国际市场客户拜访流程.docx
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国际市场客户拜访流程.docx
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国际市场客户拜访流程
Revisionstatus
Edition
Notetochange
Preparedby
Examinedby
Approvedby:
1.0
New
DongTao
LiuXueMinLiLi
StandingCommitteeofMarketingCommittee
2.0
RevisedaftertheadjustmentoforganizationalstructureofInternationalMarketingDept.
Preparedby:
DongTaoDepartment:
Date:
Examinedby:
LiuXueMinLiLiDepartment:
Date:
Approvedby:
StandingCommitteeofMarketingCommittee
Department:
Date:
2001.04.01
1.Purpose
Thisprocessisformulatedtostandardizeactivitiesofvisitingcustomersininternationalmarketingandtomaketheworkofvisitingcustomersbemorestandardizedandeffectiveandconductedwithbetterplans.
2.Applicablescope
Tobeapplicabletoimportantcustomervisitingofinternationalmarketingpersonnelstationedabroad.
3.Businessprocess
Thecustomervisitingininternationalmarketingisstandardizedbythefollowingprocess.Refertoworkinstructionsforthemainpointsofimplementation.
4.Workinstructions
4.1CustomervisitingplanCustomermanager
Planistheimportantpreparationofcustomervisiting.Plansshouldbemadeinadvanceforvisitingimportantcustomers,especiallyvisitingactivitiesdemandingthesupportoftheleadersoftheCompanyandRegionalDivision.(SeeattachedVisitSchedule)
4.2Omitted.
4.3ApplyforsupportCustomermanager
Forthecustomervisitingactivitiestobesupportedbyhigh-rankingleaderswithpositionabovetheManagerofInternationalMarketingDept.,applicationshallbefiledtoRegionalDivision.AftertheapprovalbyRegionalDept.,CustomerRelationManagementDept.ofInternationalMarketingDept.shallapprovetheapplicationandconductcoordinationworksothatrelevantleaderscanarrangeitineraryandmakepreparationsforgoingabroad(UseattachedFormofApplicationforVisitSupportedbyHigh-rankingLeaders)
4.4TheCustomerRelationManagementDept.shallexamineandapproveTheapplicationforvisitingactivitiestobesupportedbyhigh-rankingleaderswithpositionabovetheManagerofInternationalMarketingDept.andconductcoordination.ThesupportofotherpersonnelshallbedirectlyexaminedandapprovedbyRegionalDivision.
4.5Collectinformationaboutcustomers’activitiesCustomermanager
Forpurposeofensuringourpersonnelcanmeetcustomers,customermanagershallfirstinquireofthecustomersthemselvesortheirsecretarialpersonnelabouttheirarrangementofactivitiesbeforeaskingforanappointmentsoastodeterminethemanner,placeandtimeofvisitingthatareconvenienttocustomers.
4.6AppointmentforcustomervisitingCustomermanager
Appointmentmustbemadebeforevisitingcustomers.Customermanagershallsubmitaformalletterofappointmentforvisitingtothecustomertobevisitedafterdeterminingthemanner,timeandplaceofvisiting.Thelettershallindicate:
(1)Maincontentofvisit;
(2)visitingpersonnel;(3)Date,placeandmannerofvisit.Forthevisitstobepaidtominorcustomers,formalletterofappointmentcanbereplacedwithtelephoneasthecasemaybe.
4.7FormulateplanofcustomervisitingCustomermanager
Customermanagershalldeterminetheplanofcustomervisitingbasedontheabovework.Theplanshalldefine:
(1)purpose;
(2)relevantbackground;(3)manner,timeandplace;(4)Visitingpersonnel;(5)publicitymaterialstobeprepared;(6)documentstosubmitted(7)necessarygifts.Generally,awrittendocumentneedstobepreparedandsubmittedatthetimeofvisitingsothatcustomersmaywriteinstructionsthatarefavorabletotheCompanyatthetimeoforafterthevisiting.Besides,BackgroundInformationaboutImportanceCustomerstobeVisitedshallbepreparedforreferencebythepersoninchargeofthevisitsothatheknowswellthecontentsofthesubjecttobetalkedabout.(UsetheattachedformsincludingPlanofVisitingImportantCustomersandBackgroundInformationaboutImportanceCustomerstobeVisitedandSummaryofTalkswithImportantCustomers).
4.8ReportmarketconditionsRepresentativeoffices
RepresentativeofficesshallreporttheconditionsoflocalmarkettoleadersoftheCompanyorRegionalDivisiongivingsupportandreportthepurposeofthisvisitaccordingtotheactualconditionsofmarketsoastomakerelevantleadersfurtherknowtheconditionsoftheregionalmarket.
4.9ConfirmtheplanofcustomervisitingCustomermanager/SuperintendentofRepresentativeOffice/Relevantleaders
Themainvisitingpersonnelshallrevisetheabove-mentioneddraftofcustomervisitingthroughdiscussionandformtheplanofcustomervisiting.
4.10Preparationsforcustomervisiting(documentstobesubmitted,giftsandpublicitymaterials)C
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- 关 键 词:
- 国际市场 客户 拜访 流程