识别和确定顾客的要求和期望Word文件下载.docx
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toprobablymanageourcustomers’possessions;
toanalyzeandmakefulluseofsatisfactioninformationfeedbackofourcustomerssoastomeettheirneedsandfulfilltheirexpectation.
2范围
适用于顾客产品要求的识别、评审,与顾客沟通、顾客财产管理及顾客满意度调查等过程和活动。
2.Range
Identificationandevaluationsuitableforthecustomers’requirementsonourproducts,thecommunicationwithcustomers,themanagementoftheirpossessionsaswellasinvestigationonthecustomers’satisfactionetc.
3职责
3.1销售部负责:
1)顾客/产品要求的确定,组织合同/订单评审,确保合同的合法、明确和完整性;
2)加强与顾客联系沟通,及时处理顾客信息和服务;
3)做好顾客财产管理及顾客满意度调查、分析。
Theresponsibilityofthesalesdepartment
1)Tocertifythecustomers’requirementsonourproductsandtoorganizetheevaluatingworkoncontractsaswellasonpurposeordersothatthecontractbeclear,completeandinaccordancewiththelaw.
3.2采购部负责材料采购(含外协)的评审。
3.3生产部负责生产能力及交货期的评审。
3.4其他职能部门负责相关事宜评审。
3.5总经理负责合同批准和特殊合同的评审审批。
3.2Thestockdepartmentisinchargeoftheexaminationonthepurchaseofmaterials.
3.3Theproductiondepartmentdesignanddeterminetheproductioncapacityandthedeliverytime.
3.4otherfunctionaldepartmentsareinchargeofthingsrelated.
3.5Thegeneralmanagerisinchargeoftheapprovaloncontractsandexaminationandapprovalonsomespecialcontracts.
4工作程序
4.1产品要求的确定
4.1.1销售部在开展营销活动中,要经常了解顾客意向,明确顾客明示的要求(包括对产品交付及交付后活动的要求),并识别顾客潜在的要求,履行与产品有关的义务,相关质量法律法规、相关产品国家国际和行业标准的要求。
4.Workingprocedures
4.1Toconfirmtherequirementsonourproducts.
4.1.1Thesalesdepartmentshouldfrequentlycommunicatewiththecustomersintheprocessofvenditionandhaveaclearideaofthecustomers’requirements(includingrequirementsonthepaymentandafter-saleservices).Besides,thesalesdepartmentshouldalsoidentifythecustomers’potentialdemandsandperformtherelateddutiesinaccordancewithrelatedlawsofqualityandstandardsofthatparticularindustry,bothnationalandinternational.
4.1.2销售部根据本公司现有产品品种规格及生产能力,作为常规合同产品的加工范围。
4.1.3对顾客有特殊要求的产品(包括对首次发生业务关系的顾客或老顾客提出新产品加工要求时),销售部应在接受合同前,组织相关部门对产品生产的可行性和加工要求进行分析和确定,就产品要求的有关问题与顾客进行适当沟通与确认:
4.1.2Thesalesdepartmenttakesthepresentproductspecificationsandproductioncapacityasareferenceforproductsincommonconducts.
4.1.3.Asforthoseproductsonwhichthecustomersputspecialrequirements(regardlessoftheoldcustomersorthenewcustomers),thesalesdepartmentsshould,beforethecontractsignment,organizeanalyzingandconfirmingactivitiesonthefeasibilityoftheproductionaswellasthosespecialrequirements,onwhichconfirmationshouldbemadethroughcommunicationwiththecustomers.
a)产品规格及尺寸、相关技术要求、包装交付等应有顾客确认的书面记录或以交样的方式进行确认。
b)对需进行重新设计(或部分设计)的产品,请顾客明确产品要求和相关特性指标,或按顾客提供图样或样品,交研发部负责组织进行设计、试制,请顾客确认,具体可参照设计和开发控制程序执行。
c)顾客以样品作为订货依据时,应对样品作出标识妥善保存。
a)Theconfirmationontheproductspecification,relatedtechnologicalrequirements,thepackageandpaymentetcshouldbecarriedoutincustomer-confirmedwrittenformor
b)Askthecustomersforspecificrequirementsontheproductspecificationandpropertyiftheyneedredesignedproducts(totallyorpartially).Then,afterhavingthecustomers’confirmation,havetheresearchdepartmentcarryouttheredesignworkandtrial-productioninaccordancewiththoserequirementsorsamplesordesignprovidedbythem.
c)Makespecialmarkonthesampleproductsaccordingtowhichthecustomersputpurchaseorderandkeepthemingoodpreservation.
4.1.4对顾客再次加工的产品,销售部与顾客明确加工的型号、数量、交货期以及其它相关要求。
当顾客以口头或电话要货时,应形成记录,需要时可请顾客进行书面确认。
4.1.5本公司若需附加的其他要求(如公司内控指标,交货日期提前等)在相关资料中予以明确。
4.1.4Thesalesdepartmentshouldconfirmwiththecustomersthespecification,number,deliverytimeoftheproductstobereprocessedandetc.Thecustomers’oralortelephonepurchaseordershouldbekeptinwritten.Whennecessary,askthemforwrittenconfirmationonthis.
4.1.5Thecompanyshouldmakeitclearinrelevantdocumentsifitwantstoputotheradditionalrequirements,suchastheadvanceofthedeliverytime,company-controlledtarget.
4.2合同评审
4.2.1合同分类:
a)常规合同:
指顾客提出的产品规格、质量要求、价格、交付期等均在本公司常规生产的可接受能力范围内的合同。
b)特殊合同:
指顾客有特殊的产品质量技术要求或在数量、价格、交付期等方面明显超过本公司日常加工能力的合同。
4.2Theexaminationandappraisalofthecontracts
4.2.1Theclassificationofthecontracts
a)Commoncontract:
referstothosecontractsinwhichthecustomers’requirementsonproductspecification,quality,price,deliverytimeetcareallintherangeofthecompany’snormalproductioncapacity.
b)Specialcontract:
referstothosecontractsinwhichthecustomers’specialrequirementsonproductquality,number,price,deliverytimeoronproductiontechnologyareobviouslybeyondthecompany’snormalproductioncapab