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一、科学严谨地进行销售规划管理在销售规划管理方面,销售总监主要要做四件大事,市场潜力的计算、销售队伍规模的确定、销售区域的设置和销售指标的分配。我们中国企业有个通病,认为市场潜力是无法计算的,只能凭经验和感觉判断,而且坚持市场是做出来的,强调的是现有看得见市场的份额的争夺,而不是市场潜力的挖掘。销售队伍规模设计中,经常性犯的错误有两个。第一,销售区域经常性调整或者不调整,销售区域出现销售员边际递减现象。增加销售员,销售
First, the scientific and rigorous sales planning and management In the sales planning and management, sales director to do four major things, the market potential of the calculation, the size of the sales force to determine the sales area settings and distribution of sales targets. We Chinese enterprises have a common problem, that the market potential can not be calculated, only by experience and feeling to judge, but also insisted the market is done, emphasizing the market share of existing visible competition, rather than the market potential Dig Sales team size design, there are two recurring mistakes. First, the sales area is constantly adjusted or not adjusted, the sales area appears decreasing salespeople. Increase sales, sales