销售管理指南

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89个TXT版.ANOVERVIEWOFCONTEMPOYSALESMANAGEMENT3,1.PLANNING:3,2.IMPLEMENTATION:4,3.EVALUATIONANDCONTROL:4,ANOVERVIEWOFPERSONALSELLIN5,1.ALTERNATIVESELLINGTECHNIQUES5,2.PROSPECTING6,3.THEPREAPPROACH7,4.QUALIFYINGTHEPROSPECT:7,5.THEAPPROACH7,6.THEPRESENTATION8,7.MEETINGOBJECTIONS9,8.CLOSE9,9.FOLLOW-UPCAREERSTAGES10,CORPORATE,BUSINESS,ANDMARKETINGSTRATEGIES11,1.PORTER'STYPOLOGYOFCOMPETITIVESTRATEGIES12,2.MILESANDSNOWCOMPETITIVESTRATEGYTYPOLOGY12,ACCOUNTMANAGEMENTANDACCOUNTCOVERAGESTRATEGIES14,1.COMMUNICATIONTASKSAPPROPRIATEFORPERSONALSELLING15,2.PARTICIPANTSINTHEORGANIZATIONALBUYINGPROCESS16,ORGANIZINGTHEACTIVITIESOFSALESMANAGERSANDSALESPEOPLE17,1.ECONOMICMETHODOFDETERMININGIFOUTSIDEAGENTSAREAPPROPRIATE18,2.CONTROLANDSTRATEGICCRITERIAFORDETERMININGIFACOMPANYSALESFORCESHOULDBEUSED18,3.HORIZONTALORGANIZATIONALSTRUCTURES19,ALLOCATINGSELLINGEFFORTANDDESIGNINGSALESTERRITORIES22,STAFFINGTHESALESFORCE:RECRUITMENTANDSELECTION24,1.CONTENTOFTHEJOBDESCRIPTION24,2.METHODSFORDECIDINGONSELECTIONCRITERIA25,3.SOURCESOFRECRUITS25,CONTINUALDEVELOPMENTOFTHESALESFORCE:SALESTRAINING27,SALESFORCEMOTIVATION30,MANAGINGSALESFORCEREWARDSYSTEMS33,LEADERSHIP36,DEMANDASSESSMENTANDSALESQUOTAS40,EVALUATIONANDCONTROL45,PERFORMANCEEVALUATION48,ACKNOWLEDGEMENTS50,,,，大小：38.0 KB