一般的銷(xiāo)售管理信息-wenkub
2023-04-22 22:36:59 本頁(yè)面
【正文】 ON PLANNING RECOGNITION / INCENTIVES SALES PRODUCTIVITY SUB PROCESS ASSIGNMENT PLANNING/SIZING TERRITORY PLANNING/ SIZING OPPORTUNITY IDENTIFICATION/ RANKING KEY ACCOUNT MANAGEMENT FORECASTING STRATEGIES GET WELL PLANS / GAP CLOSURE STRATEGIES SUB PROCESS TERRITORY MANAGEMENT ACCOUNT / TERRITORY PLANNING TERRITORY/ TIME MANAGEMENT BACKWARD/ FORWARD PLANNING WEEKLY CALL PLANS SUB PROCESS MANAGEING THE SALES PROCESS CREATING THE SALES PROCESS MANAGING THE SALES PROCESS MONTHLY QUOTA STATUS MEETINGS MONTHLY REPORTS SUB PROCESS DEVELOPING SKILLS SALES SKILLS / TRAINING COACHING / COUNSELING TEAM MEETINGS / TEAM BUILDING / TEAM SELLINGSUB PROCESS BUILDING A WINNING TEAM RECRUITING EVALUATION / SELECTION PROCESS PERFORMANCE APPRAISALS MANAGING THE MARGINAL PERFORMER FIRING THE NONPERFORMER BARRIERS COMPENSATION PLANS NOT EFFECTIVE NOT ALIGNED TO BUSINESS STRATEGY NON MOTIVATING SALES FORCE NOT TRAINED LACK OF PRODUCT KNOWLEDGE SELLS PRICE NOT VALUE BASIC SELLING SKILLS NO MANAGEMENT PROCESS NO DRUMBEAT NO ACCOUNTABILITY NO OWNERSHIP UNCLEAR MARKETING STRATEGIES SEGMENTATION NOT EFFECTIVE
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