專業(yè)化營銷團隊的組建運作與管理培訓(ppt34)(參考版)
2025-02-20 15:16本頁面
【正文】 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: 當你已經(jīng)找到真正的原因，要反應(yīng)到行動計劃上，說明什么是銷售人員（和你－必要時）應(yīng)該做的。什么都不做是失敗的銷售人員。 Company 公司 成功的系統(tǒng) 你的事業(yè)計劃 尋找準客戶接洽尋求事實設(shè)計方案 演示方案銷售結(jié)尾處理異議遞送保單Forming A Successful Team 組建一個成功的團隊n Recruit/Select The Right People 雇傭 /選擇合適的員工n Develop Career Advancement n Build Training System 建立培訓系統(tǒng)n Groom Agents Leader 培養(yǎng)代理人團隊的領(lǐng)導人n Establish Performance Management/Reward System 建立績效管理 /獎勵系統(tǒng)n Retain Potential/Good Staff 保留有潛質(zhì)的 /優(yōu)秀的員工GUIDE TO BASIC ACTIVITY MANAGEMENTThis guide is designed to help all leaders understand: 設(shè)計此指南以幫助所有領(lǐng)導了解? The benefits of managing activity for their sales persons 管理活動對于銷售人員的益處? The benefits of managing activity for themselves, and 管理活動對他們自己的益處，及? The steps of managing activity 管理活動的步驟What activity management is not 所謂活動管理并 不是? Administration 行政 ? Complicated 復(fù)雜的? Quick 急促的What activity management is 所謂活動管理 是? Effective 有效的? Sophisticated 熟練的? Professional 專業(yè)的What activity management requires 活動管理需要的是Discipline 紀律? Regular 1:1 meetings with sales person ?通常與銷售人員進行一對一會談? Good understanding of sales person’s goal? 很好地了解銷售人員的目標GUIDE TO BASIC ACTIVITY MANAGEMENTStep 1 步驟 1Using the forward planning document, calculate the number of appointments required each week for each sales person in order to achieve their goal. 為了達到他們的傭金目標運用促進計劃表計算每周每個銷售人員所需預(yù)約的數(shù)量Step 2 步驟 2Document 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 3Convince each sales person that all other things being equal, if they undertake the required number of appointments each week, they will achieve their goal.
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