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销售人员管理 英文版PDF|Epub|txt|kindle电子书版本网盘下载
- （美）罗伯特·E.海特（RobertE.Hite），（美）威斯利·J.乔斯敦（WesleyJ.Johnston）著 著
- 出版社： 沈阳：东北财经大学出版社
- ISBN：7810443933
- 出版时间：1998
- 标注页数：589页
- 文件大小：29MB
- 文件页数：609页
- 主题词：
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图书目录
Brief Table Of Contents1
PART Ⅰ1
Understanding the Sales Force Environment1
CHAPTER 1 Selling: Past, Present,and Future2
CHAPTER 1 Selling: Past, Present, and Future2
BUILDING RELATIONSHIPS: CUSTOMER RELATIONSHIP3
Introduction4
A Historical Perspective on Personal Selling4
The Past4
The Present and Future5
Summary9
Review and Discussion Questions10
CHAPTER 2 The Sales Environment12
CHAPTER 2 The Sales Environment12
BUILDING RELATIONSHIPS: ETHICS AND SALES MANAGEMENT13
Introduction14
Legal Issues16
Specific Legal Concerns17
Ethical Issues29
Creating Ethical Corporate Structures30
Relationships with Customers32
Relationships with Competitors33
Relationships with Company34
Relationships with Society35
Summary36
Key Terms36
Review and Discussion Questions37
Cases37
CHAPTER 3 International Sales Force Management40
CHAPTER 3 International Sales Force Management40
BUILDING RELATIONSHIPS: JAPANESE APPROACHES TO INTERNATIONAL MARKETS41
Marketing Intermediaries42
Developing an International Soles Force42
Introduction42
Organizing the International Sales Force47
Corporate Influences on International Sales Force Organization48
Industry Influences on International Sales Force Organization48
Recruitment and Selection49
Managing the International Sales Force49
Environmental Influences on International Sales Force Organization49
Training52
Motivation and Compensation53
Negotiating the Sale53
Differences in International Negotiating Styles54
Differences in Decision Making56
Status and Protocol57
Social Aspects of International Negotiations57
Personal Relationships58
Perceptions of Time58
Additional Specifics on Countries, Regions, and Cultures59
Summary64
Key Terms65
Review and Discussion Questions65
Cases65
CHAPTER 4 Organizing the Sales Force68
CHAPTER 4 Organizing the Sales Force68
BUILDING RELATIONSHIPS: SALES SUPPORT TEAMSSS69
Introduction70
Theories of Organization70
The Classical or Traditional Theory70
Neoclassical Theory70
Modern Organization Theory70
The Dilemma72
Basic Guidelines for Good Organization73
Division of Work73
The Line Organization?74
Change74
Span of Management?74
Types of Organization74
The Line and Staff Organization76
The Functional Organization77
The Centralized versus the Decetralized Organization78
Organizing by Specialization79
Inside Salespeople87
Independent Representives88
Organizational Procedures89
Organizational Expectations90
Managing in the Twenty-First Century90
Summary92
Key Terms93
Review and Discussion Questions93
Cases93
PART Ⅱ97
Planning for Sales97
CHAPTER 5 Automating the Sales Force98
CHAPTER 5 Automating the Sales Force98
BUILDING RELATIONSHIPS: COMPUTERIZED SALES SUPPORT99
Introduction100
Increasing Productivity101
Sales AnaLysis102
Territory Management102
Components of SaLes Force Automation Systems102
Telemarketing103
Teleprospecting105
Sales Presentations106
Disk-Based SaLes Presentations107
Sales Proposals109
Computerized Ordering110
Electronic Data Interchange110
Implementation111
The Pilot Program111
Software113
Hardware114
Implementation Pitfalls117
Summary118
Key Terms120
Review and Discussion Questions120
Cases120
The Importance of Accurately Forecasting Market Potential121
CHAPTER 6 Sales Forecasting124
CHAPTER 6 Sales Forecasting124
The Terminology of Forecasting126
Why a Sales Forecast I26126
Introduction126
Sales Force Composite128
Nonquantitative Techniques for Forecasting Sales128
Jury of Executive Opinion130
Quantitative Techniques for Forecasting Sales133
Trend Projections133
Fitting a Trend Line134
Moving Averages136
Exponential Smoothing137