中英對照營銷講義(2)(編輯修改稿)
2024-11-13 04:02 本頁面
【文章內(nèi)容簡介】 Friendly友好 ? Persistent堅毅 ? Attentive專心 ? Honest 誠實 ? Internally Motivated 自我激勵 ? Relationship Oriented關(guān)系導(dǎo)向 ? Disciplined遵守紀(jì)律 ? Hardworking辛勤工作 ? Team Players喜歡團隊工作 17 15 ? Recruiting involves: ? Soliciting applications ? Screening candidates – Interviews – Sales aptitude, personality, analytical and/or anizational tests – References, work history, etc. Recruiting and Selecting Salespeople 招募和選擇銷售人員 ? 招募包括 : ? 尋找申請者 ? 挑選候選人 – 面試 – 銷售能力、個性、分析和 /或組織技能 – 證明材料、就業(yè)經(jīng)歷等 17 16 ? Average training period is 4 months ? Training is expensive, but yields strong returns ? Training programs have many goals ? Many panies are adding Webbased sales training programs Training Salespeople 培訓(xùn)銷售人員 ?平均培訓(xùn)期限四個月 ?培訓(xùn)很花錢，但會帶來高回報 ?培訓(xùn)有幾個目的 ?許多公司增加了基于網(wǎng)絡(luò)的銷售培訓(xùn)計劃 17 17 ? Compensation elements: salary, bonuses, missions, expenses, and fringe benefits ? Basic pensation plans: ? Straight salary ? Straight mission ? Salary plus bonus ? Salary plus mission Compensating Salespeople 獎勵銷售人員 ? 報酬組成要素：工資、獎金、傭金、費用津貼、附加福利 ? 基本報酬計劃 : ? 完全工資 ? 完全傭金 ? 工資加獎金 ? 工資加傭金 17 18 ? Compensation plans should direct the sales force toward activities that are consistent with overall marketing objectives. ? Gain market share ? Solidify market leadership ? Maximize profitability Compensating Salespeople 獎勵銷售人員 ? 報酬計劃應(yīng)指導(dǎo)銷售人員從事與總的營銷目標(biāo)目標(biāo)相一致的活動。 ? 取得市場份額 ? 鞏固市場領(lǐng)導(dǎo)地位 ? 獲取最大利潤 17 19 ? Effective supervisors provide direction to the sales force ? Annual call plans and timeandduty analysis can help provide direction ? Sales force automation systems assist in creating more efficient sales force operations ? The Inter is the fastestgrowing sales technology tool Supervising Salespeople 監(jiān)督銷售人員 ? 有效的監(jiān)督可以指導(dǎo)銷售人員 ? 年度訪問和時間 任務(wù)分析可以提供指導(dǎo) ? 銷售人
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