Promotion_Strategy_促销策略.ppt

College Students 招募推销员的建议Recommendations for Recruiting Salespeople Classified Ads Employment Agencies Current Salespeople 招聘过程通常评价人员的内容包括 Selection Process Usually Evaluates a Person’s 其他特征 Other Characteristics 个人品质 Personality Traits 推销员的态度 Sales Aptitude 分析和组织能力 Analytical and Organizational Skills 挑选推销员Selecting Salespeople 推销员的培训Training Salespeople The Average Sales Training Program lasts for Four Months and Has the Following Goals: 了解并明白公司各方面的情况 Help Salespeople Know Identify With the Company 通晓本公司的产品 Learn About the Products 深入了解顾客和竞争对手特点 Learn About Competitors’ and Customers’ Characteristics 指导如何有效地推销展示 Learn How to Make Effective Presentations 懂得实地推销的工作程序和责任 Understand Field Procedures and Responsibilities 固定金额 Fixed Amount Usually a Salary 可变金额 Variable Amount Usually Commissions Or Bonuses To Attract Salespeople, a Company Must Have an Attractive Plan Made Up of Several Elements 消费补助 Expense Allowance For Job Related Expenses 销售代表的报酬Compensating Salespeople 管理销售队伍Supervising Salespeople 指导销售人员 Directing Salespeople 确定目标顾客和制定拜访规范Identify Customer Targets Call Norms 发展新目标顾客Develop Prospect Target 有效利用推销时间Use Sales Time Efficiently 年度拜访计划Annual Call Plan 时间任务分析Time-and-Duty Analysis 销售队伍自动化系统Sales Force Automation 激励销售人员 Motivating Salespeople 组织氛围Organizational Climate 销售定额Sales Quotas 积极刺激Positive Incentives 销售会议Sales Meetings 销售竞赛Sales Contests 荣誉和旅游Honors and Trips 奖品和奖金Merchandise/ Cash Companies Look For Ways to Increase the Amount of Time Salespeople Spend Selling. 销售人员如何分配时间How Salespeople Spend Their Time 对销售人员的评估Evaluating Salespeople Management（管理部门） gets information about its salespeople in several ways: Sales reports, call reports, expense reports, and Personal observations, customer surveys（检查）, etc. Formal evaluation of performance can be done qualitatively（定性的） or quantitatively（定量的）. Evaluation methods of performance include: Comparing salespeople’s performance to others, Comparing current（当前的）sales with past sales.