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中永集团·浙江中策电缆有限公司业务操作流程中国·中永集团浙江中策电缆有限公司[2013]第0002号营销业务规范操作流程编制人：葛乐丹审核人：吴振保批准：中永集团·浙江中策电缆有限公司营销政策-1-目录第一章营销中心划分及营销总公司各部门职能·······································1第一条营销中心划分··············································································1第二条营销中心分管经理职责··································································1第三条营销中心营销经理职责··································································2第四条商务部职责·················································································2第二章营销责任书签订······································································3第五条营销经理责任书签订·····································································3第六条办事处责任书签订········································································3第七条进行商合同签订···········································································3第三章基本工资、差价、提成和年终奖励结算流程································3第八条确认结算日及结算人·····································································3第九条基本工资结算流程········································································3第十条差价结算流程··············································································4第十一条提成结算流程··············································································4第十二条年终奖励结算流程········································································5第十三条提留风险保证金流程·····································································5第四章货款回笼奖罚息流程································································6第十四条货款回笼奖罚息考核流程·······························································6第五章业务规范的操作流程································································7第十五条项目注册及开具法人授权委托书流程················································7第十六条招投标流程·················································································8中永集团·浙江中策电缆有限公司营销政策-2-第十七条价格管理流程·············································································10第十八条合同管理流程·············································································11第十九条订单管理流程·············································································13第二十条发货管理流程·············································································14第二十一条运输管理流程··········································································16第二十二条发票管理流程··········································································17第二十三条商品发货单管理流程·································································19第二十四条售前、售中服务流程·································································20第二十五条售后服务流程··········································································20第二十六条退货管理流程··········································································22第二十七条应收账款管理流程····························································23第二十八条文件资料管理流程····································································24第五章其他第二十九条—第三十三条········································································24中永集团·浙江中策电缆有限公司营销政策第-1-页共25页中国·中永集团浙江中策电缆有限公司[2013]第0002号营销业务规范操作流程第一章营销中心划分及营销总公司各部门职能：第一条营销中心划分：1.省内营销中心：负责对省内“浙缆”、“中永”牌电线电缆市场的布局和定位，实行经销商管理制，在地级市设总经销商，以销售橡套电缆为主。2.省外营销中心：负责对省外“浙缆”、“中永”牌电线电缆市场的布局和定位。3.驻外办事处：负责对授权区域内“浙缆”、“中永”牌电线电缆业务开展。4.专项营销中心：负责对全国“浙缆”、“中永”牌矿缆、船缆、特种电缆等橡套类产品等市场的布局和开发。4.国际贸易营销中心：负责“浙缆”、“中永”牌电线电缆对外贸易的开展。第二条营销中心分管经理职责：1.根据与公司签定的《营销责任书》条款，对所分管的营销工作负责，经常向总经理汇报销售情况。2.搞好市场预测和调研，根据市场需求及时调整营销策略，不断拓宽销售渠道，提高产品在市场上的占有率。3.组织制定中长期销售方针目标和编制月、季、年销售计划，并认真抓好落实，做到周有布置，月有检查，年有总结。4.负责对营销经理进行管理，调动销售人员的积极性，建立完善的销售网络，扩大代理商的覆盖面，并经常保持联系，及时组织供货。5.及时掌握有关产品和工作的反馈信息，切实组织将售后服务，解决各种有关问题；6.对客户进行严格考察，规避诈骗风险。中永集团·浙江中策电缆有限公司营销政策第-2-页共25页7.严格控制和逐步压缩销售费用，节约开支，降低销售成本。8.认真组织销售货款回笼工作，及时催收外欠款，保证资金周转，提高企业经济效益。第三条营销中心营销经理职责：1.根据与公司签定的《营销责任书》条款，开展营销活动，经常向分管经理汇报销售情况；2.收集信息，了解当地市场客户需求及竞争对手情况；3.进行信息处理、分析，确定市场目标；4.负责收集、整理、归纳市场行情、新产品、替代品、客源等信息资料，提出分析报告，为领导决策提供参考；5.与潜在客户联系、维持市场份额、完成订单、信息反馈；6.负责售后支持监督、协调工作；7.负责应收账款回笼的具体工作。第四条商务部职责：1.负责报价、核价、下单、核单、发货、运输、业务结算等销售内勤工作。2.负责公司营销文件资料和销售合同的评审、管理、归类、整理、建档和保管工作；3.负责各类销售指标的月度、季度、年度统计报表和报告的制作、编写，并随时答复领导对销售动态情况的询问；4.对合同执行情况进行跟踪、督促，建立每个合同的《合同履行一览表》，编制每个月、季、年度合同履行情况的统计表。将结果报总经理、营销经理。根据需要，合同执行情况可反馈给顾客；5.编制年度及月度工作计划及资金回笼使用计划；汇总及总结各片区的年、月资金回笼情况；督促营销经理的资金回笼。6.接、发、处理、保管一切商务来电来函及文件。对客户反馈的意见进行及时传递、处理。建立用户档案；7.负责对办事处、各市场部客户服务，协助营销经理做好上门客户的接待和电话来访工作；在营销经理缺席时，及时转告客户信息，妥善处理；8.负责客户、顾客的投诉记录，协助有关部门妥善处理。9.逐步推广使用电脑信息系统处理营销资料，妥善保管电脑资料，不泄露销售秘密。完成总经理临时交办的其他任务；10.协助营销经理回款；提供应收帐款及其相关信息；中永集团·浙江中策电缆有限公司营销政策第-3-页共25页第二章营销责任书签订第五条营销经理责任书签订：营销经理需填写《销售区域申请表》注明责任片区及销售指标，提交商务部经理处经分管经理和总经理审批通过后，由商务部经理拟定《营销责任书》交营销经理确认签字，公司确认盖章生效。《营销责任书》一式两份，一份由营销经理妥善保管做为年终结算依据，另一份由商务部商务统计存档备案。第六条办事处责任书签订：（同第五条）第七条经销商合同签订：营销经理发展经销商必须填写《经销商申请表》注明经销区域、销售指标、授信额度及其他约定并提供经销商的营销执照等证件，提交商务部经理处经分管经理和总经理审批通过后，由商务部经理拟定《经销商合同》，经由公司与经销商共同确认签字并盖章生效。《经销商合同》一式三份份，营销经理、经销商、商务部商务统计各一份。第三章基本工资、差价、提成和年终奖励结算流程第八条确认结算日及结算人：截止本年12月25日止停止一切业务操作，12月26日-12月31日为年终结算日。一切业务结算由商务部商务统计按公司政策进行结算。第九条基本工资结算流程：1.在年终结算日期间，营销经理提供《营销责任书》给商务部商务统计做为结算依据，商务统计根据《营销责任书》和营销经理本年度的货款回笼情况结算工资。2.商务统计制作《基本工资结算表》交商务部经理、分管经理、财务总监、总经理等审批通过后，按实际结算金额计入营销经理个人账户。3.营销经理基本工资：营销经理基本工资公司先预支1500元/月，多退少补。①.货款回笼在500万元以内：1000元/月。②.货款回笼在500-1000万