Notice of Kunming Municipal People's Government on printing and distributing the Interim Measures of Kunming Municipality for encouraging industrial enterprises to strengthen marketing.

Chapter I General Provisions Article 1 These Interim Provisions are formulated in order to promote the transformation of the operating mechanism of industrial enterprises in our city, move towards the market, strengthen marketing work, improve economic benefits and realize the transformation of the mode of operation from extensive to intensive. Article 2 Enterprises should adapt to the requirements of the market economy, establish the concept of taking the market as the center, exploring the market and doing everything for the market, and take realizing sales and improving efficiency as the starting point and the end result of production and operation. Article 3 The comprehensive economic departments and industrial departments of the government should actively change their functions, implement active, flexible and effective policies, provide good services, and create favorable conditions for enterprises to strengthen marketing. Article 4 These Interim Measures shall apply to the state-owned, state-controlled and urban collective industrial enterprises in the whole city. Other industrial enterprises can refer to the implementation. Chapter II Enterprises should actively face the market, change the mechanism and strengthen marketing Article 5 Marketing should change from single promotion to functional diversification, and form a marketing network system. Strengthen market research, information collection and forecast; Open up the market and improve the market share and coverage of products; Formulate product development planning and marketing strategy; Strengthen sales cost management and payment recovery; Do a good job in pre-sale, in-sale and after-sale services; Ensure product quality, strict contract management, product storage, goods delivery, etc. Sixth, strictly set production by sales, promote production by sales, and do a good job in the connection between production and sales.

Enterprises should determine the varieties, specifications and output of production according to market information and supply contracts, and strive to develop new products with high scientific and technological content, regional characteristics and good market prospects; For products with good sales and high efficiency, it is necessary to increase output and expand market share; For products with poor market prospects and serious backlog, measures should be taken decisively to limit production, stop production and switch production. Article 7 Cultivate and establish a marketing team with strong market adaptability.

Appropriately increase the proportion of marketing personnel among employees, so that the marketing strength of enterprises is consistent with the needs of work.

Implement dynamic management for marketing personnel. Open recruitment and competition for full-time marketing positions. Encourage employees who understand the market, products, good management and high quality (including engineering and technical personnel such as product development) to engage in marketing work. Enterprises should allow "all employees to sell", and employees in any position can participate in marketing and honor the same policy. Encourage those with outstanding marketing performance to take the lead in setting up marketing companies.

Strengthen the training of modern marketing knowledge such as law, finance, foreign languages, marketing strategies, marketing means and surfing the Internet, master modern marketing skills, improve their own quality and enhance their marketing ability. Article 8 Establish an effective enterprise marketing incentive and restraint mechanism. Formulate strict measures in terms of reward, commission, share and payment back, and strictly assess rewards and punishments to ensure that the products can be sold and the payment can be recovered.

Implement the lump sum method of linking sales expenses with marketing performance. The extraction and use of sales expenses, from the collective in the past, gradually turned to personal cash, mainly for personal use. All-in sales expenses, self-saving, overspending does not make up. The method of "one account clearing" and "one single clearing" is adopted, and the "package" is not used to calculate the general ledger at the end of the year. Article 9 Promote and apply modern marketing methods. Encourage enterprises to enter the domestic and international market information network for online sales, establish user market files, actively participate in the electronic trading network of China Commodity Exchange Center, Yunnan Branch and Kunming Branch, set up a home page on the Internet, enter the national and global markets, and expand product promotion and sales. Article 10 Develop the complete equipment market. Give full play to the role of existing sales organizations in provinces and cities, unite small and medium-sized enterprises to form various forms of consortia such as "science, industry and trade", "industry and trade" and "engineering", and organize the development, production, bidding and related services of complete sets of projects. Eleventh centralized sales of bulk products. Key bulk products such as nitrogen fertilizer, machine tools and cloth should set up marketing branches and other institutions in centralized sales places, and change from "origin sales" to "elimination sales". You can also choose customers with good reputation, great radiation influence and high distribution quality as general agents, or conduct joint sales with profit sharing. Twelfth actively explore the rural market. It is necessary to organize the design, development and production of products suitable for rural consumption around the changes in rural demand structure, and organize sales personnel to go to the countryside to sell. Actively carry out credit consumption of industrial products such as fertilizers and other means of production, and expand rural consumption of products through bank-enterprise cooperation and "closed loans". Chapter III The government changes its functions, formulates supporting policies and supports enterprises to upgrade Article 13 Strengthen the marketing management of industrial enterprises. The competent departments of enterprises should actively guide enterprises to enter the market, strengthen the connection between production and marketing, revitalize funds and improve efficiency. In the assessment of management indicators, it is necessary not only to maintain a certain production speed, but also to highlight sales revenue, production and sales rate, capital occupation of finished products and net accounts receivable, so that enterprises can reach a sales and profit speed and realize the unity of economic operation speed, quality and benefit.

For those who have caused serious product backlog and fund precipitation and caused heavy losses to the enterprise, the competent department of the enterprise and the discipline inspection and auditing departments shall investigate the responsibility of the relevant personnel, and give economic penalties and disciplinary sanctions to the directly responsible person and the main leaders of the enterprise until the responsibility for dereliction of duty is investigated. Fourteenth city and county (city) District Economic and Trade Commission and the competent department of industry should strengthen the research on domestic and foreign market information, and regularly publish market information. Organize enterprises to participate in all kinds of trade fairs, joint marketing and promotion activities of industry and trade, bridge the gap for enterprise marketing and do a good job in enterprise marketing services.