xiangweiwu
发表于 2008-5-4 17:58:13
销售经理管理手册（一）
<p align="center" style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%; TEXT-ALIGN: center;"><font face="宋体"><b><span style="FONT-SIZE: 27pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售经理管理手册（一）</span></b><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"><p></p></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">□ 销售方针的确立与贯彻<span lang="EN-US"><p></p></span></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>销售方针的内容<span lang="EN-US"><p></p></span></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售方针是销售经理在自己所辖的业务范围以内，订定促销及营运方面的方针。<span lang="EN-US"><p></p></span></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售方针分为长期方针<span lang="EN-US">(3</span>～<span lang="EN-US">5</span>年<span lang="EN-US">)</span>，及短期方针<span lang="EN-US">(1</span>年以内<span lang="EN-US">)</span>两种；销售经理所决定的，属于短期方针。<span lang="EN-US"><p></p></span></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售方针的确立，应以公司经营的目的为基础。<span lang="EN-US"><p></p></span></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">二<span lang="EN-US">)</span>如何订立销售方针<span lang="EN-US"><p></p></span></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">明确公司业务的经营目标，及董事长与直属上司的政策，以此为依据， 订定适合的销售方针。<span lang="EN-US"><p></p></span></span></font></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><font face="宋体"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售部对于各方面的问题<span lang="EN-US">(</span>例如：市场开发、利润的提高、广告宣传、回 收管理等等<span lang="EN-US">)</span>，都必须制定方针。<span lang="EN-US"><p></p></span></span></font></p>
xiangweiwu
发表于 2008-5-4 17:58:23
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">配合当年的营运重点，及公司的经营方针，来订定销售方针。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">三<span lang="EN-US">)</span>销售方针的贯彻<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">除了以口头发表或说明之外，还要发布文件，以期方针能正确并彻底地实施。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">尽量避免<span lang="EN-US">"</span>自己<span lang="EN-US">(</span>上司<span lang="EN-US">)</span>认为有关人员<span lang="EN-US">(</span>属下及其他人<span lang="EN-US">)</span>已经明白，而实际上并未彻底了解的情形<span lang="EN-US">"</span>发生。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售方针公布后，仍需反复地加以说明。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">· 销售计划的要点<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>销售计划的内容<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售经理所拟定的销售计划，不能仅包括以销售额为主体的预算数值， 和计划的实施步骤而已。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">应包括销售组织、商品、消费者、售价、销售方法、促销<span lang="EN-US">(</span>包括广告和宣传、销售预算等<span lang="EN-US">)</span>的广义计划。<span lang="EN-US"><p></p></span></span></p>
xiangweiwu
发表于 2008-5-4 17:58:44
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">计划切勿随便修正，除非遇到情势的突变，或尽了一切努力，仍无法达成目标时，方可更改。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">□ 销售部内部组织的营运要点<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>销售组织与业务效率<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售部内的<span lang="EN-US">(a)</span>组织和推销人员的关系，<span lang="EN-US">(b)</span>组织的编成方式和业务效率及销售有密切的关系。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售经理对于自己所辖部门的组织形态和有效率的营运，应经常留意。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不可忽略组织管理的研究。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">二<span lang="EN-US">)</span>组织营运的重点<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售组织有效率地营运，首要关键在于销售经理的作法，尤以销售经理的领导能力的发挥最为重要。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">对于推销人员，要训练其团队精神。<span lang="EN-US"><p></p></span></span></p>
xiangweiwu
发表于 2008-5-4 17:58:55
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">在销售组织里，要特别注意<span lang="EN-US">?</span>销售的分担与配置<span lang="EN-US">?</span>使命、报告系统<span lang="EN-US">?</span>责任与权限的明确划分。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">三<span lang="EN-US">)</span>权限内组织的修正<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售组织的大纲，应由董事会或董事长裁决；至于其细节，乃属于销售经理的权责。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">在销售经理的权限内，应视环境的变化而修正组织，使之具有适应性；对于组织的合理化，亦需立即着手进行。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">□ 销售途径政策的注意事项<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>根据自己公司的实际情形<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">对于业界、自己公司在业界里的立场、商品、资本、地理条件等，要有客观的认识，以采取适当的销售途径政策。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">独自的系统化<span lang="EN-US">?</span>参与其他公司<span lang="EN-US">(</span>或者是大公司<span lang="EN-US">)</span>的系列。无论采取那项政策，都要充分研究相互的得失关系。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">二<span lang="EN-US">)</span>应以效率性为本位<span lang="EN-US"><p></p></span></span></p>
xiangweiwu
发表于 2008-5-4 17:59:07
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不要以过去的情面、私情、上司的偶发意向，或仿效其他公司，来决定销售途径。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不要仅凭借负责的推销员或顾客<span lang="EN-US">(</span>代理商或消费者<span lang="EN-US">)</span>等的意见或批评来下判断；必须根据客观而具体的市场调查，来决定销售途径。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">效率不高的销售途径，应果断地废止，重新编制新的销售途径。关于这一点，销售部的经理，必须向上司进言。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 4.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">交易条件和契约的订定必须格外地小心，一切都要以书面形式。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">三<span lang="EN-US">)</span>寻求与试行新的销售途径<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售经理必须调查研究，并努力企划更有效率的销售途径。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">纸上谈兵是无法知道确实的效果的。所以，应该在危险性较小的范围内，先试行看看。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">· 市场调查的注意事项<span lang="EN-US"><p></p></span></span></p>
xiangweiwu
发表于 2008-5-4 17:59:17
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>计划与策略必须详尽<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不管调查的目的和规模如何，实施的方法一定要有细密的计划。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">尽量以最少的费用、时间、人数来完成调查。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">在预备调查或正式调查期间，如发觉没有继续调查下去的必要时，应即停止调查，不要阻碍于面子而拖延。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 4.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">尽量利用既有资料和实地调查的资料。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">二<span lang="EN-US">)</span>调查结果的有效运用<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">必须确实地整理调查的内容与严守提出报告的日期。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">负责调查者应使调查的结果能够有效地运用。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">调查结果应尽量予以运用，不可随便否定或忽视。<span lang="EN-US"><p></p></span></span></p><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; FONT-FAMILY: ""; mso-bidi-font-family: Tahoma; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-family: Tahoma; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: ''; mso-hansi-font-family: '';">三</span><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; FONT-FAMILY: ""; mso-bidi-font-family: Tahoma; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">)</span><span style="FONT-SIZE: 21pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-family: Tahoma; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: ''; mso-hansi-font-family: '';">公司外的专门机构负责调查时</span>
xiangweiwu
发表于 2008-5-4 17:59:28
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不要轻易地完全相信对方所说的话，必须先调查该机构的能力、实绩、 信用等问题；负责市场调查的销售经理，应亲自去调查。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">调查前的商讨要能充分协调。本身的要求及希望应据实提出；调查结果不完整时，应重新调查。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">□ 新设立或撤消分公司、营业处的注意事项<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>新设立或撤消均要慎重考虑<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">分公司、营业处的存在，对于经营及销售方面，有利亦有弊。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">若利多于弊时，即应设立新的分公司或维持现状；当弊多于利时，即应缩小编制或撤消分公司。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">对于利弊的判断，不可依据主观或直觉；必须要凭借科学化的分析。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 4.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">新设立分公司时的注意事项<span lang="EN-US"><p></p></span></span></p>
xiangweiwu
发表于 2008-5-4 17:59:47
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">供给商品的计划部门、制造的开发部门等，在组织上隶属其他单位时，也不可以完全委任对方。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">若商品的开发部门，在自己的管辖范围内时，也不可以委任对方。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">最重要的是，要与企划部门及开发部门共同研究。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">二<span lang="EN-US">)</span>构想、情报的提供与协助<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">任何构想及情报，都要毫不遗漏地提供给开发部门。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">代理商与消费者的意见特别重要。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">大规模的公司要有制度地收集情报。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 4.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">应积极地经常与开发部门<span lang="EN-US">(</span>有关人员<span lang="EN-US">)</span>协同研究，并举行检讨会。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">三<span lang="EN-US">)</span>市场开发与销售<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">如果没有得到销售部门的协助，无论商品多么优良，仍难有较高的销售量。<span lang="EN-US"><p></p></span></span></p>
xiangweiwu
发表于 2008-5-4 18:00:01
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不要对商品的可销性妄下结论。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售商品态度，不要敷衍了事，应颇具信心地去销售。关于这一点，销售经理应以身作则，并教导属下。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">· 适当人选的配置<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>适当人选的配置<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">并非每个人都适合市场开发的工作，故要选用挑战意欲较强的推销员。<span lang="EN-US"> 2.</span>以兼职的性质来从事市场开发，是收不到效果的；故组织需重新编制，<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">设立专门的部门及配置适当人选。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">公司内若无适当人选，可向外寻求。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 4.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">行动必须勤勉而积极，并需有耐性。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">二<span lang="EN-US">)</span>销售经理应有的态度<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">销售经理应身为表率，去对付更强的竞争者。<span lang="EN-US"><p></p></span></span></p><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; FONT-FAMILY: ""; mso-bidi-font-family: Tahoma; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-family: Tahoma; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: ''; mso-hansi-font-family: '';">当部属求援时，要即时行动</span>
xiangweiwu
发表于 2008-5-4 18:00:18
<p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 3.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">重要的或是大客户的调查，必须由销售经理亲自负责。普通的调查，指定专人负责即可。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 4.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">对调查的内容有疑问时，不可随便处理，必须彻底查明。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 5.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">信用调查不仅限于交易前，交易后也要作定期的调查。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">三<span lang="EN-US">)</span>借助公司以外的机构时<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">选择信用调查能力卓越的机构；切不可以只依靠人事关系或贪求收费低廉。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 2.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不要完全采用信用调查报告书，销售经理应培养正确地了解报告书内容的能力。<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> </span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">□ 估价的注意事项<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> (</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">一<span lang="EN-US">)</span>估价方式的决定<span lang="EN-US"><p></p></span></span></p><p style="BACKGROUND: white; WORD-BREAK: break-all; TEXT-INDENT: 36pt; LINE-HEIGHT: 200%;"><span lang="EN-US" style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;"> 1.</span><span style="FONT-SIZE: 21pt; COLOR: black; LINE-HEIGHT: 200%; mso-bidi-font-family: Tahoma;">不管估价内容的粗浅繁杂，都要决定固定的方式。<span lang="EN-US"><p></p></span></span></p>