销售手册目录Word文档格式.doc

销售手册目录Word文档格式.doc

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二、销售管理

控制文档、表格和帐户-------------------------------------------------------------------------1

存档系统-------------------------------------------------------------------------------------------1

帐户文件-------------------------------------------------------------------------------------------2

市场分类-------------------------------------------------------------------------------------------2

杂项文档-------------------------------------------------------------------------------------------3

保存文档-------------------------------------------------------------------------------------------3

按字母排序的客户资料卡----------------------------------------------------------------------3

客户追踪系统-------------------------------------------------------------------------------------4

预订跟进（未来行动文档）-------------------------------------------------------------------5

客户资料追踪卡----------------------------------------------------------------------------------5

客户资料表----------------------------------------------------------------------------------------7

业务流失报告-------------------------------------------------------------------------------------8

业务流失报告样表-------------------------------------------------------------------------------8

读者文档-------------------------------------------------------------------------------------------9

销售方案结构------------------------------------------------------------------------------------9

销售电话指引-------------------------------------------------------------------------------------10

销售电话指引样表-------------------------------------------------------------------------------11

关于销售电话指引------------------------------------------------------------------------------12

翻新潜力客户资料------------------------------------------------------------------------------12

业务潜力翻新表---------------------------------------------------------------------------------13

文档更新报告------------------------------------------------------------------------------------14

预订合同------------------------------------------------------------------------------------------15

合同样本------------------------------------------------------------------------------------------17

条例与手续---------------------------------------------------------------------------------------18

宴会/活动协议-----------------------------------------------------------------------------------21

宴会/活动合同-----------------------------------------------------------------------------------22

住房合同------------------------------------------------------------------------------------------24

庆典活动表格------------------------------------------------------------------------------------25

庆典活动资料记录本---------------------------------------------------------------------------26

庆典记录表---------------------------------------------------------------------------------------27

**************************************************************************销售

三、销售程序

销售程序---------------------------------------------------------------------------------------------1

销售拜访---------------------------------------------------------------------------------------------1

销售拜访的基本步骤------------------------------------------------------------------------------2

介绍销售项目---------------------------------------------------------------------------------------3

销售信------------------------------------------------------------------------------------------------4

计划书-----------------------------------------------------------------------------------------------13

正规合同--------------------------------------------------------------------------------------------14

确认书-----------------------------------------------------------------------------------------------15

销售活动定义--------------------------------------------------------------------------------------16

销售会议--------------------------------------------------------------------------------------------17

时间管理--------------------------------------------------------------------------------------------18

评估销售部门的工作效力-----------------------------------------------------------------------20

每周销售报告--------------------------------------------------------------------------------------21

销售活动报告--------------------------------------------------------------------------------------21

每月销售报告--------------------------------------------------------------------------------------22

每周销售报告--------------------------------------------------------------------------------------22

确认销售活动--------------------------------------------------------------------------------------23

销售活动报