- 名称:销售管理指南英文_doc
- 类型:销售人员宝典
- 授权方式:免费版
- 更新时间:10-15 15:44:05
- 下载要求:无需注册
- 下载次数:6817次
- 语言简体中文
- 大小:798 KB
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《销售管理指南英文_doc》下载简介
标签:销售技巧,销售管理,学习如何做销售,
ANOVERVIEWOFCONTEMPORARYSALESMANAGEMENT3
1.PLANNING:3
2.IMPLEMENTATION:4
3.EVALUATIONANDCONTROL:4
ANOVERVIEWOFPERSONALSELLIN5
1.ALTERNATIVESELLINGTECHNIQUES5
2.PROSPECTING6
3.THEPREAPPROACH7
4.QUALIFYINGTHEPROSPECT:7
5.THEAPPROACH7
6.THEPRESENTATION8
7.MEETINGOBJECTIONS9
8.CLOSE9
9.FOLLOW-UPCAREERSTAGES10
CORPORATEBUSINESSANDMARKETINGSTRATEGIES11
1.PORTER'STYPOLOGYOFCOMPETITIVESTRATEGIES12
2.MILESANDSNOWCOMPETITIVESTRATEGYTYPOLOGY12
ACCOUNTMANAGEMENTANDACCOUNTCOVERAGESTRATEGIES14
1.COMMUNICATIONTASKSAPPROPRIATEFORPERSONALSELLING15
2.PARTICIPANTSINTHEORGANIZATIONALBUYINGPROCESS16
ORGANIZINGTHEACTIVITIESOFSALESMANAGERSANDSALESPEOPLE17
1.ECONOMICMETHODOFDETERMININGIFOUTSIDEAGENTSAREAPPROPRIATE18
2.CONTROLANDSTRATEGICCRITERIAFORDETERMININGIFACOMPANYSALESFORCESHOULDBEUSED18
3.HORIZONTALORGANIZATIONALSTRUCTURES19
ALLOCATINGSELLINGEFFORTANDDESIGNINGSALESTERRITORIES22
STAFFINGTHESALESFORCE:RECRUITMENTANDSELECTION24
1.CONTENTOFTHEJOBDESCRIPTION24
2.METHODSFORDECIDINGONSELECTIONCRITERIA25
3.SOURCESOFRECRUITS25
CONTINUALDEVELOPMENTOFTHESALESFORCE:SALESTRAINING27
SALESFORCEMOTIVATION30
MANAGINGSALESFORCEREWARDSYSTEMS33
LEADERSHIP36
DEMANDASSESSMENTANDSALESQUOTAS40
EVALUATIONANDCONTROL45
PERFORMANCEEVALUATION48
ACKNOWLEDGEMENTS50
…………
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