一、銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)體系的主要(yao)內容(rong) 銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)體系涵蓋多(duo)個重要(yao)方(fang)(fang)面(mian)。首先(xian)是(shi)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)策略，它(ta)是(shi)設(she)計和(he)(he)(he)(he)實施銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)活(huo)動的方(fang)(fang)法和(he)(he)(he)(he)策略，包(bao)含(han)制定(ding)目標、定(ding)位和(he)(he)(he)(he)篩(shai)選(xuan)目標客(ke)(ke)戶(hu)、分析競爭對手、確(que)定(ding)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)渠(qu)道和(he)(he)(he)(he)營銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)活(huo)動等(deng)內容(rong)，且需與公司(si)發展戰略緊密相(xiang)連。其次是(shi)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)渠(qu)道，像直銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)、代理(li)(li)商和(he)(he)(he)(he)分銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商等(deng)都是(shi)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)產(chan)(chan)品或服(fu)務的途徑(jing)，其選(xuan)擇要(yao)依據產(chan)(chan)品性質、市場地位、目標客(ke)(ke)戶(hu)和(he)(he)(he)(he)市場環境等(deng)因素(su)。銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)流(liu)程(cheng)也不可或缺(que)，從獲得客(ke)(ke)戶(hu)線(xian)索到簽(qian)訂合(he)同，包(bao)括(kuo)預售(shou)(shou)(shou)(shou)(shou)活(huo)動、銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)漏斗管(guan)理(li)(li)、客(ke)(ke)戶(hu)咨詢和(he)(he)(he)(he)服(fu)務、報價和(he)(he)(he)(he)定(ding)價、合(he)同簽(qian)訂和(he)(he)(he)(he)售(shou)(shou)(shou)(shou)(shou)后(hou)(hou)服(fu)務等(deng)環節。銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)管(guan)理(li)(li)則是(shi)對銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)人員、部(bu)門、渠(qu)道、流(liu)程(cheng)和(he)(he)(he)(he)業績(ji)等(deng)進行有(you)效(xiao)監管(guan)，方(fang)(fang)法有(you)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)預測、數據分析、績(ji)效(xiao)評(ping)估等(deng)。最后(hou)(hou)是(shi)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)培訓，為銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)人員提供產(chan)(chan)品知識(shi)、銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)技巧(qiao)、客(ke)(ke)戶(hu)管(guan)理(li)(li)等(deng)方(fang)(fang)面(mian)的培訓。這些內容(rong)相(xiang)互(hu)關聯、相(xiang)互(hu)作用，綜(zong)合(he)影(ying)響(xiang)著公司(si)的銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)業績(ji)。
二、銷(xiao)(xiao)售(shou)(shou)(shou)(shou)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)的(de)(de)(de)內容 1. 廣義(yi)的(de)(de)(de)銷(xiao)(xiao)售(shou)(shou)(shou)(shou)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong) 廣義(yi)的(de)(de)(de)銷(xiao)(xiao)售(shou)(shou)(shou)(shou)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)包(bao)(bao)含從生(sheng)產(chan)(chan)到(dao)完(wan)成(cheng)銷(xiao)(xiao)售(shou)(shou)(shou)(shou)以及(ji)售(shou)(shou)(shou)(shou)后服務(wu)整個過(guo)(guo)程(cheng)中(zhong)產(chan)(chan)生(sheng)的(de)(de)(de)所(suo)有費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)。這意(yi)味(wei)著(zhu)從產(chan)(chan)品(pin)(pin)最初(chu)策劃到(dao)投入生(sheng)產(chan)(chan)，再到(dao)形(xing)成(cheng)銷(xiao)(xiao)售(shou)(shou)(shou)(shou)額轉化成(cheng)利(li)潤(run)之前的(de)(de)(de)所(suo)有花費(fei)(fei)(fei)都算在內，包(bao)(bao)括(kuo)產(chan)(chan)品(pin)(pin)的(de)(de)(de)原材(cai)(cai)料費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)、耗(hao)材(cai)(cai)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)、工人(ren)薪資支(zhi)出以及(ji)各種(zhong)水電耗(hao)資費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)，同時涵蓋(gai)營(ying)銷(xiao)(xiao)活動中(zhong)的(de)(de)(de)推廣費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)、營(ying)銷(xiao)(xiao)團隊的(de)(de)(de)工資發放(fang)以及(ji)各種(zhong)工資補貼等(deng)。 2. 具(ju)體的(de)(de)(de)銷(xiao)(xiao)售(shou)(shou)(shou)(shou)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)構成(cheng) 具(ju)體來看，廣告(gao)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)是(shi)企業(ye)為增(zeng)加產(chan)(chan)品(pin)(pin)或(huo)服務(wu)知名度，通過(guo)(guo)媒體宣傳或(huo)發放(fang)贈(zeng)品(pin)(pin)等(deng)方式激(ji)發消費(fei)(fei)(fei)者購買欲(yu)望(wang)所(suo)支(zhi)付的(de)(de)(de)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)；裝卸費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)是(shi)搬運產(chan)(chan)品(pin)(pin)發生(sheng)的(de)(de)(de)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)，包(bao)(bao)含人(ren)工、包(bao)(bao)裝材(cai)(cai)料費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)等(deng)；運輸費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)是(shi)運輸商品(pin)(pin)的(de)(de)(de)支(zhi)出；保(bao)險(xian)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)是(shi)為商品(pin)(pin)購買運輸保(bao)險(xian)等(deng)的(de)(de)(de)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)。此(ci)外，銷(xiao)(xiao)售(shou)(shou)(shou)(shou)人(ren)員的(de)(de)(de)工資、差(cha)旅費(fei)(fei)(fei)、銷(xiao)(xiao)售(shou)(shou)(shou)(shou)部(bu)門的(de)(de)(de)折舊(jiu)費(fei)(fei)(fei)、招待費(fei)(fei)(fei)等(deng)也屬于銷(xiao)(xiao)售(shou)(shou)(shou)(shou)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)。銷(xiao)(xiao)售(shou)(shou)(shou)(shou)人(ren)員薪酬方面，有基本工資、提成(cheng)、福利(li)費(fei)(fei)(fei)、獎(jiang)金及(ji)特(te)殊獎(jiang)勵等(deng)。業(ye)務(wu)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)中(zhong)包(bao)(bao)含培訓費(fei)(fei)(fei)、差(cha)旅費(fei)(fei)(fei)、辦公費(fei)(fei)(fei)、通訊費(fei)(fei)(fei)、業(ye)務(wu)招待費(fei)(fei)(fei)等(deng)，還有銷(xiao)(xiao)售(shou)(shou)(shou)(shou)折扣等(deng)費(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)(yong)。
三、南(nan)寧(ning)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)體系(xi)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)的(de)(de)(de)(de)影響因素 1. 企(qi)業(ye)規(gui)模 對于(yu)南(nan)寧(ning)的(de)(de)(de)(de)企(qi)業(ye)而言，企(qi)業(ye)規(gui)模不同(tong)(tong)，銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)體系(xi)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)會有很大差異。營(ying)(ying)收(shou)在(zai)(zai)(zai)0 - 1000萬且(qie)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)人(ren)數在(zai)(zai)(zai)0 - 10人(ren)的(de)(de)(de)(de)初創企(qi)業(ye)，這個階(jie)段重(zhong)點在(zai)(zai)(zai)于(yu)找(zhao)到首批種子客(ke)(ke)戶和(he)(he)找(zhao)準目標市場，老板往往身兼數職。在(zai)(zai)(zai)這個階(jie)段，銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)體系(xi)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)可(ke)能(neng)(neng)相(xiang)對較(jiao)(jiao)低，主要(yao)集中在(zai)(zai)(zai)一(yi)些基本(ben)的(de)(de)(de)(de)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)推廣和(he)(he)少量的(de)(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)人(ren)員(yuan)薪酬等方面。隨著企(qi)業(ye)規(gui)模擴大，銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)渠(qu)道(dao)增多(duo)、銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)團(tuan)隊擴大、營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)活(huo)動(dong)(dong)增加(jia)，銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)體系(xi)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)會相(xiang)應增加(jia)。 2. 銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)策略 不同(tong)(tong)的(de)(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)策略對費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)的(de)(de)(de)(de)需(xu)(xu)求不同(tong)(tong)。如(ru)果(guo)采用(yong)(yong)(yong)(yong)(yong)廣泛撒網的(de)(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)策略，可(ke)能(neng)(neng)需(xu)(xu)要(yao)投(tou)入更(geng)多(duo)的(de)(de)(de)(de)廣告(gao)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)、市場調研費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)等，以覆蓋(gai)更(geng)多(duo)的(de)(de)(de)(de)潛在(zai)(zai)(zai)客(ke)(ke)戶。而如(ru)果(guo)是精(jing)準定位的(de)(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)策略，可(ke)能(neng)(neng)會在(zai)(zai)(zai)客(ke)(ke)戶分析、精(jing)準營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)工具的(de)(de)(de)(de)使用(yong)(yong)(yong)(yong)(yong)上投(tou)入更(geng)多(duo)，雖(sui)然廣告(gao)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)可(ke)能(neng)(neng)相(xiang)對較(jiao)(jiao)少，但在(zai)(zai)(zai)獲取客(ke)(ke)戶數據等方面的(de)(de)(de)(de)花費(fei)(fei)(fei)(fei)(fei)會增加(jia)。 3. 銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)渠(qu)道(dao) 南(nan)寧(ning)的(de)(de)(de)(de)企(qi)業(ye)若(ruo)(ruo)選擇(ze)直銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)模式(shi)，可(ke)能(neng)(neng)需(xu)(xu)要(yao)在(zai)(zai)(zai)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)人(ren)員(yuan)的(de)(de)(de)(de)培訓、薪酬以及(ji)直接營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)活(huo)動(dong)(dong)上投(tou)入較(jiao)(jiao)多(duo)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)；若(ruo)(ruo)選擇(ze)代理商(shang)(shang)或分銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)模式(shi)，可(ke)能(neng)(neng)需(xu)(xu)要(yao)在(zai)(zai)(zai)渠(qu)道(dao)建(jian)設、與代理商(shang)(shang)或分銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)的(de)(de)(de)(de)合(he)作(zuo)與管理等方面有一(yi)定的(de)(de)(de)(de)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)支出(chu)，如(ru)渠(qu)道(dao)激(ji)勵(li)費(fei)(fei)(fei)(fei)(fei)用(yong)(yong)(yong)(yong)(yong)等。
四(si)、如(ru)何控制南寧銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)體系費(fei)(fei)用(yong) 1. 優化銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)流(liu)程(cheng) 通過優化從(cong)獲客到(dao)售(shou)(shou)(shou)(shou)后(hou)的(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)流(liu)程(cheng)，可以(yi)提(ti)高效率，減(jian)少不(bu)必要(yao)的(de)費(fei)(fei)用(yong)支出。例如(ru)在獲客環節，借助(zhu)大數據企業(ye)知識(shi)圖譜進行智能(neng)搜索，降低獲客成(cheng)(cheng)本(ben)；在觸達環節，利(li)用(yong)AI機器(qi)人(ren)(ren)(ren)篩(shai)選意向客戶，減(jian)少人(ren)(ren)(ren)力成(cheng)(cheng)本(ben)。 2. 精準營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao) 準確把握(wo)目標客戶，進行精準的(de)營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)活動。避免在不(bu)相關的(de)市場(chang)或客戶群體上浪(lang)費(fei)(fei)營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)資源，從(cong)而(er)控制廣告、推廣等(deng)費(fei)(fei)用(yong)。 3. 合(he)理管理銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)人(ren)(ren)(ren)員(yuan) 合(he)理設定銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)人(ren)(ren)(ren)員(yuan)的(de)薪酬結構(gou)，如(ru)基本(ben)工資、提(ti)成(cheng)(cheng)、獎金等(deng)的(de)比例，既能(neng)激勵銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)人(ren)(ren)(ren)員(yuan)，又能(neng)控制人(ren)(ren)(ren)力成(cheng)(cheng)本(ben)。同(tong)時，通過有(you)效的(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)培訓(xun)提(ti)高銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)人(ren)(ren)(ren)員(yuan)的(de)業(ye)務(wu)能(neng)力，提(ti)高銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)成(cheng)(cheng)功率，間(jian)接降低單位(wei)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)的(de)成(cheng)(cheng)本(ben)。
綜上所述，南寧銷(xiao)售(shou)體系費用(yong)受到多(duo)種因(yin)素的影響，企業需要綜合考慮自身情況，優化銷(xiao)售(shou)體系的各個環節，以達到合理(li)控制費用(yong)、提高銷(xiao)售(shou)業績的目的。
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