销售代表是石油销售企业借鉴其他行业做法而采取的一种销售形式。2002年以来,中国石油黑龙江销售公司在所属地区公司进行了试点和推广。两年来的运行实践,证明现行的销售代表制是非常可行的,起到了占领阵地,开拓市场,沟通企业与客户的关系,对市场进行有力监管、宣传企业形象、扩大企业影响和知名度的作用。但是,由于销售代表制在石油销售企业起步较晚,各地在认识和做法上还有很大差距,存在一些有待改进的问题。 Sales representatives is a sales model adopted by oil sales companies for reference to other industry practices. Since 2002, PetroChina Heilongjiang Sales Company has piloted and promoted its own subsidiaries. The practice of the past two years proves that the current sales representative system is very feasible. It has played the role of occupying positions, opening up markets, communicating the relationship between enterprises and customers, exercising vigorous market supervision, publicizing the corporate image, and expanding the influence and visibility of enterprises. However, since the sales representative system started out relatively late in oil sales enterprises, there is still a long way to go in recognizing and practicing the problems. There are still some problems to be improved.