西安XXX测量设备股份有限公司销售管理手册1目录一、销售工作综述................................................................................................2二、销售部门组织结构..........................................................................................3三、销售部门职能................................................................................................4四、销售部人员职责.............................................................................................5（一）销售部长岗位职责.................................................................................5（二）综合管理主管岗位职责..........................................................................6（三）销售内勤工作职责.................................................................................8（四）区域经理岗位职责.................................................................................9（五）行业经理（大客户经理）岗位职责.........................................................10（六）售前技术支持工程师岗位职责...............................................................11（七）光学产品经理岗位职责........................................................................11（八）齿轮中心产品经理岗位职责..................................................................12五、销售目标与费用.........................................................................................一三（一）销售目标.........................................................................................一三（二）销售费用...........................................................................................17六、销售模式..................................................................................................一八（一）基本思路.........................................................................................一八（二）区域划分与人员安排.........................................................................一八七、销售人员工作管理........................................................................................19（一）销售目标计划与管理............................................................................19（二）信息管理与跟踪..................................................................................20（三）销售费用管理.....................................................................................22（四）市场活动管理.....................................................................................23（五）渠道商管理........................................................................................25（六）办事处管理........................................................................................25（七）服务中心管理.....................................................................................25（八）人员工作管理规范...............................................................................26（九）外勤人员行为规范...............................................................................27八、薪酬与绩效考核...........................................................................................28（一）销售人员薪酬与绩效考核.....................................................................28（二）其他人员薪酬与绩效考核.....................................................................37九、附件........................
