销售手册目录.doc

销售手册目录.doc

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目录

一、销售引言

怎样发掘业务来源-------------------------------------------------------------------------------1

市场概念-------------------------------------------------------------------------------------------7

市场推广和销售的区别-------------------------------------------------------------------------10

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

销售活动报告--------------------------------------------------------------------------------------23

四、销售部

位置和外观-------------------------------------------------------------------------------------------1

面试和挑选-------------------------------------------------------------------------------------------2

雇佣新员工的步骤----------------------------------------------------------------------------------3

工作描述的重要性----------------------------------------------------------------------------------4

招聘资源及方法-------------------------------------------------------------------------------------4

行为基础面试----------------------------------------------------------------------------------------5

面试计划----------------------------------------------------------------------------------------------5

提问方式----------------------------------------------------------------------------------------------6

面试问题样版----------------------------------------------------------------------------------------9

以行为实例为基础的面试等级系统------------------------------------------------------------11

评分系统---------------------------------------------------------------------------------------------11

员工定向---------------------------------------------------------------------------------------------12

员工定位检查单------------------------------------------------------------------------------------13

员工定位检查单样版------------------------------------------------------------------------------14

熟悉酒店场所---------------------------------------------------------------------------------------15

熟悉酒店---------------------------------------------------------------------------------------------16

酒店规章---------------------------------------------------------------------------------------------19