183
浏览目 录
总则 ........................................................................................................................................................................................... 4
一、销售部构成及职责说明 ................................................................................................................................................... 4
1. 销售部工作职责 .............................................................................................................................................................. 4
2. 销售部工作岗位及责权说明 ( 见附表 ) .......................................................................................................................... 4
2.1 销售总监 .............................................................................................................................................4
2.2 分公司经理 .........................................................................................................................................4
2.3 高级销售经理 ......................................................................................................................................4
2.4 销售经理 .............................................................................................................................................4
2.5 销售代表 .............................................................................................................................................4
2.6 销售助理 .............................................................................................................................................4
二、销售部业绩考核及工资计算 ........................................................................................................................................... 4
1. 考核指标说明 .................................................................................................................................................................. 4
2.销售部销售人员工资。 .................................................................................................................................................. 5
2.1基本工资 ............................................................................................................................................................................. 5
2.2绩效工资 ............................................................................................................................................................................. 5
2.3销售提成和奖金 ................................................................................................................................................................. 5
(1) 合同回款提成 ................................................................................................................................................................... 5
(3)年终奖 ................................................................................................................................................................................. 5
(4)推荐金 ................................................................................................................................................................................. 5
(5)特别嘉奖 ............................................................................................................................................................................. 6
(5) 销售支持 ............................................................................................................................................................................. 6
三、销售部日常管理制度 ....................................................................................................................................................... 6
1.规章制度 .......................................................................................................................................................................... 6
2.日常工作管理考勤制度 .................................................................................................................................................. 6
3.报价制度 .......................................................................................................................................................................... 6
3.1电话报价和非标准报价 ...................................................................................................................................................... 6
3.2高端产品报价 ..................................................................................................................................................................... 6
3.3违反报价处罚 ..................................................................................................................................................................... 6
4.销售合同管理制度 .......................................................................................................................................................... 7
4.1合同准备 ............................................................................................................................................................................. 7
4.2合同审批流程 ..................................................................................................................................................................... 7
4.3驻外合同管理 ..................................................................................................................................................................... 7
4.4销售业绩界定 ..................................................................................................................................................................... 7
5.客户佣金管理制度 .......................................................................................................................................................... 8
6.收款管理 .......................................................................................................................................................................... 8
7.绩效管理 .......................................................................................................................................................................... 8
8.坏账管理 .......................................................................................................................................................................... 8
9.货款赔偿管理 .................................................................................................................................................................. 8
10. 撞单管理 .......................................................................................................................................................................... 8
四、 OA- 销售系统客户资源管理 ............................................................................................................................................ 8
11.管理范围 .......................................................................................................................................................................... 8
12.商机注册机制 .................................................................................................................................................................. 9
13.录入阶段 .......................................................................................................................................................................... 9
14.跟单阶段 .......................................................................................................................................................................... 9
15.商机管理惩罚规定 .......................................................................................................................................................... 9
16. 保密管理 .......................................................................................................................................................................... 9
五、销售制度表单 ................................................................................................................................................................. 10
1.《客户跟踪进展表》 .................................................................................................................................................... 10
2.《项目合作申请单》 .................................................................................................................................................... 10
3.《项目合作分配单》 .................................................................................................................................................... 10
4.《佣金申请单》 ............................................................................................................................................................ 10
5.《劳务费申请单》 ........................................................................................................................................................ 10
6.《非标准报价申请单》 ................................................................................................................................................ 10
7.销售部门各岗位工作说明书: .................................................................................................................................... 10
﹙1﹚《总监岗位责权说明书》 ........................................................................................................................................... 10
﹙2﹚《分公司经理岗位责权说明书》 ............................................................................................................................... 10
﹙3﹚《分公司经理岗位责权说明书》 ............................................................................................................................... 10
﹙4﹚《高级销售经理岗位职责说明书》 ........................................................................................................................... 10
﹙5﹚《销售经理岗位职责说明书》 ................................................................................................................................... 10
﹙6﹚《销售代表岗位职责说明书》 ................................................................................................................................... 10
﹙7﹚《销售助理岗位职责说明书》 ................................................................................................................................... 10
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