营销经理与主任的职责剖析.ppt

营业所主任的职责 建立新线路及调整现有线路 - 定期按线路制定线路图 - 确保所有客户资料/路线手册的准确性 - 按实际在线路中增加新客户,调整长期不成交客户 - 为各类型的客户执行服务政策(拜访频率,拜访日期…) - 根据销量,线路时间等平衡线路 营业所主任的职责 控制线路中各步骤 按“线路跟踪”的要求执行跟线检查(详见“线路跟踪”模块) 追踪业代在办公室,路途及售点内的每个动作 直营预销员 Total Working Hours 11 hours 16 minutes Commute Time = 24 minutes Calls per Day = 40 Cases per Day = 39 (每天销量) ACTIVITY TIME DURATION EARLIEST LATEST FLUCTUATION FROM HOME 7:32 0:24 7:20 7:40 0:20 START WORK 7:56 0:21 7:52 7:57 0:05 LEAVE FOR FIELD 8:17 8:43 8:12 8:22 0:10 RETURN FROM FIELD 17:00 1:48 16:01 17:18 1:17 END OF DAY 19:12 　 18:45 19:23 0:38 Office End of Home Work Field Arrival Day From 7:32 7:56 8:17 17:00 19:12 Start Leave for 　 In-Office On Route In- Outlet On Route In- Office Activities 直营预销员在售点 的时间 Activity Total Min Min/Outlet Account Development I/Outlet - Communication (Sales) 152.86 3.92 I/Outlet - Promotion activity 24.95 0.64 Subtotal 177.81 4.56 Merchandising I/Outlet - Stocking warm 32.33 0.83 I/Outlet - POS set-up 22.55 0.58 I/Outlet - Stock inventory/rotation 18.64 0.48 I/Outlet - Check outside adv. 3.43 0.09 I/Outlet - Stocking cold 2.56 0.07 I/Outlet - Travel with prod. 0.57 0.01 I/Outlet - POS cleaning 0.33 0.01 Subtotal 80.41 2.06 Misc I/Outlet - Paper work 32.89 0.84 I/Outlet - Communication (Non-Sales) 23.46 0.60 I/Outlet - Waiting 9.55 0.24 I/Outlet - Travelling 8.81 0.23 I/Outlet - Telephone 5.66 0.15 I/Outlet - Park/Move vehicle/Bike 1.95 0.05 I/Outlet - Personal Time 1.93 0.05 I/Outlet - Misc 1.84 0.05 Subtotal 86.10 2.21 I/Outlet - Order generation 15.10 0.39 Total In Outlet 359.42 9.22 Activities 直营预销员在途, 在办公室的时间 Activity Total Min In Office AM I/Off AM - Paper work/POP 7.63 I/Off AM - Travelling 3.53 I/Off AM - Meeting (General) 6.61 I/Off AM - Misc 1.53 I/Off AM - Communication(Non-Sales) 0.81 I/Off AM - Personal time/Breakfast 0.46 I/Off AM - Waiting 0.38 I/Off AM - Vehicle/Bike Check 0.29 I/Off AM - Telephone 0.21 Subtotal 21.44 In Office PM I/Off PM - Meeting (General) 46.71 I/Off PM - Paper