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创造顶尖业绩的销售管理 |
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Getting a general is often more challenging than |
千军易得,一将难求。面对市场愈来激烈的竞 |
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assembling a whole army. Faced with increasing |
争,在某个地区,某个产品领域战胜对手的关键 |
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competition, the critical success factor to win in |
要素往往是有位有谋有略能带人带心的销售经 |
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a sales territory or product category has now |
理（销售总监）。贵公司能否长期创造顶尖业 |
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become the sales manager (director).Therefore, |
绩,就看是否有扎实销售营理功夫的带兵官了。 |
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a competent sales "general" has become critical |
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in your effort to create peak sales performance. |
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This program aims to improve the sales manage- |
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ment skills of such "generals ". |
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What‘s in for me? |
为什么参加本课程？ |
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.Understand the key success factors of sales |
·充分了解销售经理的成功要素 |
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management |
·了解并能为公司建立一套业务管理系统 |
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.Understand and develop a sales management |
·掌握销售人员管理的理论与实作 |
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system |
·了解销售单位预算的建立及控制 |
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.Theory and practice of sales force management |
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.Budgeting and control of a sales organization/ |
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division |
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What will I learn? |
能学到什么? |
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Module 1： |
第一章： |
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.What is Sales Management? |
. 销售管理的趋向 |
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.The Trend Organizantion Development |
. 企业发展 |
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.Roles and functions of Sales Department |
. 销售部的角色及责任 |
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.Typical Job Functions |
. 典型职责 |
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.Sales Management Qualities |
. 管理人员的素质 |
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Module 2： |
第二章： |
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.Setting up Sales Organisation |
. 设立销售组织 |
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.Span of Control |
. 管理跨度 |
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.Size of Sales Team |
. 所需销售员人数 |
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.Market Coverage |
. 市场覆盖 |
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Module 3： |
第三章： |
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.Strategic Action Plan |
. 策略行动计划 |
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.The Mission Statement and Objectives |
. 任务及目标 |
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.S.W.O.T.Analysis |
. 优弱转危分析 |
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Module 4： |
第四章： |
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.Structuring the Action Plan |
. 具体行动 |
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.Job Description |
. 岗位职责 |
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Module 5： |
第五章： |
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.Performance Standards |
. 业绩标准 |
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.Performance Evaluation |
. 绩效评估 |
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.Calculating DSO |
. 计算应收帐款天数 |
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Module 6： |
第六章： |
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.Sales Motivation |
. 激励业务人员 |
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.Demotivators |
. 反激励因素 |
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Module 7： |
第七章： |
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.Measuring Morale |
. 测量士气 |
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.Sales Force Demographic |
. 员工统计表 |
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.Field Sales Procedures |
. 拜访客户标准操作 |
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.Sales Force Time Usage Survey |
. 时间运用 |
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Training Evaluation |
培训评估 |
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Is it for me? |
谁适合参加? |
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.Current sales managers/directors/general manag- |
·现任负责某地区或产品类型的销售经理、 |
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ers and other sales management executives that |
总监、总经理:即将被提升的销售经理 |
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are in charge of a territory or product category; |
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prospective sales managers |
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