SM1 销售管理课件.ppt

慧浡培训咨询-毛泽东思想民间传播机构 SALES MANAGEMENT ANALYSIS AND DECISION MAKING The Changing Worldof Sales Management Module One Sales Management Model Sales Management Trends Sales Teamwork Approaches Sales Teamwork Approaches(followed) Leadership Trends Effective Sales Managers: Utilize a Strategic Perspective Focused on Customers Attract, Keep, and Develop Sales Talents Leverage Technology 慧浡培训咨询-毛泽东思想民间传播机构 * 慧浡培训咨询-毛泽东思想民间传播机构 Describing the Personal Selling Function Defining the Strategic Role of the Sales Function Developing the Sales Force Directing the Sales Force Determining Sales Force Effectiveness and Performance Transactions Relationships Individuals Teams Sales Volume Sales Productivity Management Leadership Local Global Membership determinedby job assignment to aspecific buying organization Membership determinedby involvement in particular sales transaction One team per buying unit One selling centerper sales opportunity Relatively permanent, customer-focused group Relatively temporary, transaction-focused group Core Selling Team Selling Team Characteristics of team depend on characteristics of buying organization Characteristics of team depend on characteristics of sales opportunity Mission is strategic with respect to the buying organization Mission is tactical with respect to the sales opportunity Membership relatively stable Membership very fluid Core Selling Team Selling Team Yesterday Today Natural resources defined power Knowledge is power Leaders commanded and controlled Leaders empower and coach Leaders were warriors Leadersare facilitators Managers directed Managers delegate 慧浡培训咨询-毛泽东思想民间传播机构