当前位置:文档之家› 经销商运营手册-销售

经销商运营手册-销售

The GM Difference!

GM Difference! ìü

??ń??

ū-? ?ō?μ??? ???ń?????6?? ??? ?????6???? ????? ǎá??3 ? ?F %Wy? ?? ??? ?? ǖ%W?????6?? ?????ǜ?X???X

GM Differenceìü

ìü??????ü? GM Difference X ? ′ y? ??M?ü? ???????ū- Xù ?ō

1.1 GM Difference!

GM Difference! ???W$????

1.2 E?????

GM Difference è?ǔE?ǜ????X ?r? ?????ǜ??X??5

???X?P

1.3 ū-X??

GM Difference ?????ū- ??? ???6??!? X?

1.4 ?????ū-?ō

?????ū-??

GM Difference!

GM Difference E C> "K

???6????X?;???K8? ?!X ? ??± ??????? ???X ?6$? ????Uǘ?Xx??? ??5???X?P ?? ??Xň???;d L ?? ′@

GM Difference X?ō????? ± ? !?

GM Difference Xy?? E?G-

????ěX?ǘG?Bb? ??ǘe ????ě ?ī????????X?ǒ

GM Difference 7,B=1 ??? ? ??ǘe b??o??X $?·l ??ň? ū- ??????X r? ?T???6???? 5???X?P$·l??Xň? ????X??? ?????ē X?ǘ?? ??x???

Nick Reilly

?? üā

?(êū???

GM Daewoo ?6?à? ?

?(

???6??u ?Jim Raymond

1? üěV

??`?

???6??u ??6?? x????'

E?????

GM Difference 0: D; 5I L / . 7,' ;@< (F A *

1.2.1 ?

?T ?6ǘ??ā?????X ?X à? ?2+??%f?? ?D? ?

?ěX?ǘ ? ???? ??H??

??2? k??°?? iX??

???6 ?ěX??± ??h???? $?^??? ?ě?ú??8 Xá

a

?RT?O ??6ǜ%???ǘG??X ??—k??? ??ǘ??r?X x??

ǒ ? ǐ?"? x???h?6???

?2vj????X??

???6?aX GM Difference áan??? ǜ???? Xy? ?? ???0?

X??ǖ? ???Xx? ?? GM

Difference áaX???? ???60????NúX???ǒó????hū

1.2.2 GM Difference y?

GM Difference ??!?X′ ~?è? ??ǘe

?ěX?!?5???X?P$·l??Xň? K U E????? X?X

? ???/ %f}à ???X?í??ó%f? 1.2.3 ??ǘe

??ǘe ?ǘ??ǔX ? ??}??h?? 0? x?X??3??Xìm

???X? ? x??ǒ? J? ? ǔX??ǘe ????????e????? ??? ??0? x?

??ǘ ?ǔX?e ??b??H???6??????t2W ??Xx? ?ěX?!?a??????X??ǘe $ī?5???X ?P

ǜ????? ???ǒ ?X?6 ?×e? Xǘ? ??ǘe ????

o?6? ??[

o?6???[

o U K??[

o?6

oà???/???

o? ?P??¤

o??0? ?

o??????

o?6??

o?ǒ??h0?X<ī

o?Z ?

o??<ī

1.2.4 5???X?P

5???X?P??ě ?X ??ō ???ǔ?? ?X?¤è??ě????X?μ ?ěǔ???????X?dǜ? ???Xň7 ????ò?? X?? ?$??????????? ???????W???;??ěX0? ??ě??? X?

???ě?T?????X ?? ?ěX?!?5???X?P$·l??Xň? K U E????? ??X 1.2.5 !?

!?????ǘ?X??k?^Xǘ??: ?? ù

o???ǔX?:?ǜ? ??? Xx

?

o? ?????:

o ??????:

o?ú?????:

áaX>???? ?? ???ǒ ?E??o??X ??ǘe GM Difference !

? ùǘ???? :? ??1?? ?X r?

1.2.6 ?? :?

???? K U!?X??r?

:???^?K U GM Difference !? X&?

??:??????6?????k?_ X O"?ǘ?X ??p?

???? ?ú??:?$?íǜ??r?ú??

1.3 ū-X??

GM Difference 7,B =1 E C9J 4?+ 7,3 ! 8

1 J 7,@ H& B =# 3 62)

1.3.1 GM Difference ?????ū-Xù

ū- ?M'u ?'u ùǘ?!?

y!?ǜ M (management) ?? ü?? GM Difference áa $ ????

? ?¥x??:Xǘ????:?

???? M1 !? ?? GM Difference ?? ??????RX?? :?ò?

!? ??? $=?}à

??!?ǜ S (Sales) ?? ???:??Xǘ??? :?

?¥x?!?ǜ W (Workshop) ?? ?¥x??:??Xǘ??? :?

1.2.4 ???ǒ

?????[2WX???ǒ?ǔ?ê?ǘ? ??ǘe ?ù ǖ? ?%? ????

1.3.2 ????d\/

??ú??X??:d ???6h?? ?¥x???c?\/

?? ù ????d\/ PDSS ǜ? ?¥x???d\/ SSS) GM Difference ū-???\/l????n

?? X!?/?:

???h PDSS Xˉ?? X??!??

[PDSS]

???h SSS Xˉ?? X??!?? [SSS]

1.3.3ǔ"

ǔ"??ū-??U

??? ? ? GM Difference ? ^ X??ú????"

??" ?ǜ???y?? 1.3.4 ?'\/

!? M1 ^ ???ǘ???ǔà??G?'\/ ?'\/ ?ǘ =?X}à

: ?????ǚé??p??m£????"???ǔ? X??

???????? ???X ??? ??ǖ? q?ú??h????ǒ? ìm ?????X v h"??b{?ǘ? ?aáa" ǜ

o l??|??????? X?}à

?C

oê^??áa

oó????U? ǜ?W4?Xà

&

o ???Xō:áa ???Xà?1.3.5 ?'\/

!? M1 ?? ^ ?'\/ ?????'\/?¥??

??\/X:??!? M1 ????1? ?'\/???X ?R??'\/??

1.4

?????ū-?ō?ǔ

7,B=1 %$

GM Difference! ìü

ìüX?X?????ü? GM Difference X ? ′ y? ??M?ü????6?????ū-Xù ?ō

1.1 The GM Difference!

1.2 E?????

1.3 ū-X??

1.4 ?????ū-?ō?ǔ ?

M y!?

y!?ǜ M Management ?? ü?? GM Difference áa $ ????? ?¥x??:Xǘ????:?

M1 ?? GM Difference

??? ??¨ GM Difference áa ??? X ?-? I????g8?b??? E?????

M1.1!??\? ?g

M1.2 ?????

M1.3?' ?? \/:?

M1.4?'\/ ?? :?

M1.5=?}à

M1.6 y??:?

M2?? ?? ??6é

??? ?? ????? ???? $???X!? ?Sbǔw????6X?ǘ!?ǔ?

M2.1??

M2.2?? ??6éX!???'-?

M2.3?P

M2.4?? ??6éX?'-?

M2.5?6??????

M2.6 á??ǎ

M2.7?ǘ?é

M2.8 ?

M3 ? ???

??? ??????6?? ???# ??W?

M3.1? ǚōǚ?

M3.2?? ????

M4 ???? y

??? ??? ?ǒ???X? $????X? ?? y:? ?h???X??? ?ǔ

M4.1 ??ù ????!?

M4.2 ??

M4.3 ???:

M4.4 ?????

M4.5 ? ?? y

M5 ?? l?

??? ?ī??ǒ? ?? ???Y???? $?= ???6????? l? áa

M5.1 ? ?? l??:

M5.2 ????u?

M5.3 ??áa

M5.4 ???

S ??!?

??!?ǜ S Sales ?? ???:??Xǘ??? :?

S1 ?6?????l

??? ?ó?X???6???????? ??? y?? DMS ?X ?? ??? ?

S1.1 ?6?????l X′ ??

S1.2 ?6?????l?¥? à:?

S2 Cy??úZ

?ǜ??Xr?????????úZ

S2.1 Z?|?/??

S2.2 ?ǐCy:?

S3 ?????:

??? ??? ???6 ?????: ? òǘ ? ????t?$?W8?X???: $???????éò?4? ?L?′@ ?6?X???ǒ?? ?? ???ǒ ????ǔXǘ ??ǘe ǖ? ????:?X ?'u

S3.1 ???P

S3.2 ??s?

S3.3 ??∥??

S3.4 ?9?è

S3.5 ?

S3.6 8???? ?

S3.7 ?6?? ?6??

S3.8 ???6?6?:

S4 ?? à ??

????ǜ?? ǘ k?ǘXr? y$?¨?? àáa ǜ? ??X ???ǒ àkE?????

S4.1 ?? à

S4.2 ?? ? ?¨????

S4.3 ?? àáa

S5Cy???? ??

S5.1 ~?

S5.2 ??Cy:?

S6 ??? y ??

??? ?ò?D?X?d ?: $ ?ēY yō3??

S6.1 ???ǘ? a

S6.2 ???? y

S6.3 ?ǘ?? y

S6.4 ō3?? y

S6.5 ?6???.?_

S6.6 ?6?J y

S6.7 ??

S6.8

S6.9 )???Y y

S7 ?6??

??? ????ǔ??? APR ??o? ??X?÷?6????S7.1 z??

S7.2 ?? a

S7.3 ? ? ??

W ?¥x?!?

?¥x?!?ǜ W Workshop ?? ?¥x??:??Xǘ??? :?

??x??:

??? ??????6 ??x??:Xǔ? ???????X?ǔ?8 'u

W1.1 x??^

W1.2 ? ??¤

W1.3 ??x???

W1.4 r ?^???

W1.5 ??y

W1.6 j? ??ń

W1.7 ?6

W2 ?? à

W2.1 ?? à

W2.2 ?? ? ?¨????

W2.3 ?? àáa

W3 Cy???? ??

W3.1 ~?

W3.2 ??Cy:?

W4 ??? y ?¥x?

??? ?ò?$?? ?X?? ?: $?μY y6éXō3?? W4.1 ?? y

W4.2 ?ó?

W4.3 o??ǘ

W4.4 ??n? CSI

W4.5 H?????à&

W4.6 ????

W4.7 x??

W4.8 x????!

W4.9 ? ó?

W4.10 ??6éX??p?

W5 ???6?? y

??? ??????6?? y?? J$??? ??X???6???

W5.1 ?J y?*

W5.2 ?? ?ǒ à,

W5.3 ??:? ??

W5.4 ? A J ǒ¨

W5.5 ?? ? ??

W5.6 ??:?

GM Difference!

S1 ? ?? _ <

à??ê£

? |?üf??÷ ±à??ü???′ ?aMTà? ò|??′ ?a?úMTú¢èě ?{??dM ?( 0B? - ?tàW ?÷ ? 0????′ ?aMT£??ê?í1±á¥1

? ?? _ <

|yè???? 1 ?àS ?é ńX?e??ìr1|yèS ?é1? ? ??íJ?à??ˉY~

? 1 ?àS _??S ?é ?y?P?Jn?t2Iz?? _

à?y?P? ?$-2 < ?? ? _1?á

S1.1 ??? _ <1e ??

e?|yè?ùń+y? ? v ?5 ?ì?¢1? ?? _

?? #

S1.2 ??? _

?ó?μ #1Qs?" ? ????%?ah|yè? _?¥?1 ×?2

ó ? 1|yèS ?é DMS ó #1Qs

? ?? _ <1e ??

& # " !$%

S1.1.1 ?? _?5ě

?N ·9 ? ????o1á\à7ó?? _

S1.1.2 T`??

????5íq??

i ? ?? ? _

e è ?1 _?5]?1íq? ? K?íq?í1íq

5ˉ ? 8à?à[??èm vá ¨1 ?oh N#?

S1.1.3 c??? _hìr _

?? _hìr _1 ?

o?? ?° èò è??à

/ī?è

o|yèb6 _j`

o x?MT

o|yèA? |yè1L?

è

où? _

o >?L1?? _ ? 3?

? _?h? 4 _

k ?ń:??1 _ ? ?????5?? _

?U¤? _d ?%?, ?? ??V ?5g ?D ?Dā S1.1.4 k ?à

)??í7??ā??.h?? _?÷

à???k 7?ù?|yèS ?é DMS

à?|y4 ?J??? _?÷ ?1/μhò b6?÷

S1.1.5 ????Iz

y?| ??"/?1 ???? E ?ī!1y? aˉq?

C?×)??1y?P?????? _ ? DMS ?é?J? _1Iz?÷[ ?

E i óò?"N 1 _ēē?( ??

?? ?? DMS ?é? Q

i?9?? ?Q 1?? y^ēē? ?? ?

S1.1.6 ??+ _ <

?5ˉJ? EG2???+ _ < .

? ?? _ < ??' hIz#? SC y?P? 1??

?ó?μ #1Qs?" ? ????%?ah|yè? _?¥?1 ×?2ó ? 1|yèS ?é DMS ó #1Qs

GM Difference!

S2 " ^ 5

T???¢

ó |?×e ?ó -T??×???ˉ ?àS?T? ? ??ˉ ?à?÷S?? ?? ? é?dS ě$ /E? a ?tTY ?ó ? /????ˉ ?àS?¢??é??0-?¥0

" ^ 5

?? 0?êf?z?T? ^ 5

?? )<ù ^ ?X5_ ? ě$ ???,=?ē0?êz? ? 5

S 2.1 5_]y/?e

T?5_]y/?e9?? 0?êf?z? ?z?ù?P??? ?~?\

???

S2.2 ?" ?

T? ?9?f?aE

5_]y/?e

T?5_]y/?e9?? 0?êf?z? ?z?ù?P??? ?~

?\???

S2.1.1 Qěü

5_???§? 2?z 5

1 é?5_x ?e?? ?f?ā0

| ¥ ?W> 5z?

? 51+?z?p @??0 ? ě

d-??,0ě

5_? ???" 5IB?0 5

S2.1.2 u?5_?z

?e? 5_?z?

?/nKü?Te

&üb8ü?Te

?o??z?G ^?% 50ü?Te

ā wF z?G ^?% 50ü?Te

??0 ^ ^Dò

èY5_N èY0??[ 24 t?AP ?z? ^Dòā6?dü?Te

S4.4 ?f W2.4

í??? ^Dòā6?

相关主题
文本预览
相关文档 最新文档