Pushing ahead, East, North, West development, facilitating shanty, complete xincheng West Road, stability and reconstruction of the street, Star Ding garden built century Garden District, subject public housing construction, heating the gas expansion accelerated implementation, Jing Rui River and bridge style line solid shaft, further expanded the town development. Beautiful country adhere to the advance and typical for a group to lead. According to \ogical lay based, and industry increased income, and live upgrade civilization, and culture rich connotation\caught built beautiful village, and whole village advance, and easily relocation, and \built\ct near 30 a; depth into ecological, and industry, and culture, and tourism, elements, high standards caught party original city Liu, and jade are Xia AO, model village, in province City set has benchmark. Four is equal benefits to promote sharing, coordinated development of various social undertakings. In the case of rigid spending slowing revenue growth, increase, financial 75% to the people's livelihood, the masses have more access in the sharing. Cuoban something good and benefit. Adhere to the affordable, best, carefully cuoban village oil, water and heat, cultural, city and County columns practical, developments benefit families, bring more welfare to the masses. Development of social convenience. Acceptance of balanced development of compulsory education through the national assessment, the County vocational education center was named \onal education in China\batch of national reform and development model through provincial ... Five is to deepen reform and innovation to break bottlenecks and endogenous development of effective fire. As an engine of dynamism, adding reform key to adopting reform measures stress energy and break bottlenecks and promoting development. Pay close attention to the key areas of reform. Conscientiously implement the provincial deployment and cancel, adjustment, to undertake the administrative approval items according to Regulation 347 to further improve administrative efficiency continuing deepening reform for poverty alleviation, speeding up rural land right registration certification pilot project, encouraging the orderly transfer of land management, utilize the land resources, in order to promote scale management laid the Foundation. Actively cultivate the market. Firmly establish a market-oriented, nurturing family farms, industrial users, professional cooperation organization new market management main body 456, effectively improve the industry, intensive and marketization of encouraging support social capital into the small micro-credit, urban development, culture and tourism, public services and other areas, easing development shortfall. To promote mass innovation. To support the rural sector to use new thinking and new ideas, creative work incentives such as actively promoting financial intermediation, bring added 159 in non public enterprises, individually-1540, created aCRM系统管理制度
总则：
一、适用范围
本公司在市场上所有直接客户与间接客户都应纳入本制度管理系统。
二、基本原则
1、 客户关系管理系统中的信息应该根据客户情况变化，及时进行维护和调整。 2、 客户关系管理不仅是对现有客户进行管理，也是对潜在客户进行管理。 3、 客户关系管理数据资料由专人进行负责，公司内部职员根据不同权限进行查询。
管理细则
一、销售机会与分单管理
销售机会及分单管理分如下几个阶段：录入阶段、审核阶段、跟单阶段、关闭阶段(成功关闭或失败关闭)四个阶段。 1、录入阶段：
销售人员（销售助理）在系统中录入潜在销售机会的相关资料到CRM系统的销售机会和客户资料中，并提交审核评估；录入客户资料时，须填写客户名称、联系人、电话、机会来源、区域、发起说明，缺一不可； 2、销售机会评估审核阶段：
提交销售机会后，销售经理或助理须对其中的客户名称、联系人、电话等信息的准确性进行审核评估，符合公司要求后方可审批通过； 销售机会撞单检查：
如销售机会无撞单提示且信息完整，则该销售机会登记成功；
如销售机会有撞单提示，则该销售机会登记失败，不允许销售人员继续跟踪该销售机会；
Pushing ahead, East, North, West development, facilitating shanty, complete xincheng West Road, stability and reconstruction of the street, Star Ding garden built century Garden District, subject public housing construction, heating the gas expansion accelerated implementation, Jing Rui River and bridge style line solid shaft, further expanded the town development. Beautiful country adhere to the advance and typical for a group to lead. According to \ogical lay based, and industry increased income, and live upgrade civilization, and culture rich connotation\caught built beautiful village, and whole village advance, and easily relocation, and \built\ct near 30 a; depth into ecological, and industry, and culture, and tourism, elements, high standards caught party original city Liu, and jade are Xia AO, model village, in province City set has benchmark. Four is equal benefits to promote sharing, coordinated development of various social undertakings. In the case of rigid spending slowing revenue growth, increase, financial 75% to the people's livelihood, the masses have more access in the sharing. Cuoban something good and benefit. Adhere to the affordable, best, carefully cuoban village oil, water and heat, cultural, city and County columns practical, developments benefit families, bring more welfare to the masses. Development of social convenience. Acceptance of balanced development of compulsory education through the national assessment, the County vocational education center was named \onal education in China\batch of national reform and development model through provincial ... Five is to deepen reform and innovation to break bottlenecks and endogenous development of effective fire. As an engine of dynamism, adding reform key to adopting reform measures stress energy and break bottlenecks and promoting development. Pay close attention to the key areas of reform. Conscientiously implement the provincial deployment and cancel, adjustment, to undertake the administrative approval items according to Regulation 347 to further improve administrative efficiency continuing deepening reform for poverty alleviation, speeding up rural land right registration certification pilot project, encouraging the orderly transfer of land management, utilize the land resources, in order to promote scale management laid the Foundation. Actively cultivate the market. Firmly establish a market-oriented, nurturing family farms, industrial users, professional cooperation organization new market management main body 456, effectively improve the industry, intensive and marketization of encouraging support social capital into the small micro-credit, urban development, culture and tourism, public services and other areas, easing development shortfall. To promote mass innovation. To support the rural sector to use new thinking and new ideas, creative work incentives such as actively promoting financial intermediation, bring added 159 in non public enterprises, individually-1540, created a如客户名称、联系人、电话等信息不完整，该销售机会将打回重新修改； 3、跟单阶段：
销售机会登记成功后，销售人员须及时维护、更新自己销售机会的各项信息，如：活动，任务，联系人，样品，竞争分析等。严格跟进销售机会的各个阶段，以便自己和销售主管都可掌握到销售机会的最新信息。需要及时维护的销售机会信息包括： ●销售进度：须及时调整为最新的销售进度。
●成功率估计：该百分比可能会随着机会的销售推进有改变，因此最初提交的预计成功率需及时调整;
●客户档案和联系人信息是公司的重要资源，因此在销售过程中，须及时将每一个客户档案和联系人的详细信息填写完整和准确;
●竞争对手：及时记录机会推进过程中遇到的竞争对手，以便公司采取对策，通过分析指导今后的销售工作。
●销售活动：即针对每一个机会做了哪些活动来推进机会的成功关闭，也可反映出每一个活动的执行，对客户产生了哪些影响。 ●销售合同：成功签约的机会，必须录入合同。
●项目总结：对每一个机会最终状态确定后进行相关的总结。 4、关闭阶段
●销售经理或助理须及时对所有客户及机会信息的完整性和准确性进行关闭确认。 ●销售人员必须在机会结果得到确认后(如：已和客户签定合同)的一个工作日内在系统中关闭销售机会；
●销售经理或助理须确认已成功关闭的销售机会信息是否与销售合同信息一致； ●如已关闭销售机会的客户及销售机会信息完整并准确，则可直接做最后的销售机会关
Pushing ahead, East, North, West development, facilitating shanty, complete xincheng West Road, stability and reconstruction of the street, Star Ding garden built century Garden District, subject public housing construction, heating the gas expansion accelerated implementation, Jing Rui River and bridge style line solid shaft, further expanded the town development. Beautiful country adhere to the advance and typical for a group to lead. According to \ogical lay based, and industry increased income, and live upgrade civilization, and culture rich connotation\ thought, caught built beautiful village, and whole village advance, and easily relocation, and \built\ct near 30 a; depth into ecological, and industry, and culture, and tourism, elements, high standards caught party original city Liu, and jade are Xia AO, model village, in province City set has benchmark. Four is equal benefits to promote sharing, coordinated development of various social undertakings. In the case of rigid spending slowing revenue growth, increase, financial 75% to the people's livelihood, the masses have more access in the sharing. Cuoban something good and benefit. Adhere to the affordable, best, carefully cuoban village oil, water and heat, cultural, city and County columns practical, developments benefit families, bring more welfare to the masses. Development of social convenience. Acceptance of balanced development of compulsory education through the national assessment, the County vocational education center was named \onal education in China\batch of national reform and development model through provincial ... Five is to deepen reform and innovation to break bottlenecks and endogenous development of effective fire. As an engine of dynamism, adding reform key to adopting reform measures stress energy and break bottlenecks and promoting development. Pay close attention to the key areas of reform. Conscientiously implement the provincial deployment and cancel, adjustment, to undertake the administrative approval items according to Regulation 347 to further improve administrative efficiency continuing deepening reform for poverty alleviation, speeding up rural land right registration certification pilot project, encouraging the orderly transfer of land management, utilize the land resources, in order to promote scale management laid the Foundation. Actively cultivate the market. Firmly establish a market-oriented, nurturing family farms, industrial users, professional cooperation organization new market management main body 456, effectively improve the industry, intensive and marketization of encouraging support social capital into the small micro-credit, urban development, culture and tourism, public services and other areas, easing development shortfall. To promote mass innovation. To support the rural sector to use new thinking and new ideas, creative work incentives such as actively promoting financial intermediation, bring added 159 in non public enterprises, individually-1540, created a闭确认，关闭确认后的销售机会是不可以修改的。如已关闭销售机会的客户或销售机会信息有误，则须先调整后才允许进行关闭确认。
●对于失败关闭的销售机会，销售经理需及时核对，核查失败关闭的原因。 二、 销售计划管理(管理层报表)
1、 销售计划功能是进行销售业务分析和管理的重要工具;
2、 销售计划中的计划时间时间和金额，与商业机会中的各项收入数据紧密相关，因此商业机会中收入数据的预测准确性，将直接影响销售预测数据的准确度和可信任度。 三、 违规处罚
1、销售人员(包括所有涉及销售业务的人员)
●所有销售机会都须及时录入到系统中并提交审核，否则，凡系统中无记录的客户成交后，一律不记该销售人员的销售业绩、销售提成及相关奖金;直至信息完善位置；
●如销售人员跟踪某客户销售机会且跟踪失败，并且没有在系统中注册该客户销售机会，此类情况一旦被公司发现，该销售人员将会受到公司的严厉惩罚(罚款1000元/次)； ●如销售机会跟踪失败，销售人员须及时将该销售机会失败关闭，并详细填写失败原因、失败关闭金额等主要相关信息；
●销售人员成功关闭销售机会后，如该销售机会的客户信息、联系人信息、销售机会信息等不完整或不准确，则销售经理将不给予销售机会关闭确认，未经销售经理关闭确认的销售机会将不列入当月销售提成和相关奖金的计提范围;
●试用期销售人员每月必须新增？个销售销售机会;销售人员每月必须新增？个销售机会;客户经理必须每月新增？个销售机会;高级客户经理必须每月新增？个销售机会;销售人员每月必须拜访至少？个老客户，并将拜访记录填写在系统的销售活动中，否则将结合每月绩效考核进行扣分;
Pushing ahead, East, North, West development, facilitating shanty, complete xincheng West Road, stability and reconstruction of the street, Star Ding garden built century Garden District, subject public housing construction, heating the gas expansion accelerated implementation, Jing Rui River and bridge style line solid shaft, further expanded the town development. Beautiful country adhere to the advance and typical for a group to lead. According to \ogical lay based, and industry increased income, and live upgrade civilization, and culture rich connotation\caught built beautiful village, and whole village advance, and easily relocation, and \built\ct near 30 a; depth into ecological, and industry, and culture, and tourism, elements, high standards caught party original city Liu, and jade are Xia AO, model village, in province City set has benchmark. Four is equal benefits to promote sharing, coordinated development of various social undertakings. In the case of rigid spending slowing revenue growth, increase, financial 75% to the people's livelihood, the masses have more access in the sharing. Cuoban something good and benefit. Adhere to the affordable, best, carefully cuoban village oil, water and heat, cultural, city and County columns practical, developments benefit families, bring more welfare to the masses. Development of social convenience. Acceptance of balanced development of compulsory education through the national assessment, the County vocational education center was named \onal education in China\batch of national reform and development model through provincial ... Five is to deepen reform and innovation to break bottlenecks and endogenous development of effective fire. As an engine of dynamism, adding reform key to adopting reform measures stress energy and break bottlenecks and promoting development. Pay close attention to the key areas of reform. Conscientiously implement the provincial deployment and cancel, adjustment, to undertake the administrative approval items according to Regulation 347 to further improve administrative efficiency continuing deepening reform for poverty alleviation, speeding up rural land right registration certification pilot project, encouraging the orderly transfer of land management, utilize the land resources, in order to promote scale management laid the Foundation. Actively cultivate the market. Firmly establish a market-oriented, nurturing family farms, industrial users, professional cooperation organization new market management main body 456, effectively improve the industry, intensive and marketization of encouraging support social capital into the small micro-credit, urban development, culture and tourism, public services and other areas, easing development shortfall. To promote mass innovation. To support the rural sector to use new thinking and new ideas, creative work incentives such as actively promoting financial intermediation, bring added 159 in non public enterprises, individually-1540, created a●公司分单客户必须在分单后的一个工作日内与客户取得联系，并且在CRM系统中增加销售活动及相关信息，否则将重新分配;
●超过30天无销售活动的销售机会，销售经理有权将此类非活动状态的销售机会分配给其他销售负责人员;
2、销售经理(具有分单权限及销售机会关闭确认权限的人员)
●销售人员提交注册销售机会后，销售经理须对销售机会、客户伙伴及联系人信息进行审核，如客户及销售机会信息必填项不完整，则将不给予登记;
●销售经理在对做销售机会关闭确认时，如发现销售机会信息及客户信息有误，则须要求销售人员须重新修改，否则销售经理将承担由此造成的责任;
●如有销售人员离职，销售经理须及时通知系统管理员取消该销售人员CRM系统中的所有权限，同时将该销售人员的客户及销售机会资源分配给其他销售负责人员。 四、 安全与保密管理
1、 公司所有人员(相关的管理人员及销售人员)必须对公司的客户及销售机会信息绝对保密，不得将相关信息泄露给不相关人员。
2、 如一旦发现有关人员泄露公司销售机会信息，该人员将接受公司的严厉惩罚，包括经济处罚、追究法律责任、甚至开除等。 五、CRM中相关资料录入规范：
●客户名称要求是全称（以客户工商登记为准），如果是个人，则要求是个人的全名； ●联系人员及联系电话必录，联系人名称栏最好有完整的姓名，最少也应有XX先生/小姐；公司电话格式为：区号＋号码＋分机，如0755--802；移动电话栏允许有数字并符合移动电话的相关特征。
●通讯地址必录，且务必详细，如:**市*路**号；
Pushing ahead, East, North, West development, facilitating shanty, complete xincheng West Road, stability and reconstruction of the street, Star Ding garden built century Garden District, subject public housing construction, heating the gas expansion accelerated implementation, Jing Rui River and bridge style line solid shaft, further expanded the town development. Beautiful country adhere to the advance and typical for a group to lead. According to \ogical lay based, and industry increased income, and live upgrade civilization, and culture rich connotation\ thought, caught built beautiful village, and whole village advance, and easily relocation, and \built\ct near 30 a; depth into ecological, and industry, and culture, and tourism, elements, high standards caught party original city Liu, and jade are Xia AO, model village, in province City set has benchmark. Four is equal benefits to promote sharing, coordinated development of various social undertakings. In the case of rigid spending slowing revenue growth, increase, financial 75% to the people's livelihood, the masses have more access in the sharing. Cuoban something good and benefit. Adhere to the affordable, best, carefully cuoban village oil, water and heat, cultural, city and County columns practical, developments benefit families, bring more welfare to the masses. Development of social convenience. Acceptance of balanced development of compulsory education through the national assessment, the County vocational education center was named \onal education in China\batch of national reform and development model through provincial ... Five is to deepen reform and innovation to break bottlenecks and endogenous development of effective fire. As an engine of dynamism, adding reform key to adopting reform measures stress energy and break bottlenecks and promoting development. Pay close attention to the key areas of reform. Conscientiously implement the provincial deployment and cancel, adjustment, to undertake the administrative approval items according to Regulation 347 to further improve administrative efficiency continuing deepening reform for poverty alleviation, speeding up rural land right registration certification pilot project, encouraging the orderly transfer of land management, utilize the land resources, in order to promote scale management laid the Foundation. Actively cultivate the market. Firmly establish a market-oriented, nurturing family farms, industrial users, professional cooperation organization new market management main body 456, effectively improve the industry, intensive and marketization of encouraging support social capital into the small micro-credit, urban development, culture and tourism, public services and other areas, easing development shortfall. To promote mass innovation. To support the rural sector to use new thinking and new ideas, creative work incentives such as actively promoting financial intermediation, bring added 159 in non public enterprises, individually-1540, created a●销售机会来源必录 ●所属行业必录
●省份、城市、区域必录（包括海外客户） ●其他栏目尽量是完整的
CRM运行管理制度
