V:1.0精選管理方案

市場(chǎng)營(yíng)銷管理手冊(cè)（詳細(xì)）

市場(chǎng)營(yíng)銷

市場(chǎng)營(yíng)銷管理手冊(cè)

目錄

第一章市場(chǎng)方面崗位說(shuō)明書(shū)........................................................1

市場(chǎng)營(yíng)銷總監(jiān)崗位說(shuō)明書(shū)..........................................................2

2.工作內(nèi)容.........................................................................2

3.權(quán)力范圍.........................................................................3

4.工作關(guān)系.........................................................................3

市場(chǎng)總監(jiān)崗位說(shuō)明書(shū)................................................................4

1,任職資格.........................................................................4

2.工作內(nèi)容.........................................................................4

3.權(quán)力范圍.........................................................................5

4.工作關(guān)系.........................................................................5

市場(chǎng)調(diào)研經(jīng)理崗位說(shuō)明書(shū)..........................................................6

1.任職資格.........................................................................6

2.工作內(nèi)容.........................................................................6

3.權(quán)力范圍.........................................................................7

4.工作關(guān)系.........................................................................7

品牌推廣經(jīng)理崗位說(shuō)明書(shū)..........................................................8

1,任職資格.........................................................................8

2.工作內(nèi)容........................................................................8

3.權(quán)力范圍........................................................................8

4.工作關(guān)系........................................................................9

公關(guān)策劃經(jīng)理崗位說(shuō)明書(shū).......................................................10

1.任職資格......................................................................10

2.工作內(nèi)容.....................................................................10

3.權(quán)力范圍.....................................................................11

4.工作關(guān)系.....................................................................11

廣告管理經(jīng)理崗位說(shuō)明書(shū).......................................................12

1,任職資格.....................................................................12

2.工作內(nèi)容.....................................................................12

3.權(quán)力范圍........................................................................12

4.工作關(guān)系........................................................................13

市場(chǎng)調(diào)研專員崗位說(shuō)明書(shū).......................................................14

1.任職資格.........................................................................14

2.工作內(nèi)容.....................................................................14

3.工作關(guān)系.....................................................................14

品牌推廣專員崗位說(shuō)明書(shū).......................................................15

1,任職資格......................................................................15

2.工作內(nèi)容.....................................................................15

3.工作關(guān)系.....................................................................15

公關(guān)策劃專員崗位說(shuō)明書(shū).......................................................16

1.任職資格.........................................................................16

2.工作內(nèi)容.....................................................................16

3.工作關(guān)系........................................................................16

廣告管理專員崗位說(shuō)明書(shū)....................................................17

1.任職資格....................................................................17

2.工作內(nèi)容.......................................................................17

3.工作關(guān)系.......................................................................17

第二章市場(chǎng)管理流程.............................................................18

市場(chǎng)調(diào)查管理流程...........................................................19

市場(chǎng)預(yù)測(cè)管理流程...........................................................20

調(diào)研問(wèn)卷設(shè)計(jì)流程...........................................................21

產(chǎn)品定價(jià)管理流程...........................................................22

產(chǎn)品價(jià)格調(diào)整流程...........................................................23

宣傳物品制作流程...........................................................24

廣告預(yù)算確定流程...........................................................25

廣告媒體投放流程...........................................................26

第五章市場(chǎng)管理表格...........................................................27

市場(chǎng)調(diào)查管理表格.........................................................28

5.1.1市場(chǎng)調(diào)查計(jì)劃表......................................................28

5.1.2市場(chǎng)調(diào)查報(bào)告表......................................................29

5.1.3市場(chǎng)調(diào)查狀況月報(bào)表................................................30

5.1.4市場(chǎng)開(kāi)拓分析表......................................................31

5.1.5市場(chǎng)占有率分析表....................................................32

5.1.6各銷售區(qū)域銷量統(tǒng)計(jì)表..............................................33

5.1.7各區(qū)域競(jìng)爭(zhēng)產(chǎn)品對(duì)比表..............................................34

5.1.8同類產(chǎn)品價(jià)格查研表.................................................35

5.1.9暢銷產(chǎn)品分析表.......................................................36

5.1.10經(jīng)銷商調(diào)查表.........................................................37

5.1.11競(jìng)爭(zhēng)對(duì)手調(diào)查登記表................................................38

5.1.12消費(fèi)者購(gòu)物情況流水記錄表..........................................39

5.1.13消費(fèi)者購(gòu)物習(xí)慣分析表..............................................40

5.1.14顧客流量調(diào)查表......................................................41

5.1.15顧客構(gòu)成調(diào)查表......................................................42

5.1.16顧客購(gòu)買情況登記表................................................43

5.1.17顧客咨詢內(nèi)容登記表................................................44

5.1.18產(chǎn)品營(yíng)銷分析表........................................................45

5.1.19產(chǎn)品單價(jià)登記表......................................................46

5.1.20產(chǎn)品市場(chǎng)調(diào)查分析表................................................47

5.1.21產(chǎn)品形象分析表......................................................48

市場(chǎng)營(yíng)銷推廣管理表格.....................................................49

5.2.1市場(chǎng)營(yíng)銷費(fèi)用預(yù)算表................................................49

5.2.2市場(chǎng)營(yíng)銷方案執(zhí)行表...................................................50

產(chǎn)品價(jià)格管理表格............................................................51

5成

本估價(jià)表............................................................51

5競(jìng)

爭(zhēng)產(chǎn)品價(jià)格表......................................................52

5產(chǎn)

品價(jià)格變動(dòng)影響表.................................................53

5產(chǎn)

品市場(chǎng)價(jià)格統(tǒng)計(jì)表.................................................54

5產(chǎn)

品降價(jià)申請(qǐng)表......................................................55

5產(chǎn)

品售價(jià)表............................................................56

5產(chǎn)

品報(bào)價(jià)單............................................................

5產(chǎn)57

5產(chǎn)品計(jì)價(jià)單............................................................58

品價(jià)格分析表......................................................59

5.3.10產(chǎn)品價(jià)目表............................................................60

廣告管理表格..................................................................61

5.5.1廣告策劃調(diào)查表........................................................61

5.5.2廣告預(yù)算分配表........................................................62

5.5.3媒體投放評(píng)估表........................................................63

5.5.4廣告效果反饋表........................................................64

第六章銷售方面崗位說(shuō)明書(shū)..................................................65

銷售總監(jiān)崗位說(shuō)明書(shū)...........................................................66

1.任職資格....................................................................66

2.工作內(nèi)容....................................................................66

3.權(quán)力范圍....................................................................67

4.工作關(guān)系....................................................................67

銷售計(jì)劃經(jīng)理崗位說(shuō)明書(shū)....................................................68

1.任職資格.......................................................................68

2.工作內(nèi)容......................................................................68

3.權(quán)力范圍.......................................................................68

4.工作關(guān)系.......................................................................69

區(qū)域管理經(jīng)理崗位說(shuō)明書(shū)....................................................70

I.任職資格........................................................................70

2.工作內(nèi)容.......................................................................70

3.權(quán)力范圍....................................................................70

4.工作關(guān)系.....................................................................71

促銷管理經(jīng)理崗位說(shuō)明書(shū)....................................................72

1,任職資格.....................................................................72

2.工作內(nèi)容.......................................................................72

3.權(quán)力范圍........................................................................72

4.工作關(guān)系.......................................................................73

銷售運(yùn)作經(jīng)理崗位說(shuō)明書(shū)....................................................74

1,任職資格.....................................................................74

2.工作內(nèi)容.......................................................................74

3.權(quán)力范圍.....................................................................74

4.工作關(guān)系.......................................................................75

客戶關(guān)系管理經(jīng)理崗位說(shuō)明書(shū)..............................................76

1.任職資格........................................................................76

2.工作內(nèi)容.......................................................................77

3.權(quán)力范圍....................................................................77

4.工作關(guān)系.......................................................................77

渠道管理經(jīng)理崗位說(shuō)明書(shū)....................................................78

1,任職資格.....................................................................78

2.工作內(nèi)容.......................................................................78

3.權(quán)力范圍.....................................................................78

4.工作關(guān)系.......................................................................79

客戶服務(wù)管理經(jīng)理崗位說(shuō)明書(shū)..............................................80

1.任職資格.....................................................................80

2.工作內(nèi)容.....................................................................80

3.權(quán)力范圍.....................................................................80

4.工作關(guān)系.....................................................................81

銷售計(jì)劃專員崗位說(shuō)明書(shū)....................................................82

1.任職資格.....................................................................82

2.工作內(nèi)容.....................................................................82

3.工作關(guān)系.......................................................................82

區(qū)域管理專員崗位說(shuō)明書(shū)....................................................83

1.任職資格.....................................................................83

2.工作內(nèi)容.....................................................................83

3.工作關(guān)系.....................................................................83

促銷管理專員崗位說(shuō)明書(shū)....................................................84

1.任職資格.....................................................................84

2.工作內(nèi)容.....................................................................84

銷售運(yùn)作管理專員崗位說(shuō)明書(shū)..............................................85

1.任職資格.....................................................................85

2.工作內(nèi)容........................................................................85

客戶關(guān)系管理專員崗位說(shuō)明書(shū).................................................86

1,任職資格........................................................................86

2.工作內(nèi)容.......................................................................86

3.工作關(guān)系.......................................................................86

渠道管理專員崗位說(shuō)明書(shū)......................................................87

1.任職資格........................................................................87

2.工作內(nèi)容.......................................................................87

3.工作關(guān)系........................................................................87

客戶服務(wù)管理專員崗位說(shuō)明書(shū)................................................88

1.任職資格........................................................................88

2.工作內(nèi)容.......................................................................88

3.工作關(guān)系........................................................................88

第七章銷售管理流程..............................................................89

營(yíng)銷計(jì)劃制定流程................................................................90

營(yíng)銷費(fèi)用編制流程................................................................91

銷售費(fèi)用管理流程................................................................92

銷售提成管理流程................................................................93

促銷計(jì)劃制定流程................................................................94

促銷計(jì)劃實(shí)施流程................................................................95

訂貨管理流程.......................................................................96

發(fā)貨管理流程.......................................................................97

退貨管理流程.......................................................................98

銷售回款管理流程.............................................................99

延期付款管理流程..............................................................100

逾期付款管理流程..............................................................101

客戶關(guān)系管理流程..............................................................102

客戶投訴處理流程..............................................................103

客戶投訴接待流程..............................................................104

客戶資料管理流程..............................................................105

客戶信息綜合管理流程........................................................106

客戶信用制度制定流程....................................................107

客戶信用調(diào)查流程..............................................................108

客戶訪問(wèn)管理流程..............................................................109

客戶拜訪區(qū)域規(guī)劃流程........................................................110

客戶開(kāi)發(fā)管理流程..............................................................111

客戶接待管理流程..............................................................I12

客戶關(guān)系維護(hù)管理流程........................................................113

客戶調(diào)查管理流程..........................................................I14

客戶注銷管理流程..........................................................115

產(chǎn)品經(jīng)銷管理流程

渠管流程

道理：

店鋪補(bǔ)貨流程

引鋪盤(pán)葭流程:

?

大客、戶滿意度調(diào)查流程

大客戶關(guān)系維護(hù)流程

大客戶服務(wù)管理流程

售后服務(wù)管理流程

售后服務(wù)方案制定流程

售后服務(wù)業(yè)務(wù)流程

呼入業(yè)務(wù)管理流程

呼出業(yè)務(wù)管理流程

叫中心運(yùn)行流程

.

第章銷管表格2

隹理9

I(

綜管

他售合理表格3o

產(chǎn)劃表3

10

品銷售計(jì)o

1

售

0銷析表

1

2計(jì)劃分

1

0銷售標(biāo)表

1

3

目預(yù)測(cè)2

1

0銷費(fèi)

n

4售用預(yù)測(cè)表

0銷費(fèi)算表

H

5

售用預(yù)“一34

銷售季節(jié)因素調(diào)

0整

6

表3

1

5

1

0場(chǎng)交表

7

市易記錄6

0

8肖售表

H專日艮

專肖售明加表

0

1

9

8

0

O售標(biāo)實(shí)績(jī)

H銷目「對(duì)照表

0銷售人員績(jī)統(tǒng)

實(shí)H

表4o

產(chǎn)品銷售劃表?

0計(jì)

H

?一一4

0

銷統(tǒng)表42

1售計(jì)

1

0售核表

4

n

銷部經(jīng)理考4

0銷售管考核表

H

主44

0銷售專員考核表

4

0銷售人員毛利統(tǒng)報(bào)表

1

日4

1

0

銷售析表8

1

區(qū)域分4

—

0渠道銷售統(tǒng)計(jì)表

1

49

1

0分類銷售對(duì)比表

5o

1

1

0客戶訪作表

n

問(wèn)工報(bào)5

0門(mén)店?duì)I業(yè)目標(biāo)理

2

n

2

管表2

0產(chǎn)品供貨計(jì)劃

n

23

表5

?

0貨款回收計(jì)劃

2

H

4

4

表?

0市場(chǎng)銷售報(bào)表

5

1

25

?

?

10.1.26市場(chǎng)銷售調(diào)查表......................................................156

10.1.27市場(chǎng)營(yíng)銷分析表...................................................157

10.1.28收付款條件變動(dòng)表...................................................158

10.1.29競(jìng)標(biāo)結(jié)果報(bào)告表......................................................159

10.1.30營(yíng)銷人員作業(yè)記錄表.............................................160

10.1.31營(yíng)銷工作人員業(yè)績(jī)報(bào)表..........................................161

10.1.32營(yíng)銷工作人員業(yè)績(jī)報(bào)表..........................................162

10.1.33營(yíng)銷人員周別行動(dòng)計(jì)劃表..........................................163

產(chǎn)品促銷管理表格.........................................................164

10.2.1促銷活動(dòng)申請(qǐng)表..................................................164

10.2.2促銷活動(dòng)計(jì)劃表...................................................165

10.2.3促銷成本統(tǒng)計(jì)表...................................................166

10.2.4促銷活動(dòng)效果預(yù)估表................................................167

10.2.5促銷活動(dòng)總結(jié)表......................................................168

10.2.6促銷活動(dòng)分析表...................................................169

客戶關(guān)系管理表格.........................................................170

10.3.1客戶銷售份額統(tǒng)計(jì)表..............................................170

10.3.2客戶銷售統(tǒng)計(jì)表...................................................171

10.3.3客戶登記表...........................................................172

10.3.4客戶饋贈(zèng)申請(qǐng)表...................................................173

10.3.5客戶收款狀況統(tǒng)計(jì)表.................................................174

10.3.6客戶數(shù)量變動(dòng)分析表................................................175

10.3.7特殊客戶優(yōu)惠申請(qǐng)表................................................176

10.3.8客戶公司信用度分析表...............................................177

10.3.9新開(kāi)發(fā)客戶記錄表.................................................178

10.3.10客戶購(gòu)貨訂單表.....................................................I79

10.3.11客戶訂單明細(xì)表........................................................180

10.3.12客戶商品送貨單...........