第16 人员销售和销售促进.ppt

Note to Instructor This Web site link is to . This is one of the largest online sales recruiting Web sites. It might be interesting to explore listings, salaries, and job requirements with the students. In slideshow view, click on movie icon to launch Principal Financial Group video snippet. See accompanying DVD for full video segment. * Note to Instructor To attract good salespeople, a company must have an appealing compensation plan. Compensation is made up of several elements—a fixed amount, a variable amount, expenses, and fringe benefits. The fixed amount, usually a salary, gives the salesperson some stable income. The variable amount, which might be commissions or bonuses based on sales performance, rewards the salesperson for greater effort and success. This Web link ties to a survey of salesperson salaries. * * * Note to Instructor The text has an excellent example of how the internet helps pharmaceutical reps: U.S. pharmaceutical company reps are finding it harder than ever to get through to the busy doctors. The pharmaceutical companies now regularly use product Web sites, e-mail marketing, and video conferencing to help reps deliver useful information to physicians on their home or office PCs. One study found that last year more than 200,000 physicians participated in “e-detailing”—the process of receiving drug marketing information via the Web—a 400 percent jump in only three years. More than 20 percent have now substituted e-detailing for face-to-face meetings with reps entirely. Using direct-to-doctor Web conferences, pharmaceuticals reps can make live, interactive medical sales presentations to any physician with a PC and Web access, saving both the customer’s and the rep’s time. * Note to Instructor This link is to the Mary Kay Web site. This page lists the rewards that are available to Mary Kay salespeople including a pink Cadillac for the highest seller. Organizational climate describes the feeling that salespeople have about their opportu