销售管理基本知识大全63.docVIP

Roles, Responsibilities , Activities of Sales Management Role, responsibilities, activities of Sales Management. Review list of “Sales Management” Responsibilities. Review Key success factors for establishing and maintaining a high performing sales force. Sales Planning Process Establishing Account Plans Reviewing account Plans Weekly call plans Territory/Account Planning/sizing Quota Setting Managing Expense Budgets Managing Quota attainment Monthly Quota status meetings Quota Status meeting agendas. Ranking of Quota performance OPENING REMARKS I would first of all like to say that I am glad to be in your wonderful country. My time here has changed a lot of my thinking about what China was all about. I have been very impressed with the Chinese people and their willingness to try to understand me and my experiences. And I hope that I have exhibited the same willingness to learn from them . I have had the opportunity to talk directly with some of you and again I thank you for your input and adding to my understanding of your company and how you conduct business. Zhan Joe has been especially helpful in taking time to explain the present situation. My frustration is that my inability to understand your language keeps me from learning faster. It also inhibits me from making my self clear when I talk to all of you. So, I guess if you don’t appreciate what I will say to you today it will be Tony’s fault. My professional life was spent being a sales leader. It was very rewarding for me. Today I would like to share with you some of the experiences that I had that also might make it rewarding to you. A lot of what I am going to say to you is about ideas that you can use as you attempt to build a sales organization that is considered the best by your major competitors. I would like for them to fear your salesmen and try to avoid competiting with them. If you can make your competitors believe that your better then half of the battle is