销售业务管理第一章目录第一章销售计划管理..............................................................7第一节销售计划................................................................7一、影响销售计划制订的因素..................................................7二、销售计划的内容..........................................................8三、销售计划编制程序........................................................8四、销售目标管理............................................................9第二节销售预测...............................................................11一、影响销售预测的因素.....................................................11二、销售预测的程序.........................................................11三、销售预测的方法.........................................................11第三节销售配额...............................................................13一、销售配额的类型.........................................................13二、设置销售配额的原则.....................................................14三、确定销售配额主要应考虑的因素...........................................14四、销售配额的分配方法.....................................................14第四节销售预算...............................................................14一、编制销售预算的方法.....................................................14二、销售预算的职责人.......................................................14三、销售预算内容...........................................................14四、销售预算的过程.........................................................14五、确定销售预算水平的方法.................................................15第二章销售组织设计.............................................................16第一节销售组织概述...........................................................16一、销售组织的特点.........................................................16二、销售组织的职能.........................................................16三、销售组织设计原则.......................................................16四、销售组织常见问题.......................................................17第二节销售组织架构设计.......................................................17一、区域型销售组织.........................................................17二、产品型销售组织.........................................................17三、客户型销售组织.........................................................17四、职能型销售组织.........................................................17五、复合型销售组织.........................................................18六、大客户销售组织.........................................................18七、团队销售组织...........................................................18第三节销售岗位职责设计.......................................................18一、营销总监的岗位职责.....................................................18二、销售经理的岗位职责.....................................................18三、销售人员的岗位职责.....................................................18四、客服人员的岗位职责.....................................................18第三章销售区域管理与时间管理...................................................18第一节销售区域设计...........................................................18一、影响销售区域设计的因素.......................
