【正文】 .......................................................................................................................................65一、檢查與考核的原則 .........................................................................................................................................................................................................................66二、獎懲實施流程： .............................................................................................................................................................................................................................67三、檢查和考核的依據(jù)： .....................................................................................................................................................................................................................68工作報告： ...................................................................................................................................................................................................................................68銷售記錄： ...................................................................................................................................................................................................................................68公司其它職能部本的意見 ...........................................................................................................................................................................................................68公司內(nèi)職工意見： .......................................................................................................................................................................................................................68個人評估。 ...................................................................................................................................................................................................................................69四、獎勵與懲罰的方式： .....................................................................................................................................................................................................................70獎勵方式： ...................................................................................................................................................................................................................................70懲罰方式： ...................................................................................................................................................................................................................................70五、業(yè)務檢查 .........................................................................................................................................................................................................................................71總經(jīng)理對營銷工作的監(jiān)督檢查 ...................................................................................................................................................................................................71營銷總監(jiān)對外埠銷售部的必查內(nèi)容 ...........................................................................................................................................................................................74市場監(jiān)管人員對外埠銷售部及市場行動的檢查內(nèi)容 ...............................................................................................................................................................75六、銷售人員考核 .................................................................................................................................................................................................................................76月度考核 .......................................................................................................................................................................................................................................76年度考核： ...................................................................................................................................................................................................................................78銷售競爭評比 ...............................................................................................................................................................................................................................84第五篇 外埠銷售部銷售行為管理 .....................................................................................................................................................................................................85一、服務細則 .........................................................................................................................................................................................................................................86二、銷售人員的素質(zhì)要求： .................................................................................................................................................................................................................88第六篇 通路價格管控以及結款細則 ...................................................................................................................................................................................................89一、商超系統(tǒng)、零店系統(tǒng)分類標準 .....................................................................................................................................................................................................90商超系統(tǒng)分類標準： ...................................................................................................................................................................................................................902．零店系統(tǒng)分類標準： ..................................................................................................................