销售工作管理细则

promote the extension of strictly administering the party grass-roots, but also the educational practice of the mass line of the party and three-three special education results achieved further inherited and expanded. To realize two a learning education is a necessary solution to the present problems of party construction. Strengthen problem consciousness and insisted on problem-oriented, is full of strictly administering the party since the partys 18 a distinctive feature, a successful experience. Secretary Wang noted that some party members still have political awareness, lack of political responsibility issues, party awareness and consciousness of the problem belief does not really believe, slim does not actually fix problems, outspoken, and jump on the assessment of the partys policies, and so on. Bi Lifu Secretary pointed out that a quarter of the economic situation is very serious, there is pressure on environment, seasonal factors and other objective reasons, but mainly subjective problem, is the problem of party members and cadres. Some depressed, negative slack, not responsible, . Double six, one, and two took the lead, build energy burst, Hongshan district, economic prosperity, eco-livable, civilized and harmonious island. It certainly can not be separated from the whole area 646 grass-roots party organizations and 14,146 members of broad participation and support. Through the two study and education, so that every cell of the party health, every organization is strong, so that all members of the vanguard and exemplary role, all the fighting bastion role of grass-roots party organizations into full play so that we can cross the Rapids, overcome all difficulties and the smooth realization of the Thirteen-Five goal. Second, basic learning, focus on learning education must understand the learning content and learning styles Foundation learning these four words are important information inside is very large, capture profound work truth in life. For example, I often say that the good Carpenter NAO Carpenter, why do some carpenters made furniture to have everybody likes it, Carpenter we are not willing to look for him? are apparently two people high and low technology, dig into the deep is firmer when both of his apprentices are not solid, there is no good that way. Luban art of story primary school are learn had, first after six mark test practice conduct, and practice cultivation, and practice perseverance, and practice patience, then with seven days seven night mill axe theory armed, and unity action, seriously learning XI General Secretary on reform development stable, and Interior diplomatic defense, and rule party ruling army of important thought, seriously learning to XI comrade for General Secretary of Central ruling acting political new concept new thought new strategy, seriously learning XI General Secretary study in Inner Mongolia important speech spirit, Guide party members and a deep understanding of a series of important speeches rich connotation and core ideas, which began so thoroughly Marxist positions销售工作管理办法细则（建议）总 则根据目前轻卡市场销售激烈竞争的现实，结合我们博凯公司的销售局面。本着稳扎稳打、开拓前进、精心操作、锐意进取、绩效结合、稳步发展的销售方针，制定本销售工作管理细则。一、计划管理（10分）1、销售计划的制定与下达（5分）按照现代企业管理的原则，制定积极向上、逐年递增上的销售发展计划。其依据就是实事求是的根据上三年的实际销售业绩的平均值，加上今年发展计划的上升幅度（一般升幅度为15%20%）；制定本年度的销售递增计划目标。销售计划目标确定之后，负责销售的总经理代表公司向各科室下达本年度各科室、各种车型的年度销售计划、季度销售计划及月度销售计划。各科室根据公司下达的销售计划应足额落实到本科室各销售顾问，销售顾问根据本科室下达的月度销售计划应在三日内制定出自己具体到旬的销售计划和销售日进度计划。各级销售计划是根据公司的发展总体规划和历年实际销售业绩的数据下达的，具有一定的科学性、严肃性。公司销售计划一旦下达，负责销售的各单位、各科室必须尽最大的努力、想尽一切办法严格贯彻执行。2、销售数额的汇总上报（5分）销售顾问要按照每天的实际销售数量、金额及予交购车定金的实际情况实行销售日进度报表。每天由各科长上班后负责把本科上一日的的销售日进度汇总表上报至销售副总、财务总监、总经理。做到公司主要领导能时时心中掌握一线情况和销售信息，重要销售信息要立即上报。二、售前准备和客户接待（5分）1、班前点评会各轻卡品牌的科长上班前要召集本科全体人员，开一个简短的班前点评、动员会。内容是简明、扼要的公布一下昨天本科的销售业绩，找出昨天表现好员工和事迹提出表扬。对昨天存在的不足及事例提出批评教育，但一般不点名。简要的布置一下今天的工作要点及奋斗方向。会议不超过10分钟。2、展场、商品洁净和客户的接待（5分） 销售顾问上班后要着装整齐、斗志昂扬、精神焕发、积极向上的心态将自己所负责的场内商品车辆逐一检查一遍：摆放是否整齐、划一、车身是否洁净、明快。同时着手清理商品车卫生和性能检查及卖场场地卫生清理。在清理卫生的同时主要精力要注意已进场的客户。一旦客户来到展位要停止一切手头工作，全力以赴的进入客户接待、商品介绍的销售程序。销售程序要着重注意做好如下四点：（40分）（1） （10分） 首先做到对来市场的客户和蔼可亲，用客户在本公司展位前逗留和挑选期间，首先专心倾听用户的想法、看法、意图和需要，根据用户的期盼和要求，引导性的介、绍介入自己所经营的品牌、车型，将本车型的优点、特点、特性等淋漓尽致的介绍给客户，尽量的把自己产品的优点、优势和对方的要求、需求拉近，最大限度的的把供、求二者巧妙地糅合在一起。一定要实心实意的站在用户的角度，帮助用户分析自己所经营的品牌、车型的性、价比，分析长期使用收益情况。尽量从心理上、理论上、数据上说服用户。让用户从心里感觉到你是他在购车方面的贴心参谋，购车的好帮手。（2） （10分） 尊重用户，不要轻易打断用户的讲话。在用户对你的商品指指、点点、挑三、拣四的时候，严禁用“你外行、你不懂、你一边儿玩去吧”等贬义词伤人。要耐心的用自己商品车的技术数据和性价比、运营成本、长期受益等话题说服对方。一句话让用户从心里认为总的来算买你的车没吃亏、没上当、值。（3） （10分） 注重个人和公司形象，在接待客户的过程中严禁用粗话、脏话。严禁“x x”牌子的车不行，“x x”牌子的车不好等贬低别人抬高自己的低能语言出现。因为这些话并不能抬高自己和贬低别人，还可能引起对方的反感。更不能和用户吵架，、斗气。要努力提高、培养自己的综合素质和业务水平，要懂得尊重别人就是尊重自己的哲理。（4） （10分） 在销售产品的过程中，信息采集是销售顾问的培养谈话艺术的最好时机，和用户的谈话中首先要介绍自己，恭敬的递上自己的名片，介绍自己的同时要用较自然的谈话方式切实注重如下信息的采集：a用户的通讯地址、联系电话：b用户购车的用途，重载、轻载、长途、短途、运行是高速、低速；c用户的行业是单户还是成帮；d用户是刚刚步入轻卡运输还是淘汰旧车换新车；e用户是何种方式知道博远轻卡市场的；f用户的亲戚朋友是否还有想买车、换车的；g用户的其他期盼和要求等。如上这些信息并不是问问拉倒、走走过场、应付公事、不了了之而已，而是一定要记录在案、认真分析为以后公司的销售方向积累基础原始质料。该资料各科科长要汇总、分析、研究，制定、修改下一步的近期销售方向、规划。重要信息要立即上报公式领导层，直至总经理。3、展场内商品车的美观性、可靠性（10分） 当商品车摆上车场展位，商品必须在保证摆放 整齐划一、一尘不染 的同时，一定要注重商品车的性能可靠。具体要求如下：（1） 驾驶室、前脸、玻璃、门子等重要部位不能有任何磕、碰、划、伤等缺陷。（2） 进入展场的商品整车不能有任何零件缺失现象，包括一个螺丝、一个胶垫都不能放过。（3） 冬季保证点火开关一下就着，灯光、油路、电路、气路畅通，各操作系统灵敏、可靠。（4） 杜绝商品车在客户面前出现：现试车、现加油、点火不着、现充电等不负责任、松松垮垮的现象出现。（5） 展场的商品车任何部位不能有松动、锈蚀、掉漆、漆面龟裂等不良现象。（6） 展场商品车每一辆必须保证每三天启动一次，检查车辆的油路、电路、气源、仪表、灯光等功能是否正常、可靠。以保证每一辆商品车各方面性能时刻处于良好状态。保证展现在用户面前的商品车每一台都达到完美、极致。对展场商品车综合性能的美观和可靠性，各销售科室负责人要做定期检查。对查出问题的商品车一经发现，立即调离展位进行整改、维修，对人为事故的责任人做出书面严肃处理，与此同时针对所出现的问题必须拿出整改措施，严格执行三不放过的原则（问题查不出不放过；责任分不清不放过；措施不落实不放过）。整改后的商品车须经专业人员验收合格，签章无误后才能重新进入展场。4、商品车成交后的跟进服务（20分）（1）（6分）展场商品车成交后，销售人员应始终出现在客户前面，尽可能地提供一系列的、全方位的导购服务。坚决杜绝一交钱就变脸不负责任的现象发生。让客户从始至终有一个到自己家的温暖感觉。（2）（6分）客户提车后三日内销售顾问必须有一个真诚的、关切的回访电话进行回访，此后每月保持一次热情的回访电话沟通，询问该车的运行情况等信息，询问是不是需要提供售后服务，还有什么需要我们帮助。通过不断地服务回访电话的沟通，施以经常联络深厚感情的现实，是我们培养回头客户的必经之路。（3）（8分）对于没有成交的客户，每月也要有一个真诚的、服务性的电话问候。要必须体现买卖不成仁义在的诚信经商的大公司的大义精神。同时轻卡汽车的保养也是我们博凯公司的一项重要服务项目，如客户需要的话可以帮助“非”成交的客户联系售后服务、紧急救援等各项服务项目。通过这种真情的问候、热情的服务，力争把他们培养成我们的下一个潜在用户或今后的用户群体。5、商品车的进场存量管理（5分） （1）（2分）商品车在展场的存量过大，将造成不必要的资金占压，从而加大了销售成本。展场商品车存量过小，将造成客户可选择余量过窄，形不成销售规模，影响公司形象。为此建议将每个型号的商品车展场摆放量以5-10台为好。低于5台抓紧叫货，高于10台停止进货，用数据找一个展场库存亏盈平衡点。但断货要必须实行问责制。（2）（3分）商品车进场后要严格执行先进先出的销售策略。展场内商品车销售人员要熟记每一辆车的进场时间，销售过程中严格掌握先到的车先销售的原则和技巧。销售科长应严格把关，杜绝出现过期车出现。过期车实行问责制。6、社会信息的采集及定向沟通（10分） （1）（6分）努力扩大销售范围、积极提高销售业绩的另一个重要措施就是走出去，走向社会、走向消费群体，全方位的向社会、向消费群体宣传我们的博远轻卡市场，宣传我们公司所经营的轻卡汽车的所有品牌。全体销售人员每个月必须抽出两个工作日面向聊城市区，面向聊城的各大批发市场及各大汽车租赁市场，乃至聊城所辖各县城的各大批发市场、汽车租赁等消费群体，全方位的发放自己的名片和公司的经营范围、服务项目。努力、积极的收集方方面面的用户信息、购车信息、服务需求。每个人每个工作日收集信息量不能低于20条（具体社会信息收集项目按展场内信息采集项目为准）。（2）（4分）销售人员在社会信息采集回到公司后，科长要检查其信息数量是否完成，以决定考勤和报销费用。采集到的社会信息销售人员要登记汇总造册，认真分析今后的联系方向、沟通重点。团购和重大销售信息需要领导拍板的要及时上报。三、销售制度的定期检查、业绩排名及报酬销售制度确定以后能否及时奏效，关键就看领导干部是否认真检查、坚持不懈、始终如一的去检查、评比、严格用核算的精确数据计算绩效工资。 涉及重大决策事项、重要人事任免、重大项目安排和大额度资金使用等，具有决策、行政执法、行政许可、部门管理等决策、审批、自由裁量、事务管理决定权的领导岗位。To sum up, is divided into 9 main parts: 1. with regard to persisting and developing socialism with Chinese characteristics. 18 since the XIOn more than one occasion, General Secretary of the historical origin and development process of socialism with Chinese characteristics, the road of socialism with Chinese characteristics, System Info, system, uphold and develop the understanding of socialism with Chinese characteristics is determined to have been profoundly expounded, further strengthened the party and the people adhere to and develop the confidence and determination of the socialism with Chinese characteristics. XI General Secretarys speech in this regard include the peoples yearning for a better life, that is our goal, closely focus on the development of socialism with Chinese characteristics study and publicize the spirit of party 18, the unwaveringly adhere to the development of socialism with Chinese characteristics, the persistence and good use of Mao Ze-Dongs thought of soul. 2. with regard to the Chinese dream of realizing the great rejuvenation of the Chinese nation. 18 closing soon, the new Central collective leadership when they visited the exhibition of the road to recovery, XI, General Secretary of the solemn declaration the great rejuvenation of the Chinese nation, the greatest dream of the Chinese nation in modern times. Zhihou, on more than one occasion, General Secretary expounded the scientific connotation of Chinese dream, realize the Chinese dream must take the road, carry forward the spirit and cohesion of Chinese forces, gradually formed the China dream, a strategic thought. And practice with the Chinese dream, reflects the history of the new session of the CPC Central Committee, and conforms to the development trend and the people hope, embodies the greatest common divisor and the consensus of Chinese people at home and abroad, inspiring all peoples forging ahead in unity, the spirit of unswervingly follow the road of socialism with Chinese characteristics flags and high melody. This aspects XI General Secretary of speech main including achieved Chinese