- 1、本文档共161页,可阅读全部内容。
- 2、原创力文档(book118)网站文档一经付费(服务费),不意味着购买了该文档的版权,仅供个人/单位学习、研究之用,不得用于商业用途,未经授权,严禁复制、发行、汇编、翻译或者网络传播等,侵权必究。
- 3、本站所有内容均由合作方或网友上传,本站不对文档的完整性、权威性及其观点立场正确性做任何保证或承诺!文档内容仅供研究参考,付费前请自行鉴别。如您付费,意味着您自己接受本站规则且自行承担风险,本站不退款、不进行额外附加服务;查看《如何避免下载的几个坑》。如果您已付费下载过本站文档,您可以点击 这里二次下载。
- 4、如文档侵犯商业秘密、侵犯著作权、侵犯人身权等,请点击“版权申诉”(推荐),也可以打举报电话:400-050-0827(电话支持时间:9:00-18:30)。
查看更多
找到建立销售技能的障碍 销售人员可能缺少充分的基本能力(如:分析能力,学术/专业性质的背景,性格) 销售人员可能缺少充分的信息(如:产品,客户)或对基本的策略缺乏了解(如:如何发现和量化需求,demonstrate benefits) 销售人员可能缺少激励。尽管激励体系能够直接影响销售人员追寻成功的愿望,却不能影响技能。 It is important to understand the underlying problems because different change levers are required to solve each problem: lack of raw capability can be corrected only by changing recruiting practices。 Lack of information or knowledge can be corrected via a combination of classroom training and written manuals and must be reinforced via role playing, action learning, and on-the-job coaching。 Lack of incentives c can be corrected by establishing performance-based measures and rewards。 The skill/ will matrix is a useful tool for identifying skill gaps and challenges at the individual salesp0erson’s level。 Performance-based measures and rewards Having identified causes of inadequate sales performance, companies can use the following capability-building levers to correct problems: recruiting training coaching compensation these topics are addressed in the following documents/ training modules: sales force effectiveness workshop——contact Terri Geary(FI) sales force effectiveness handbook——pknet#6670 for further assistance, please contact tanuja randery(dc)。。。 pricing Pricing-- provide the value Companies can also provide value to their customers through careful pricing decisions。 Despite the huge profit leverage of improved price performance, pricing is among the most undermanaged basic functions within our clients today。 The issues, opportunities, and threats in pricing can be explored across three distinct but related levels of piece management: the supply-demand level the product/market strategy level the transaction level Making positive pricing change happen is usually more difficult than identifying the location of a pricing opportunity。Successful change programs- those that genuinely upgrade the client’s pricing capability-usually contain elements across at least four dimensions: top-down, bottom-up
您可能关注的文档
- 小车-程序.doc
- 高低温设备.doc
- 专访柴静.doc
- 建筑构造重点.doc
- 装饰装修施工方案.doc
- 江西第19届电子设计大赛南昌理工学院参赛选手.doc
- 可调直流稳压稳电源设计.doc
- 模拟工程师如何将数字设计带入现实生活.pdf
- 泡沫 混凝土施工 方案.doc
- 汽车吊验收表.doc
- 中国国家标准 GB/T 4797.3-2024环境条件分类 自然环境条件 第3部分:生物.pdf
- GB/T 4797.3-2024环境条件分类 自然环境条件 第3部分:生物.pdf
- 《GB/T 10395.28-2024农业机械 安全 第28部分:移动式谷物螺旋输送机》.pdf
- 中国国家标准 GB/T 10395.28-2024农业机械 安全 第28部分:移动式谷物螺旋输送机.pdf
- GB/T 10395.28-2024农业机械 安全 第28部分:移动式谷物螺旋输送机.pdf
- 高中数学学考复习优化练习20空间点、直线、平面之间的位置关系含答案.docx
- 刘静心 82003005 材加概论结课论文(2).pdf
- 社会实践登记表1.doc
- 刘静心 82003005 材加概论结课论文.docx
- 十三五全面二孩政策解读.ppt
文档评论(0)