区域经理实战手册(完整版)[精品].doc

目 录 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 区域经理的修炼···················································(49) 一．修炼核心能力—综合营销管理能力····································(49) 1.区域市场策划能力／2．让人信服的专业造诣／3.教练的技能／ 4.统帅力／5.情