2019年销售管理指南.docVIP

Sales Management 761 Jim Stoddard TOC \o 1-3 AN OVERVIEW OF CONTEMPORARY SALES MANAGEMENT PAGEREF _Toc480555255 \h 3 1. PLANNING: PAGEREF _Toc480555256 \h 3 2. IMPLEMENTATION: PAGEREF _Toc480555257 \h 4 3. EVALUATION AND CONTROL: PAGEREF _Toc480555258 \h 4 AN OVERVIEW OF PERSONAL SELLIN PAGEREF _Toc480555260 \h 5 1. ALTERNATIVE SELLING TECHNIQUES PAGEREF _Toc480555261 \h 5 2. PROSPECTING PAGEREF _Toc480555262 \h 6 3. THE PREAPPROACH PAGEREF _Toc480555263 \h 7 4. Qualifying the prospect: PAGEREF _Toc480555264 \h 7 5. THE APPROACH PAGEREF _Toc480555265 \h 7 6. THE PRESENTATION PAGEREF _Toc480555266 \h 8 7. MEETING OBJECTIONS PAGEREF _Toc480555267 \h 9 8. CLOSE PAGEREF _Toc480555268 \h 9 9. FOLLOW-UP CAREER STAGES PAGEREF _Toc480555269 \h 10 CORPORATE, BUSINESS, AND MARKETING STRATEGIES PAGEREF _Toc480555270 \h 11 1. PORTERS TYPOLOGY OF COMPETITIVE STRATEGIES PAGEREF _Toc480555271 \h 12 2. MILES AND SNOW COMPETITIVE STRATEGY TYPOLOGY PAGEREF _Toc480555272 \h 12 ACCOUNT MANAGEMENT AND ACCOUNT COVERAGE STRATEGIES PAGEREF _Toc480555273 \h 14 1. COMMUNICATION TASKS APPROPRIATE FOR PERSONAL SELLING PAGEREF _Toc480555274 \h 15 2. PARTICIPANTS IN THE ORGANIZATIONAL BUYING PROCESS PAGEREF _Toc480555275 \h 16 ORGANIZING THE ACTIVITIES OF SALES MANAGERS AND SALES PEOPLE PAGEREF _Toc480555276 \h 17 1. ECONOMIC METHOD OF DETERMINING IF OUTSIDE AGENTS ARE APPROPRIATE PAGEREF _Toc480555277 \h 18 2. CONTROL AND STRATEGIC CRITERIA FOR DETERMINING IF A COMPANY SALES FORCE SHOULD BE USED PAGEREF _Toc480555278 \h 18 3. HORIZONTAL ORGANIZATIONAL STRUCTURES PAGEREF _Toc480555279 \h 19 ALLOCATING SELLING EFFORT AND DESIGNING SALES TERRITORIES PAGEREF _Toc480555280 \h 22 STAFFING THE SALES FORCE: RECRUITMENT AND SELECTION PAGEREF _Toc480555281 \h 24 1. CONTENT OF THE JOB DESCRIPTION PAGEREF _Toc480555282 \h 24 2. METHODS FOR DECIDING ON SELECTION CRITERIA PAGEREF _Toc480555283 \h 25 3. SOURCES OF RECRUITS PAGEREF _Toc4805