新市場(chǎng)開(kāi)發(fā)操作指南(1)

1、新市場(chǎng)開(kāi)發(fā)操作指南新市場(chǎng)開(kāi)發(fā)操作指南目錄目錄第一章、新市場(chǎng)開(kāi)發(fā)的概念第一章、新市場(chǎng)開(kāi)發(fā)的概念2第二章、新市場(chǎng)開(kāi)發(fā)的流程第二章、新市場(chǎng)開(kāi)發(fā)的流程2第三章、新市場(chǎng)開(kāi)發(fā)指引第三章、新市場(chǎng)開(kāi)發(fā)指引3一、市場(chǎng)調(diào)研一、市場(chǎng)調(diào)研.................................................................................................................

2、....................................3二、市場(chǎng)啟動(dòng)計(jì)劃書(shū)二、市場(chǎng)啟動(dòng)計(jì)劃書(shū).........................................................................................................................................4三、意向經(jīng)銷商的選擇與確定三、意向經(jīng)銷商的選擇與確定.

3、........................................................................................................................4四、新經(jīng)銷商培訓(xùn)四、新經(jīng)銷商培訓(xùn)...................................................................................

4、..........................................................4五、試銷期間的跟進(jìn)五、試銷期間的跟進(jìn).........................................................................................................................................5六、試銷期

5、結(jié)束考評(píng)六、試銷期結(jié)束考評(píng).........................................................................................................................................6七、新市場(chǎng)開(kāi)發(fā)獎(jiǎng)罰措施七、新市場(chǎng)開(kāi)發(fā)獎(jiǎng)罰措施...............................................

6、..................................................................................6附件一：經(jīng)銷商基礎(chǔ)資料表附件一：經(jīng)銷商基礎(chǔ)資料表.................................................................................................................

7、............7附件二：新客戶質(zhì)量評(píng)分表附件二：新客戶質(zhì)量評(píng)分表.............................................................................................................................9附件三：試銷期評(píng)估表附件三：試銷期評(píng)估表.....................................

8、..............................................................................................10執(zhí)行人執(zhí)行人項(xiàng)目項(xiàng)目客戶主管客戶主管業(yè)務(wù)代表業(yè)務(wù)代表省區(qū)經(jīng)理省區(qū)經(jīng)理大區(qū)總監(jiān)大區(qū)總監(jiān)備注備注目標(biāo)市場(chǎng)選擇對(duì)市場(chǎng)進(jìn)行調(diào)查分析，調(diào)研內(nèi)容詳見(jiàn)第三章第一節(jié)；與客戶主管和業(yè)代根據(jù)調(diào)研報(bào)告討論確定開(kāi)發(fā)的目標(biāo)市場(chǎng)；審核開(kāi)發(fā)市場(chǎng)明細(xì)計(jì)劃表傳銷管部備案準(zhǔn)經(jīng)銷商篩選

9、參照第三章第三條，對(duì)經(jīng)銷商人選進(jìn)行排查與客戶主管討論準(zhǔn)經(jīng)銷商情況共同確認(rèn)其選擇及所需其他信息準(zhǔn)經(jīng)銷商考核確認(rèn)在準(zhǔn)經(jīng)銷商運(yùn)行前，應(yīng)取得其營(yíng)業(yè)執(zhí)照復(fù)印件、稅務(wù)登記復(fù)印件，并填寫(xiě)經(jīng)銷商經(jīng)銷商基礎(chǔ)資料表，交省區(qū)經(jīng)理進(jìn)行審核考核準(zhǔn)經(jīng)銷商在送貨、銷售、網(wǎng)絡(luò)拓展及市場(chǎng)意識(shí)等方面是否達(dá)到公司要求確認(rèn)經(jīng)銷商基礎(chǔ)資料表，并填寫(xiě)經(jīng)銷商評(píng)估表，轉(zhuǎn)交銷售總監(jiān)或總經(jīng)理進(jìn)行審批，并轉(zhuǎn)銷管部準(zhǔn)確達(dá)到公司要求附件一附件一：經(jīng)銷商基礎(chǔ)資料表附件二附件二：新客戶質(zhì)量評(píng)分審核