北汽福田汽车股份有限公司营销公司二OO六年十一月目录前言................................................................................1第一部分：经销商组织架构及职能职责.....................................................21、经销商组织机构......................................................................22、部门职能职责说明....................................................................43、职位说明............................................................................54、考核管理...........................................................................174.1绩效考核流程....................................................................174.2各岗位考核项肯阜郑卤恚?...................................................174.3岗位职责考核....................................................................184.4工作态度考核....................................................................20第二部分：客户管理...................................................................211、目的...............................................................................212、适用范围...........................................................................213、术语...............................................................................214、客户管理...........................................................................214.1客户开发与管理..................................................................214.2客户投诉........................................................................29第三部分：顾问式销售流程.............................................................321、目的...............................................................................322、适用范围...........................................................................323、销售流程...........................................................................323.1售前准备........................................................................323.2客户接待........................................................................333.3客户需求分析.................................................................