目录第一章组织管理_____________________________________________________________ 3 一、通则_________________________________________________________________________ 3(一)总则 _______________________________________________________________________________ 3(二)部门的业务范围_______________________________________________________________________ 3(三)销售分支部门的所在地及称呼___________________________________________________________ 3(四)重要事项的决定_______________________________________________________________________ 3(五)规章的制定、修改与废止_______________________________________________________________ 3二、机构_________________________________________________________________________ 3(一)部门的机构 ___________________________________________________________________________ 3(二)营销组织结构图_______________________________________________________________________ 4(三)营销岗位结构图_______________________________________________________________________ 5(四)机构职能 _____________________________________________________________________________ 61、营销总部职能 __________________________________________________________________________ 62、国内事务部职能________________________________________________________________________ 63、国际事务部职能________________________________________________________________________ 64、大区营销部职能________________________________________________________________________ 65、省级营销部职能________________________________________________________________________ 76、客户服务中心职能______________________________________________________________________ 7三、职务描述_______________________________________________________________________ 7第二章销售计划管理 __________________________________________________________ 11一、销售计划种类 ________________________________________________________________________ 11二、销售计划的内容______________________________________________________________________ 11三、年度销售总额计划的编制______________________________________________________________ 12四、月销售额计划的编制__________________________________________________________________ 12五、业务计划报送 ________________________________________________________________________ 12 第三章销售事务管理 __________________________________________________________ 13一、销售_________________________________________________________________________ 13二、报价_________________________________________________________________________ 13三、受理订货______________________________________________________________________ 14四、交货检验、配送________________________________________________________________ 15五、库存管理规定__________________________________________________________________ 15 第四章冲突协调____________________________________________________________ 15 第五章客户关系管理 __________________________________________________________ 16 一、客户资料管理__________________________________________________________________ 16（一）情报管理制度______________________________________________________________________ 16 （二）客户名簿处理制度__________________________________________________________________ 17二、售后服务管理__________________________________________________________________ 18（一）总则 _____________________________________________________________________________ 18 （二）售后服务处理程序__________________________________________________________________ 18 三、客户奖励回馈制度______________________________________________________________ 19 第六章应收帐款管理 __________________________________________________________ 19一、应收款种类 __________________________________________________________________________ 19（一）“应收款”__________________________________________________________________________ 20 （二）“催收款”__________________________________________________________________________ 20 （三）“呆帐”____________________________________________________________________________ 20 （四）“死帐” ___________________________________________________________________________ 20二、货款处理 ____________________________________________________________________________ 20（一）应收款的处理______________________________________________________________________ 20 （二）催收款的处理______________________________________________________________________ 20 （三）呆帐的处理 ________________________________________________________________________ 21 （四）呆帐的检查 ________________________________________________________________________ 21 （五）死帐的处理 ________________________________________________________________________ 21三、有关客户信用调查表____________________________________________________________ 22四、危险企业查核判断表____________________________________________________________ 23 第七章销售费用管理 __________________________________________________________ 24一、费用来源______________________________________________________________________ 24二、费用额度______________________________________________________________________ 24三、费用管理规定__________________________________________________________________ 24 （一）用于销售费用的提成__________________________________________________________ 24 （二）营销部招待费用管理制度______________________________________________________ 25 （三）办公费用管理制度____________________________________________________________ 25 （四）大宗资产采购费用管理制度____________________________________________________ 25 （五）通讯工具配备管理制度________________________________________________________ 26 第八章销售部门绩效考评办法与薪资体系 ________________________________________ 26一、考评原则______________________________________________________________________ 26二、考评指标______________________________________________________________________ 26三、考评办法______________________________________________________________________ 27四、本绩效考评办法与营销人员待遇挂钩的问题________________________________________ 28五、营销人员薪资体系______________________________________________________________ 29 第九章销售人员管理与培训 ___________________________________________________ 29一、销售人员行动管理计划的编制____________________________________________________ 29二、行政管理规定__________________________________________________________________ 29三、培训__________________________________________________________________________ 30第一章组织管理一、通则(一)总则本章程规定本公司营销部的机构、权限、运作及处理等等相关事项。