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1、-ExamplesfromBank&InsuranceCompanyDrArthurLin*AssociateprofessorofNationalTaipeiUniversity*ChairmanofTaiwanLifeAssetManagementCo.*Ph.DofUniversitédeParisISalesManagementofFinancialIndustry11.2McGraw-Hill/IrwinCopyright?2003byTheMcGraw-HillCompanies,Inc.Allrightsreserved.Evaluation
2、&controlofsalesforceperformanceTheexternalenvironmentTheorganizationalenvironmentMarketingactivitiesPerformanceSalesperson’sviewofjobrequirements,roleperceptionsSalesplanningAccountmanagementpoliciesSalesforceorganizationDeploymentSupervisionSelection,training,andmotivatingthesale
3、sforcePersonalcharacteristicsSALESMANAGEMENTACTIVITIESDETERMINANTSOFTHESALESPERSON”SPERFORMANCEOUTCOMESCONTROLMARKETINGSTRATEGYTHEENVIRONMENTFeedbackAnOverviewofSalesManagement21.SellingfunctionPlansellingactivitiesSearchoutleadsCallpotentialaccountsIdentifydecisionmakersPreparesa
4、lespresentationOvercomeobjectionsIntroducenewproductsCallnewaccounts2.WorkingwithothersWriteupordersExpediteordersHandlebackordersHandleshippingproblemsFindlostorders3.ServicingtheproductLearnabouttheproductTestequipmentSuperviseinstallationTraincustomersSuperviseinstallationTrain
5、customersSuperviserepairsPerformmaintenance4.ManagingInformationProvidetechnicalinformationReceivefeedbackProvidefeedbackCheckwithsuperiorsSellingJobFactors35.ServicingtheAccountStockshelvesSetupdisplaysTakeinventoryforclientHandlelocaladvertising6.AttendingconferencesandmeetingsA
6、ttendsalesconferencesAttendregionalsalesmeetingsWorkatclientconferencesSetupproductexhibitionsAttendperiodictrainingsessions7.TrainingandrecruitingRecruitnewsalesrepsTrainnewsalespeopleTravelwithtrainees8.EntertainingEntertainclientswithgolfandsoforthTakeclientstodinnerTakeclients
7、outfordrinkTakeclientsouttolunchThrowpartiesforclientsSellingJobFactors42.59.TravelingTraveloutoftownSpendnightsontheroadTravelintown10.DistributionEstablishgoodrelationswithdistributorsSelltodistributorsHandlecreditCollectpastdueaccountsfromtheJournalofMarketingResearch,WilliamC.
8、Moncrief,IIIAug.1986SellingJobFac
