团队管理与商业谈判(国外英文资料).docVIP

团队管理与商业谈判 [training number]: [training program]: First, the role of team managers First: Strategic planning. Know what resources are available and where is the market? Determine sales strategy results. Know where the competition comes from, competitors current trends (advantages, disadvantages, comparisons) Make decisions at any time. Second: set organizational and personal performance goals. Do you lead the team to set clear organizational and personal goals? Is the goal reasonable and challenging? Do you assist your sales team in setting goals (non mandatory goals)? Make corrections: personal goals plus total. Organizational goals. (about 20%) Third: draw up work plan. Year, quarter, month, week, work target / plan, formulation day plan, can realize each stage goal. Assist each member of the team to work out the work plan: Fourth: training and evaluation. Is there a sound training system and plan for the salesmen? Do you have constant training every day? Is there a regular training program (year, quarter, month, etc)? Salesman training assessment - Assessment Plan (evaluation criteria) Do you check the sales behavior of the salesperson every day, and what are the areas that need to be strengthened and improved? Do you understand the strengths and weaknesses of individual sales staff and design individual growth and learning plans for them? Fifth: motivation and communication. Are there incentive systems and approaches? (including material incentives spiritual incentives) Let members know exactly what rewards they can win if they win the game Remarks: how do you calculate the daily work plan of the salesman? 1. calculate telephone transaction rate call transaction rate (Ex:20% 10%) 2. set personal monthly performance target (Ex:20000 yuan) 3. calculate the average purchase amount of customers (Ex: 1000 yuan / customer) ? the same month to visit the customer number: 20 / 10% = 200 ? daily customer visit number: 200 / 25 = 8 days (daily should develop customer t