制定销售行动计划方案.docxVIP

制定销售行动计划方案

目录

1.销售行动计划方案概述....................................3

1.1方案背景.............................................4

1.2目标与范围...........................................4

1.3方案目标.............................................5

2.市场分析................................................6

2.1市场概述.............................................7

2.2目标市场定位.........................................8

2.3竞争对手分析.........................................8

2.4市场机会识别........................................10

3.销售策略与目标设定.....................................11

3.1销售策略概述........................................12

3.2目标设定............................................13

3.3关键成功因素........................................15

4.销售团队建设与管理.....................................16

4.1团队结构............................................17

4.2团队培训与发展......................................18

4.3激励与考核机制......................................19

5.销售渠道与网络.........................................20

5.1销售渠道选择........................................22

5.2销售网络搭建........................................23

5.3合作伙伴关系管理....................................24

6.产品与服务策略.........................................25

6.1产品生命周期管理....................................27

6.2产品组合策略........................................28

6.3服务内容与质量管理..................................29

7.销售支持计划...........................................30

7.1销售工具与资源......................................31

7.2信息管理系统........................................33

7.3销售数据分析与报告..................................35

8.执行计划...............................................37

9.监控与评估.............................................39

9.1监控机制............................................40

9.2评估标准............................................41

9.3绩效指标与报告......................................41

10.预算与资金管理........................................42

10.1预算编制...........................................44

10.2资金使用