目  录

一、目的·········································································································· 4

二、总论·········································································································· 5

1、销售通路模式改变的理由···························································· 6

2、协销模式是什么············································································· 6

3、如何进行协销模式销售工作······················································ 11

4、协销模式的推进··········································································· 12

三、销售通路······························································································· 14

1、销售通路结构图··········································································· 15

2、销售通路信息流程图·································································· 16

四、销售人员队伍组织结构······································································ 17

1、销售人员组织结构图·································································· 18

2、销售部长职责及日常工作·························································· 19

3、销售主管职责及日常工作·························································· 24

4、销售主办职责及日常工作·························································· 27

5、销售工作沟通渠道······································································ 52

五、合同签订流程图·················································································· 56

1、合同签订流程图··········································································· 57

2、产品购销合同··············································································· 58

六、经销商管理··························································································· 59

1、选择经销商的程序流程图·························································· 60

2、标准云南红经销商的要素·························································· 61

3、一级批发商资料卡······································································ 62

4、二级批发商资料卡······································································ 63

5、经销商管理汇总表······································································ 64

七、促销活动······························································································· 66

1、促销活动流程图··········································································· 67

2、额外促销活动申请表·································································· 68

3、赠品管理规定··············································································· 69

八、货架/堆头管理····················································································· 70

1、货架/堆头管理流程图································································· 71

2、陈列货架注意事项······································································ 72

九、回款······································································································· 73

1、回款程序流程图··········································································· 74

2、回款技巧······················································································· 75

十、退货······································································································· 76

1、退货处理流程图··········································································· 77