【正文】 ....................................10 2 客戶聯(lián)絡(luò)和拜訪 ...................................................................................................................................101 初次聯(lián)絡(luò)客戶方式 .....................................................................................................................102 公司宣傳資料準備 .....................................................................................................................103 出訪客戶 .....................................................................................................................................104 出訪要求 .....................................................................................................................................105 品牌運作項目的銷售管理 .........................................................................................................11 3 銷售跟蹤管理 .......................................................................................................................................121 客戶跟進 .....................................................................................................................................122 《企業(yè)管理改造項目建議書》 ...................................................................................................133 起草《銷售和咨詢服務(wù)合同》 .................................................................................................13 4 合同的審批和簽訂 ...............................................................................................................................141 《銷售和咨詢服務(wù)合同》的審批與簽訂 ...................................................................................142 《二次銷售和咨詢服務(wù)合同》的評審、審批和簽訂 ................................................................143 《技術(shù)服務(wù)合同》的審批和簽訂 ...............................................................................................164 《品牌運作合同》的審批和簽訂 ................................................................................................17合同管理 ............................................................................18 1 合同的分類 .............................................................................................................................................181 按合同內(nèi)容分類 .........................................................................................................................182 按合同重要性分類 .....................................................................................................................18 2 合同的編碼 ...........................................................................................................................................181 銷售和咨詢服務(wù)合同號編碼 .....................................................................................................182 二次銷售和咨詢服務(wù)合同號編碼 .............................................................................................193 技術(shù)服務(wù)合同號編碼 .................................................................................................................194 品牌運作合同號編碼 .................................................................................................................195 網(wǎng)絡(luò)工程合同號編碼 .................................................................................................................19 3 合同的保管和存檔 ...............................................................................................................................191 《銷售和咨詢服務(wù)合同》的簽字、蓋章和存檔 ........................................................................192 《二次銷售和咨詢服務(wù)合同》的簽字、蓋章和存檔 ................................................................203 《技術(shù)服務(wù)合同》的簽字、蓋章和存檔 ....................................................................................203 / 634 《品牌運作合同》的簽字、蓋章和存檔 ....................................................................................21軟件產(chǎn)品分類 ........................................................................21商務(wù)合作管理 ........................................................................22新分公司成立運作規(guī)范 ................................................................23 1 制定市場開發(fā)計劃 ...............................................................................................................................24 2 進行市場調(diào)研 .......................................................................................................................................241 市場調(diào)研的重要性 .....................................................................................................................242 市場調(diào)研內(nèi)容 .............................................................................................................................243 編寫《市場調(diào)研報告》 .............................................................................................................24 3 《 分公司成立可行性報告 》 的編寫和審批 .........................................................................................25 4 分公司成立的實施 ...............................................................................................................................25競爭對手分析管理規(guī)范 ................................................................25三、項目實施作業(yè)規(guī)范 ...........................................................................................................................................26遠期產(chǎn)品開發(fā)管理 ....................................................................26 1 遠期產(chǎn)品開發(fā)作業(yè)流程 .......................................................................................................................26 2 遠期軟件產(chǎn)品開發(fā)作業(yè)規(guī)范 ...............................................................................................................271 《軟件產(chǎn)品開發(fā)計劃》的制定 ....................................................................................................272 《軟件產(chǎn)品需求工作計劃》的制定 ............................................................................................283 遠期產(chǎn)品需求資料的收集 ..........................