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第1页共56页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共56页SalesManagement761JimStoddardANOVERVIEWOFCONTEMPORARYSALESMANAGEMENT31.PLANNING:32.IMPLEMENTATION:43.EVALUATIONANDCONTROL:4ANOVERVIEWOFPERSONALSELLIN51.ALTERNATIVESELLINGTECHNIQUES52.PROSPECTING63.THEPREAPPROACH74.QUALIFYINGTHEPROSPECT:75.THEAPPROACH76.THEPRESENTATION87.MEETINGOBJECTIONS98.CLOSE99.FOLLOW-UPCAREERSTAGES10CORPORATE,BUSINESS,ANDMARKETINGSTRATEGIES111.PORTER'STYPOLOGYOFCOMPETITIVESTRATEGIES122.MILESANDSNOWCOMPETITIVESTRATEGYTYPOLOGY12ACCOUNTMANAGEMENTANDACCOUNTCOVERAGESTRATEGIES14第2页共56页第1页共56页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第2页共56页1.COMMUNICATIONTASKSAPPROPRIATEFORPERSONALSELLING一五2.PARTICIPANTSINTHEORGANIZATIONALBUYINGPROCESS16ORGANIZINGTHEACTIVITIESOFSALESMANAGERSANDSALESPEOPLE171.ECONOMICMETHODOFDETERMININGIFOUTSIDEAGENTSAREAPPROPRIATE一八2.CONTROLANDSTRATEGICCRITERIAFORDETERMININGIFACOMPANYSALESFORCESHOULDBEUSED一八3.HORIZONTALORGANIZATIONALSTRUCTURES19ALLOCATINGSELLINGEFFORTANDDESIGNINGSALESTERRITORIES22STAFFINGTHESALESFORCE:RECRUITMENTANDSELECTION241.CONTENTOFTHEJOBDESCRIPTION242.METHODSFORDECIDINGONSELECTIONCRITERIA253.SOURCESOFRECRUITS25CONTINUALDEVELOPMENTOFTHESALESFORCE:SALESTRAINING27SALESFORCEMOTIVATION30MANAGINGSALESFORCEREWARDSYSTEMS33LEADERSHIP36DEMANDASSESSMENTANDSALESQUOTAS40EVALUATIONANDCONTROL45PERFORMANCEEVALUATION48ACKNOWLEDGEMENTS50第3页共56页第2页共56页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第3页共56页CHAPTER1ANOVERVIEWOFCONTEMPORARYSALESMANAGEMENTSalesforcemanagementisthemanagementofthepersonalsellingcomponentofanorganization'smarketingprogram.Theactivitiesinvolvedinmanagingthepersonalsellingfunctioninclude:1.Theformationofthestrategicplan(PLANNING).2.Theimplementationofthesalesprogram(IMPLEMENTATION).3.Theevaluationandcontrolofsalesforceperformance(CONTROL).--------------------------------------------------------------------------------1.PLANNING:Theformationofastrategicsalesprogramrequiresfivemajorsetsofdecisions:1.HowcanthepersonalsellingeffortbestbeadaptedtotheCOMPANY'SENVIRONMENTandintegratedwithotherelementsofthefirm'smarketingstrategy?2.Howcanvarioustypesofpotentialcustomersbebestapproached?persuaded?serviced?WhatACCOUNTMANAGEMENTPOLICIESshouldbeadopted?3.HowshouldthesalesforcebeORGANIZEDtocallonandmanagevarioustypesofcustomersasefficientlyandeffectivelyaspossible?4.Whatlevelofperformanceshouldeachmemberofasalesforcebeexpected第4页共56页第3页共56页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第4页共56页toattainduringthenextplanningperiod?ThisinvolvesFORECASTINGDEMANDandsettingQUOTASANDBUDGETS.5.Howshouldthesalesforcebedeployed?Howshouldsalesterritoriesbedefined?Whatisthebestwayforeachsalesperson'stimetobeallocatedwithinhisorherterritory?ThisinvolvesdecisionsaboutTIMEANDTERRITORYMANAGEMENT.2.IMPLEMENTATION:Implementingasalesprograminvolvesmotivatinganddirectingthebehaviorofthesalesforce.Atleast5factorsinfluenceasalesperson'sjobbehaviorandperformance:1.Environmentalvariables2.Roleperceptions3.Aptitude4.Skilllevel5.MotivationlevelImplementingasalesprograminvolvesdesigningpoliciesandproceduressothatthejobbehaviorandperformanceofeachsalespersonisshapedanddirectedtowardthefirmsobjectivesandperformancegoals.3.EVALUATIONANDCONTROL:Evaluationandcontrolistheprocessofmeasuringand...