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销售承包,是我国企业销售部门推行经济责任制较为广泛的一种形式。它责权利明确,“自我管理”原则显著,运作十年来成效卓著,诚然,它尚未达到尽善尽美的境地,但只要我们不断加以改进完善,以规范程序约束它,销售承包仍不失为现实的最佳选择。一、销售承包的步骤企业采用销售承包,无论其形式如何,一般应按以下四步进行:第一步:调查研究。由于销售承包将销售人员的经济利益与销售业绩紧紧地捆在一起,所以企业在进行销售承包时,首先要认真做好下列几方面的调查研究
Sales contracting is a more extensive form of economic responsibility system implemented by the sales department of Chinese enterprises. It has a clear and responsible right and a “self-management” principle. It has achieved outstanding results in ten years of operation. It is true that it has not yet reached the perfect situation. However, as long as we continue to improve and perfect it and regulate it with standardized procedures, sales contracting remains the most realistic. Best choice. First, the steps of sales contracting companies using sales contracting, regardless of its form, generally should be carried out in accordance with the following four steps: The first step: investigation and research. Since sales contracting binds the economic interests of sales personnel tightly with sales performance, companies must first do a good job of investigating the following aspects when conducting sales contracting.