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2022年公司软件销售管理制度 .pdf

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1、软件销售管理制度目录总则 5 一、销售部构成及职责说明5 1.销售部工作职责5 2.销售部工作岗位及责权说明(见附表)5 2.1 销售总监 5 2.2 分公司经理 5 2.3 高级销售经理5 2.4 销售经理 5 2.5 销售代表 5 2.6 销售助理 5 二、销售部业绩考核及工资计算5 1.考核指标说明5 2.销售部销售人员工资。6 2.1 基本工资 6 2.2 绩效工资 6 2.3 销售提成和奖金7(1)合同回款提成7(3)年终奖 7(4)推荐金 7(5)特别嘉奖 7(5)销售支持 8 三、销售部日常管理制度8 1.规章制度 8 文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 Z

2、M3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1

3、K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 Z

4、M3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1

5、K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 Z

6、M3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1

7、K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 Z

8、M3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M12.日常工作管理考勤制度8 3.报价制度 8 3.1 电话报价和非标准报价8 3.2 高端产品报价9 3.3 违反报价处罚9 4.销售合同管理制度9 4.1 合同准备 9 4.2 合同审批流程9 4.3 驻外合同管理10 4.4 销售业绩界定10 5.客户佣金管理制度10 6.收款管理 11 7.绩效管理 11 8.坏账管理 11 9.货款赔偿管理11 10.撞单管理 11 四、OA-销售系统客户资源管理11 11.

9、管理范围 11 12.商机注册机制12 13.录入阶段 12 14.跟单阶段 12 15.商机管理惩罚规定13 16.保密管理 13 五、销售制度表单13 1.客户跟踪进展表13 文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1

10、K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 Z

11、M3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1

12、K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 Z

13、M3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1

14、K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 Z

15、M3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M12.项目合作申请单13 3.项目合作分配单13 4.佣金申请单 13 5.劳务费申请单 14 6.非标准报价申请单14 7.销售部门各岗位工作说明书：14 1总监岗位责权说明书14

16、 2分公司经理岗位责权说明书14 3分公司经理岗位责权说明书14 4高级销售经理岗位职责说明书14 5销售经理岗位职责说明书14 6销售代表岗位职责说明书14 7销售助理岗位职责说明书14 文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:

17、CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q

18、2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:

19、CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q

20、2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:

21、CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q

22、2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1销售管理制度总则为把协力树立成知名品牌，为改变传统的销售及管理模式，迎接不断更新的销售变革，提高公司整体营销管理水平，充分调动与发挥销售人员的工作积极性，努力和

23、超额完成公司制定的销售目标，特制定颁布本制度，本制度作为规范销售工作的行为准则，销售部所有人员需遵照执行。本制度由由销售总监和公司行政部门监督，销售助理负责执行管理和解释。本制度自颁布之日起开始执行，如有调整则另行通知。一、销售部构成及职责说明1.销售部工作职责（1）完成公司制定的销售指标；（2）配合公司市场部执行各项市场工作；（3）积极配合技术部门做好客户服务工作；（4）按公司规定定期提供工作计划、工作报告等有关销售报表；（5）按公司的销售管理规定做好日常的每项工作。（6）提供合理化建议。2.销售部工作岗位及责权说明(见附表)2.1 销售总监2.2 分公司经理2.3 高级销售经理2.4 销售

24、经理2.5 销售代表2.6 销售助理二、销售部业绩考核及工资计算1.考核指标说明1.1 考核周期1)按月考核，并进行季度、年度考核。2)销售助理不参加销售提成。3)销售总监按全年考核享受销售提成。文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档

25、编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5

26、P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档

27、编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5

28、P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档

29、编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5

30、P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M11.2 考核内容考核标准高级销售经理销售经理销售代表年业绩标准年销售额 250万（团队除外）年销售额 150 万年销售额 80 万月新增客户标准8 个(ABC级别)

31、12 个(ABC级别)10 个(ABC级别)考核周期3 个月3 个月3 个月备注：1)A-一个月之内可以签订合同的客户；B-两个月之内可以签订合同的客户；C-三个月之内可以签订合同的客户。2)、试用销售人员考核周期内每月暂不发绩效工资，试用销售人员考核期内同时享受销售提成。3)、试用销售人员的绩效工资，在3 个月考核期完毕时合并统一评估，评估后的绩效工资在次月发放工资时候一并发放。如果一个考核周期没有达到公司的规定，公司将要求该员工重新进行培训。4)、试用销售人员重新培训后其上级批准可以重新工作，但在该员工未能够完成新考核期的任务前，仍旧执行试用期的待遇标准和绩效考核，完成任务后，对绩效合并统

32、一评估，并于次月补发绩效工资。5)、试用销售人员转正后，按转正的工资待遇支付，并改执行每月的绩效考核，转正后仍旧享受销售提成。2.销售部销售人员工资。销售人员每个月的收入包括：基本工资、绩效工资和销售提成和奖金。2.1 基本工资高级销售经理、销售经理、销售代表的基本工资由销售总监根据工作经验、销售水平、销售能力综合评估确定。销售总监有权根据其表现决定其基本工资的升降。2.2 绩效工资文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K

33、6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF

34、2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K

35、6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF

36、2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K

37、6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF

38、2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K

39、6 ZM3H7C6H9M1根据员工日常工作表现和遵守公司规章情况，公司给予每个员工设定绩效工资，绩效工资由员工自评，部门经理和人事部门复核。2.3 销售提成和奖金(1)合同回款提成对于来自代理商的回款额，计算提成时按照扣除支付给代理商的折扣和相关本合同当期所产生的应酬公关等费用后的金额计算。高级销售经理、销售经理、销售代表所签署的所有合同都按照回款额的5%发放提成；特价或特别项目按照奖金方式发放提成。(2)季度奖金根据回款额考核结果，总部将进行季度排名。在完成总部经过公司核定的销售计划任务的前提下，总部只对前3 名进行奖励。第一名奖励现金3000 元，第二名奖励现金2000 元，第三名奖励现金

40、1000 元。奖金由总部支出(3)年终奖高级销售经理、销售经理、销售代表完成了上级确定的年度销售任务额 80%以上，可以享有年终奖，年终奖的金额为该员工已经获得的全年提成总金额的 40%。如超额完成，年终奖的金额为该员工已经获得的全年提成总金额的 60%。销售总监提成：完成了部门的年度销售任务额80%以上，可以享有年终奖。年终奖的金额为该部门员工已经获得的全年提成总金额的5%。如超额完成，年终奖的金额为该部门员工已经获得的全年提成总金额的10%。(4)推荐金由公司内部非销售人员推荐并成交的客户，成交后由受益销售人员提供奖金，奖金从受益销售人员的提成中支付，比例为回款额的1%；销售人员推荐的但不

41、是由其本人完成或负责的销售也按照推荐金的规定执行。(5)特别嘉奖在完成总部经过公司核定的销售计划任务的前提下，对于年终全公司综合排名前 3 名分公司销售人员将分别获得8000 元、6000 元、4000 元的现金奖励。还可以免费参加公司组织的旅游活动。文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9

42、I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7

43、C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9

44、I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7

45、C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9

46、I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7

47、C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1(5)销售支持高级销售经理、销售经理、销售代表需要其它人的售前销售支持时，无论最终是否进行了工作，都需要向相

48、关人员支付费用。3-8 月按每人每天 50 元计算,9-12 月按每人每天100 元计算。天数的计算包括旅途的天数在内，不足一天按一天计算，费用按照计算结果从获得支持的销售人员的提成中进行支付。三、销售部日常管理制度1.规章制度销售部员工需遵守公司的基本管理制度，如行政人事管理制度、财务制度和研发实施制度，销售工作过程与上述制度有冲突时由销售总监协商解决。2.日常工作管理考勤制度（1）销售人员外出进行销售活动，回到公司后的一个工作日内必须填写客户跟踪进展表，并提交销售总监；（2）销售人员外出时应做好相应的计划和安排，避免浪费时间，提高工作效率；（3）在外出拜访客户时需要做客户分析讨论，需要相关

49、技术、销售及主管参加并作产品演示演习协助。拜访客户回来后第一时间需向销售总监（大区、分公司或办事处当地负责人）汇报拜访情况。（4）销售人员拜访客户时务必遵守预约时间。3.报价制度3.1 电话报价和非标准报价（1）OA产品按公司的规定报价，若特殊情况低于规定报价，须经销售总监批准。（2）中端(10-50 万合同额客户)或以上客户原则上不允许电话报价，了解足够信息（上线周期、年销售额、规模、信息化状况、需求兴奋点等）后可依据跟单需要酌情议价，并需得到上级主管的认可。文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K

50、6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF2O1K1G9I9 HV7A5P8Q2K6 ZM3H7C6H9M1文档编码:CF

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关键词：: 2022年公司软件销售管理制度 2022 公司软件销售管理制度

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