销售信息管理手册
一、销售信息管理:.............................................................................................................................................................2
1、目的......................................................................................................................................................................................................... 2
2、办法:..................................................................................................................................................................................................... 2
二、内部信息报告制度.........................................................................................................................................................2
1、目的:..................................................................................................................................................................................................... 2
2、职责:..................................................................................................................................................................................................... 2
三、情报收集制度.................................................................................................................................................................2
1、目的:..................................................................................................................................................................................................... 2
2、来源:..................................................................................................................................................................................................... 3
3、职责:..................................................................................................................................................................................................... 3
4、办法:..................................................................................................................................................................................................... 3
1)
打听的方式和处理
....................................................................................................................................................................... 3
2)
报告方式
..................................................................................................................................................................................... 3
3)
情报的整理
..................................................................................................................................................................................
4
4)
联
络
............................................................................................................................................................................................ 4
5)管理
............................................................................................................................................................................................... 4
5、附表格:................................................................................................................................................................................................. 5
四、销售调研制度.................................................................................................................................................................5
1、办法、..................................................................................................................................................................................................... 5
2、职责:..................................................................................................................................................................................................... 5
3、方式:..................................................................................................................................................................................................... 5
4、项目及竞争对手调查实施要点.............................................................................................................................................................. 6
1)
从经营者的动向来把握情报
......................................................................................................................................................... 6
2)
从销售状态中抓住情报
................................................................................................................................................................ 6
3)
从会计方向来抓住情报
................................................................................................................................................................ 7
4)
分析资产状态,获得情报
............................................................................................................................................................ 7
5)
调研程序要项
.............................................................................................................................................................................. 8
6)
具体调查实施办法
....................................................................................................................................................................... 8
7)
记录的处理:
.............................................................................................................................................................................. 9
8
)调查人员资格
.............................................................................................................................................................. 9
5、表格:................................................................................................................................................................................................... 10
五、营销评估预测决策........................................................................................................................................................10
1、目的:................................................................................................................................................................................................... 10
2、职责:................................................................................................................................................................................................... 10
3、办法:................................................................................................................................................................................................... 10
4、表格:................................................................................................................................................................................................... 10
5、流程:................................................................................................................................................................................................... 10