有效地管理销售队伍

1.新经济环境下的销售经理
我们处在一个变革的时代
销售经理的压力管理
销售经理的职能与角色

2.招聘合适的销售人员
招聘合适的还是最好的员工
招聘前的准备
招聘中的面谈
评估与挑选

3.管理与评估销售人员
有效制定销售目标
销售业务的量化分析
从工作中评定销售员
客户是对销售人员的最好评价
有效的客户关系管理

4.销售人员的日常辅导与能力改进
销售的内涵
销售过程的重点把握
随访
有效的谈话与指导
销售人员的表格管理

5.销售队伍的领导与激励
销售经理的管理与领导
关注影响领导方式的因素
领导方式选择
有效授权
理解动机与有效激励
如何消除销售人员的消极情绪
有效提升销售人员的积极性

6.加强销售队伍的团队建设
团队的基本要素
一个团队发展的不同阶段
高效的销售团队有哪些特征

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