区域经理实战手册brifvwau.doc

目 录 序·································································杜建君（1） 前言 怎样做一个成功的区域经理？··········································（4） 角色篇 第一章 一个重要的角色·····················································（3） 　第一节 崛起一个中坚阶层·················································（3） 　　一.区域市场催生区域机构···············································（3） 　　　1．重视区域市场／2.设置区域销售机构 　　二. 一个阶层的产生····················································（6） 　　三．肯定与荣誉························································（8） 　　四．不菲的身价························································（8） 　　五．价值创造高薪······················································（9） 　第二节 在企业中的角色···················································（9） 　　　真人感言 投入地感受一次－一一个区域经理的职业体验 　　一. 区域经理的职能和角色··············································(13) 　　　1. 区域分支机构的职能／2.区域经理的岗位职能 　　二．区域工作要点······················································（15） 　　　1．经营分支机构／2.把好财务做好公关／3.核心：销售管理／ 　　　4. 人力资源管理／5．日常经营管理 　　　案例：科龙的分公司管理 第二章 强者的生存方式·····················································(25) 　第一节 追求职业生涯的成功···············································(25) 　　一. 强烈的目标动机····················································(25) 　　二．避开成长的误区····················································(26) 　第二节 区域经理的成长规划···············································(27) 　　一. 明确的职业目标规划················································(27) 　　　1.用SWOT做自我分析／2.目标的概念／3.一定要完成目标／ 　　　4.扩大自己的朋友圈子 　　二．区域经理的成长过程················································(30) 　　　真人感言从促销员到名企的大区经理／1．区域经理的一般成长过程 　　三．务实的计划························································(34) 　第三节 彻底的执行·······················································(37) 　　一．行动、行动、再行动！···············································(37) 　　二．冲锋、冲锋、再冲锋！···············································(37) 　　　　案例：决不放弃 　　三．不断地学习与反省··················································(42) 　　　1．突破成长的瓶颈／2.成功者的智慧 　　四．成功青睐有好习惯的人· ········································（44） 第三章 区域经理是这样炼成的························