大区经理手册(完整版)资料教程.doc

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大区经理手册

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···············································（47）
真人感言我的风格我的市场
第一节区域经理的