4-1專業(yè)化營銷團(tuán)隊(duì)的組建運(yùn)作與管理-文庫吧
2026-01-15 13:58 本頁面
【正文】 驟 2 Document the number of appointments each sales person need to plete each week. 記錄每個銷售人員每周需要完成的預(yù)約數(shù)量 Step 3 Convince each sales person that all other things being equal, if they undertake the required number of appointments each week, they will achieve their goal. 付出總有回報，如果他們執(zhí)行每星期需要的預(yù)約數(shù)量，他們就會得到相應(yīng)的手續(xù)費(fèi) Step 4 步驟 4 Issue a weekly activity planner/monitoring tool (. the weekly Sales Planner for Success) to each sales person – every week. 每周向每個銷售人員公布一周的活動計(jì)劃 /監(jiān)督工具（如，每周成功銷售計(jì)劃） Step 5 步驟 5 Ensure each sales person has sufficient prebooked appointments in their dairy to achieve the minimum number of appointments required. It may be necessary to book more than the number required in order to allow for cancellations. 保證每個銷售人員日志中有足夠的預(yù)約以達(dá)到所需的最少預(yù)約數(shù)量。有必要做多余所需數(shù)量的預(yù)約以備某個預(yù)約的取消 Step 6 步驟 6 Insist that each sales person pletes and then hands a copy of the weekly sales planner to you at the end of week. 強(qiáng)調(diào)每個銷售人員完成并在周末交一份每周銷售計(jì)劃給你 Do not delegate this activity to a clerk/secretary. 不要將此項(xiàng)活動交給員工 /秘書代理 Step 7 步驟 7 Review the number of appointments actually undertaken with the number required (as per your list).回顧實(shí)際執(zhí)行和所需預(yù)約的數(shù)量（你的每一張清單） Step 8 步驟 8 Where the number of appointments undertaken equals or is greater than the minimum required, praise the sales person. 如果執(zhí)行預(yù)約的數(shù)量等同于或超過所需預(yù)約的最小數(shù)量，表揚(yáng)銷售人員 This is particularly important if in any particular week, the sales is poor. 如果在任何一周銷售很低，對銷售人員的表揚(yáng)就更加重要了 Step 9 步驟 9 Where the number of appointments undertaken is less than the minimum required take action! Do not do nothing. To do nothing is to fail the sales person. This action should start with a face to face meeting to understand why the number of appointments was less than the minimum required. It might have been: 如果執(zhí)行的預(yù)約少于所需的最少預(yù)約時－注意！－不要什么也不做。什么都不做是失敗的銷售人員。要面對面的開始分析為什么預(yù)約的數(shù)量少于所需的最小數(shù)量。也許是： ? Too little prospecting 潛在客戶太少 ? Too few prebooked appointments 提前預(yù)約太少 ? Too many cancellations 取消預(yù)約太多 Step 10 步驟 10 When you have established the actual reasons, document in an action plan what the sales person (and you if necessary) is going to do.
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