一般的銷售管理信息-文庫吧資料
2025-04-13 22:36本頁面
【正文】 IME 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 LACK OF PRODUCT SUPPORT PRICING INEFFECTIVE PRODUCT STRATEGIES NOT CLEAR INEFFECTIVE FORECASTING NOT ACCURATE TOO TACTICAL NO CONFIDENCE LACK OF PERFORMANCE PLANNING NOT USED EFFECTIVELY NOT ALIGNED TO EXPECTATIONS NOT ENFORCED INEFFECTIVE HIRING AND FIRING PRACTICES INADEQUATE POOL OF POTENTIAL HIRES INTERVIEWING TOOLS / METHODOLOG
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