有效地管理銷售隊伍

1.新經(jīng)濟環(huán)境下的銷售經(jīng)理
我們處在一個變革的時代
銷售經(jīng)理的壓力管理
銷售經(jīng)理的職能與角色

2.招聘合適的銷售人員
招聘合適的還是最好的員工
招聘前的準(zhǔn)備
招聘中的面談
評估與挑選

3.管理與評估銷售人員
有效制定銷售目標(biāo)
銷售業(yè)務(wù)的量化分析
從工作中評定銷售員
客戶是對銷售人員的最好評價
有效的客戶關(guān)系管理

4.銷售人員的日常輔導(dǎo)與能力改進
銷售的內(nèi)涵
銷售過程的重點把握
隨訪
有效的談話與指導(dǎo)
銷售人員的表格管理

5.銷售隊伍的領(lǐng)導(dǎo)與激勵
銷售經(jīng)理的管理與領(lǐng)導(dǎo)
關(guān)注影響領(lǐng)導(dǎo)方式的因素
領(lǐng)導(dǎo)方式選擇
有效授權(quán)
理解動機與有效激勵
如何消除銷售人員的消極情緒
有效提升銷售人員的積極性

6.加強銷售隊伍的團隊建設(shè)
團隊的基本要素
一個團隊發(fā)展的不同階段
高效的銷售團隊有哪些特征

1. The sales manager in new economical environment
We are in a changing era
Stress management of sales managers
The roles and responsibility of sales managers

2. Recruiting the right sales people
Recruiting the suitable ones or the best ones
Preparation before recruiting
Interview of recruiting
Evaluation and selection

3. Management and evaluation of sales person
Setting sales objectives
The quantitative analysis of sales staff’s performance
Evaluating the sales staff through their work
Evaluating the sales staff through customers
Effective CRM

4. Coaching and improvement of sales person
Meaning of sale activity
How to handle selling process
Visiting customers with sales representatives
Effectively communicating and coaching
Table management of sales person

5. Leading and motivating your sales team
Management and leadership of the sales manager
Elements influencing leadership styles
Choice of leadership styles
Effective delegation
Understanding the incentive of sales people and motivating them effectively
How to eliminate the negative emotions of sales staff
Effectively motivating sales person

6. Sales team building
Basic elements of a team
Different stages of team development
Characteristics of a high performance team