【正文】 ............................................................... 4 手冊目的與內(nèi)容 ........................................................................................................................................................... 4 1 小包裝油行業(yè)背景概述 .......................................................................................................................................... 5 小包裝油的產(chǎn)品特性 ............................................................................................................................................ 5 市場環(huán)境 ................................................................................................................................................................ 6 市場規(guī)模 .................................................................................................................................................. 6 競爭現(xiàn)狀 .................................................................................................................................................. 6 渠道變革 .................................................................................................................................................. 6 我們的對策 ............................................................................................................................................................ 7 2 計劃與例會 ............................................................................................................................................................... 8 計劃與例會制度 .................................................................................................................................................... 8 月度計劃流程 ........................................................................................................................................................ 9 3 組織結構 ................................................................................................................................................................. 10 組織結構設計原則 .............................................................................................................................................. 10 各崗位人員配置 .................................................................................................................................................. 11 4 流程規(guī)范 ................................................................................................................................................................. 13 內(nèi)部規(guī)章制度 ...................................................................................................................................................... 13 核心業(yè)務流程 ...................................................................................................................................................... 14 銷售流程 ................................................................................................................................................ 14 促銷流程 ................................................................................................................................................ 16 采購流程 ................................................................................................................................................ 17 退、換貨流程 ........................................................................................................................................ 17 人員招聘流程 ........................................................................................................................................ 18 5 業(yè)務員績效薪酬設計 ............................................................................................................................................ 19 薪酬構成 .............................................................................................................................................................. 19 關鍵績效指標 ...................................................................................................................................................... 20 指標體系 ................................................................................................................................................ 20 指標說明 ................................................................................................................................................ 21 績效工資計算方法 .............................................................................................................................................. 22 累進提成制 ............................................................................................................................................ 22 瓜分制 ..................................................................................................................................................... 24 6 附件 .......................................................................................................................................................................... 26 附件 01 內(nèi)部規(guī)章制度示例 ................................................................................................................................ 26 附件 02 月度銷量看板 .....................................