如何有效地创建丶领导以及激励一支卓越的行销队伍.pdf

How to Hire, Lead and How to Hire, Lead and Motivate a Sales Team Motivate a Sales Team Effectively Effectively 如何有效地创建、领导以及 如何有效地创建、领导以及 激励一支卓越的行销队伍 激励一支卓越的行销队伍 4/11/08 1 Top Sales People Don’t Necessary Become Good Sales Managers. Why? 卓越销售员不一定就是优秀 的销售经理。为什么？ 4/11/08 2 Elements of Effective Sales Leadership 销售领导力的主要因素 Duties and Responsibilities of a Sales Manager 销售经理的职责 Building Your Sales Culture 创建你的销售文 化 Strategising Your Sales Effort 拟定销售战略 Hiring the Right Person招聘正确的人选  Being a Good Leader 成为优秀的领导 Managing the Pipeline 管道管理 Giving Recognition 给予赞赏 4/11/08 3 Elements of Effective Sales Leadership 销售领导力的主要因素 Duties and Responsibilities of a Sales Manager 销售经理的职责 4/11/08 4 Exactly What Does a Sales Manager Need to Do? 销售经理究竟需要做些什么？ 4/11/08 5 Duties and Responsibilities of a Sales Manager 销售经理的义务和责任  Directs and controls others in a business unit 在商务单位 指导并控制他人  Practical intelligence 实用的智能 Analytic ability 分析能力  Training in a structured setting 有系统地培训  Makes joint calls 一起去拜访客户  Makes formal presentations 做正式的陈述  Takes initiative in a business unit 在商务中驱于主动  Profit consciousness in a management role 从管理角度 具有盈利意识  Focused on quantitative results 关注于可量化的成效 4/11/08