................................................63 獎勵方式： .......................................................................................................................................................................................................63 懲罰方式： .......................................................................................................................................................................................................63 五、業(yè)務(wù)檢查 ............................................................................................................................................................................................................64 總經(jīng)理對營銷工作的監(jiān)督檢查 ...........................................................................................................................................................................64 營銷總監(jiān)對沈陽銷售部的必查內(nèi)容 ....................................................................................................................................................................67 市場監(jiān)管人員對沈陽銷售部及市場行動的檢查內(nèi)容 ...........................................................................................................................................68 五、銷售人員考核 .....................................................................................................................................................................................................69 月度考核 ..........................................................................................................................................................................................................69 年度考核 ..........................................................................................................................................................................................................71 銷售競爭評比 ...................................................................................................................................................................................................76 上海聯(lián)縱智達營銷咨詢有限公司 沈陽乳業(yè) 咨詢作業(yè)文件 20201125 第 5 頁 第五篇 沈陽銷售部銷售行為管理 ..............................................................................................................................................................................77 一、服務(wù)細則 ............................................................................................................................................................................................................78 二、銷售人員的素質(zhì)要求： .......................................................................................................................................................................................80 一、商超系統(tǒng)、零店系統(tǒng)分類標準 .............................................................................................................................................................................82 1．商超系統(tǒng)分類標準： .........................................................................................................................................................................................82 2．零店系統(tǒng)分類標準： .........................................................................................................................................................................................83 二、通路動態(tài)維護原則： ...........................................................................................................................................................................................84 三、通路價格管控以及結(jié)款細則 ................................................................................................................................................................................85 1．通路價格管控目標 .......................................................................................................................................