目录第一章：销售部门的职能与销售经理的职责...........1一销售部门的职能..............................................................................................................11．销售部门在整个营销过程中的作用.........................................................................12．销售部门的职能.........................................................................................................23．销售部门组织类型及特点.........................................................................................24．销售部门在公司中的位置.........................................................................................5二销售经理的职责..............................................................................................................61．销售经理职能............................................................................................................62．销售经理的责任.........................................................................................................63．销售经理的权限：.....................................................................................................7三销售管理的职能..............................................................................................................91．计划............................................................................................................................92．组织...........................................................................................................................113．领导...........................................................................................................................114．控制..........................................................................................................................12四销售经理的角色............................................................................................................131．人际关系方面的角色...............................................................................................132．信息方面的角色.......................................................................................................133．决策方面的角色.......................................................................................................15第二章：销售经理的知识背景............................17一市场营销........................................................................................................................171．市场营销基本内容体系...........................................................................................172．STP营销过程...........................................................................................................183．市场细分..................................................................................................................184．目标市场..................................................................................................................205．市场定位..................................................................................................................226．营销观念..................................................................................................................237．营销相关概念.........................................................................................................
