First, the division of labor and responsibilities of the sales branch under the division of labor The
sales branch consists of departments:
business department, foreign trade department, comprehensive management department, Inner Mongolia Baotou office, Shandong Zibo office, technology development department.
Responsibilities of each department:
1. Business Department: responsible for contracting domestic business and communicating and coordinating after-sales service with users;
2. Foreign Trade Department: responsible for contracting foreign trade business and communicating and coordinating after-sales service with users;
3. General Management Department: responsible for the daily management of the sales branch, and regularly submit data and forms to the relevant departments of the company, and be responsible for the delivery and transportation of the company's products;
4. Inner Mongolia Baotou Office: carry out business in Inner Mongolia and surrounding areas, contract orders, and do a good job in after-sales service for users in the region;
5. Shandong Zibo Office: carry out business in Shandong and surrounding areas, contract orders, and do a good job in after-sales service for users in the region;
6. Technology Development Section: responsible for the company's product development, improvement and other design work, responsible for the transformation of external project drawings, and cooperate with marketing and production to do a good job in technical services.
II. Provisions on the Management of User Information
1. The General Management Department is the centralized management department of user information;
2. Each salesman in each department should actively collect relevant information, and timely report to the manager of the department by the department manager every month to the comprehensive management department for registration and filing, and the comprehensive management department will assess the amount of information collected by each department. The business department of the sales branch, the foreign trade department, the Shandong Zibo office, and the Inner Mongolia Baotou office will report the user information of the month to the comprehensive management department before the 30th of each month, and the specific indicators are: .....
The salesman or trainee salesman who has not completed the customer information survey in the current month will be warned, and the salesman who has not completed the target for three consecutive months will be given a suspension of commission or benefit award.
3. The General Management Department shall establish information registration files for the information provided by various departments. The comprehensive management department for different information in different regions, equipment types, etc., to the corresponding departments for tracking, each department to grasp the information, according to the project to implement the specific business personnel tracking;
4. All departments should report the information of their headquarters in a timely manner, give certain punishments to those who fail to report, and seriously deal with those who cause serious consequences. Information is directly related to the company's economic benefits, and no one is allowed to diffuse or disseminate information to other departments, units or individuals without approval, and once found, the responsible person will be removed from the sales team;
5. The comprehensive management department will make statistics on the order information of the products every month and report it to the company's leaders for review.
6. The managers of each department of the sales branch can directly access the user information files, and other personnel must be approved by the manager of the sales branch.
3. Project leader management system
1. The project leader refers to the person who has the power and responsibility for a certain work (such as information collection, tracking and processing, negotiation of equipment and products, some links of signing contracts, some links of after-sales service, etc.) in the marketing work, and is fully responsible for the entire work of the project under the management of (designated), and is the important responsible person of the project. The person in charge of the project is arranged and appointed by the department manager, and the manager of the sales branch is appointed for major projects.
2. The project leader should keep abreast of the progress of the project, actively exchange and communicate with the user and the relevant departments within the company for information, data, documents and other relevant information, and the project leader is responsible for formulating and preparing the project cycle and schedule, and carrying out project implementation and tracking according to the cycle and schedule;
3. The person in charge of the project shall organize the contract review in strict accordance with the procedures stipulated in the ISO9000 quality management system, revise and supplement the contract documents, and monitor the products provided to customers;
4. The project leader is responsible for organizing the technical and business negotiations of the partners, and is responsible for signing the contract according to the agreements reached by both parties;
5. After the contract comes into effect, the project leader shall take the initiative to supervise the implementation of the contract on behalf of the user, understand and grasp the implementation status of the contract, and coordinate, communicate and supervise the relevant departments to strictly implement the contract in a timely manner when problems are found;
6. The project leader is responsible for replying to the user's letters and calls, responsible for the user's visit and visit reception, and actively solving the relevant requirements put forward by the user in the process of contract implementation and the expediting and coordination and management of the information and products provided for the user;
7. The person in charge of the project is responsible for completing the collection of advance payment, progress payment, payment, warranty money and other work specified in the contract, and completing the payment collection task according to the plan requirements of the sales branch;
8. The person in charge of the project is responsible for coordinating the relevant departments to solve the problems found in the installation and commissioning process of the product in a timely and effective manner, and should actively report to the relevant leaders on the difficult problems to promote the comprehensive and smooth completion of the project;
9. Establish a project team for major projects, which shall be composed of team members proposed by the project leader, and the project team leader shall be appointed by the general manager of the company.
Fourth, the work contact list transmission process management system
1, the sales branch and other departments of the business coordination of the implementation of the work contact list system;
2. If the preparatory work (technical data, production cycle, schedule, purchase price, etc.) before signing the contract needs to be coordinated with the relevant departments, the project leader or department manager shall organize and transmit it;
3. During the execution of the contract, according to the requirements of the user, it is necessary to coordinate with the relevant departments (such as technical data, data modification, supplementary contracts, etc.), and the project leader or contract administrator is responsible for organizing the transmission;
4. In the after-sales service, the project leader or the department where the project is located is responsible for organizing and delivering the problems that occur in the process of unpacking, pointing, installation and commissioning, etc., and coordinating with relevant departments to solve them;
5. The project leader is responsible for organizing the delivery of the work contact form to the contract administrator of the comprehensive management department for the production progress, supporting situation, delivery time, finished product delivery form, product delivery and other matters proposed by the user;
6. The manager of the contract execution department or the person in charge of the project is responsible for passing the work contact sheet to other units other than the company, and sending the contact list to the contract administrator for the record;
7. Fill in the contact form to standardize, fill in the required content, need to receive the signature, archive should be done to sign for future reference, all work contact sheet should be loaded into the product contract file, shall not be kept privately.
8. The contact list of each department shall be registered by the unified number of each department, and the number of the contact single account is as follows: HAY05*** of the business department; Ministry of Foreign Trade HAW05***; General Management Department HAG05***; Shandong Office HAS05***; Baotou Office HAB05*** (contact form and ledger format attached)
5. Daily comprehensive management regulations
1. The comprehensive management department is responsible for comprehensive statistics, management of relevant information, and providing a basis for the decision-making of the company's leaders;
2. Hospitality management system for guests and users;
(1) Before the customer visits, the project leader or the business department shall make a detailed reception plan and report to the General Management Department the purpose, schedule, personnel, and positions of the customer's visit.
(2) After receiving the report, the General Management Department shall arrange the implementation according to the plan (our reception personnel, meeting place, car situation, dining place, gift standard, schedule, etc.), and assist the business department to do a good job in reception.
(3) Guests who come to the company due to production progress, delivery, etc., should help arrange accommodation.
(4) If the guests need to visit the scenic spots after coming to the company, the management department will coordinate and arrange them according to the reception plan proposed by the business department.
(5) The General Management Department shall make a reception summary and register and archive after each reception.
3. Regulations on the management of gifts;
(1) The department manager shall report the gift to the sales branch manager in advance on the unit, personnel and gift price of the gift, and can only be arranged after approval. Report to the General Management Department in Shenyang, and the General Management Department will make unified arrangements.
(2) The salesman must ask for instructions in advance and be approved by the department manager before proceeding, otherwise the party concerned shall be responsible for all expenses.
(3) The party who purchases the gift shall keep a valid bill. All ministries should purchase according to the gift list approved by the leadership, compare the quality and price, and put an end to the phenomenon of fakes.
4. Management regulations on the payment of agency fees and intermediate fees;
(1) The negotiation and payment of selection fees, agency fees, thank you fees, commissions, etc., must be requested from the company's leaders in advance and can only be implemented after approval, and the above agreements must be signed by the manager in charge to be valid.
(2) After the selection fee, agency fee, thank you fee, commission and other agreements are signed, they must be reported to the General Management Department for registration and filing, and the payment of various expenses must be submitted to the General Management Department for approval by the company's leaders before they can be paid.
(3) In order to ensure the deepening of cooperation between the two sides, the determination of intermediary fees and the transparency of payment must be controlled within a certain range to avoid adverse effects.
5. Management of valuables;
(1) For equipment (including computers, photographic equipment, etc.) of more than 2,000 yuan, accounts should be registered.
(2) It is necessary to set up a special person to manage the company's valuables and take precautions to prevent theft.
(3) Important equipment may only be used for work, and shall not be engaged in private activities other than work.
(4) If the article is damaged, it should be reported to the General Management Department for maintenance immediately, and the work shall not be affected.
6. Management of daily work discipline and code of conduct (refer to the company's relevant management regulations);
7. Meal system and standard regulations (refer to the relevant management regulations of the company)
6. Delivery and transportation procedures of products
1. Before the product is produced, the signing department and the user shall determine the delivery form, arrival location, contact person, contact information, transportation route and capacity, etc., and notify the comprehensive management department in the form of a work contact form;
2. The General Management Department is responsible for organizing the shipment. According to the "Completion Notice" of the Production Department of the Manufacturing Department, the General Management Department communicates with the project leader or user in a timely manner to determine the delivery date. According to the number of boxes, weight and other factors of the product, the transportation price is determined by comparing quality and price. If the user bears the freight, he shall assist in handling the relevant matters;
3. The general management department is responsible for handling the procedures for the products to go out, and notifying the manufacturing department to arrange loading according to the transportation and user requirements.