專(zhuān)業(yè)化營(yíng)銷(xiāo)團(tuán)隊(duì)的組建運(yùn)作與管理培訓(xùn)(ppt34)(編輯修改稿)
2025-03-08 15:16 本頁(yè)面
【文章內(nèi)容簡(jiǎn)介】 teps to Managing ActivityStep 9 步驟 9Where 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(shí)－注意！－不要什么也不做。什么都不做是失敗的銷(xiāo)售人員。要面對(duì)面的開(kāi)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(hù)太少? Too few prebooked appointments 提前預(yù)約太少? Too many cancellations 取消預(yù)約太多11 Steps to Managing ActivityStep 10 步驟 10When you have established the actual reasons, document in an action plan what the sales person (and you if necessary) is going to do. This might be: 當(dāng)你已經(jīng)找到真正的原因，要反應(yīng)到行動(dòng)計(jì)劃上，說(shuō)明什么是銷(xiāo)售人員（和你－必要時(shí)）應(yīng)該做的。也許是：?More prospecting for new clients 多開(kāi)發(fā)新客戶(hù)?Contacting existing clients 聯(lián)系現(xiàn)有客戶(hù)?Planning the diary better to increase the amount of selling time. 在日志上計(jì)劃增加總的銷(xiāo)售時(shí)間11 Steps to Managing ActivityStep 11 步驟 11Go back to Step 3 ! 回到步驟 3！11 Steps to Managing ActivityOver time, there will be two major benefits: 到此為止，有兩個(gè)主要益處1. You will ensure the sales person is busy, achieves the minimum number of appointments required to achieve his/her goal, and, 你將保證銷(xiāo)售人員工作忙碌，完成所需最少預(yù)約數(shù)量以達(dá)到他 /她傭金目標(biāo) will be able to establish a training program where the ratios fall short of the norm, . why does one sales person need to make 100 phone calls in order to book 10 appointments when another can make 20 calls and book 10 appointments,or why does one sales person make 5 sales from 10 appointments whereas another only makes 2 sales? 當(dāng)銷(xiāo)售量低于標(biāo)準(zhǔn)時(shí)你能夠建立培訓(xùn)計(jì)劃，如，為什么一個(gè)銷(xiāo)售人員為了 10個(gè)預(yù)約要打 100個(gè)電話(huà)而其他人 才打 20個(gè)電話(huà)，或者為什么一個(gè)銷(xiāo)售人員可以在 10個(gè)預(yù)約客戶(hù)中銷(xiāo)售 5單而有的銷(xiāo)售人員只銷(xiāo)售 2單？11 Steps to Managing Activity11 Steps to Managing ActivityAs stated, activity management 如所述，活動(dòng)管理 requires discipline and this is whe
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