浅析汽车行业销售人员沟通技巧

在现代企业发展时期,销售人员在企业产品销售中的良好沟通已成为其完成职责的关键。然而,大家对沟通的理解和运用是片面或者说是不到位的,尤其是在市场竞争愈加激烈的形势下,销售工作中的沟通方式显得尤为重要。汽车行业销售人员是企业利润增长点和营销策略成功的关键因素,企业的管理者必须重视提高销售人员的能力,通过技能培训不断促进销售人员的业务增长,促进企业整体绩效的提升及战略目标的实现。     

四招消除客户的“逆反心理”

逆反心理是几乎人人都有的行为反应,只是程度不同而已。逆反心理是相当普遍的出于本能的机械反应。进一步说,逆反并不代表行为恶劣,有些人的出发点很好,但同时又是最积极的逆反者。比如下面的例子:销售人员:“今天沟通的流程是这样的,我先为您介绍一下产品的各种功能,接下来讨论一下后期的维护问题。”     

高薪为何难留人？

案例介绍:一家日化产品生产企业,业务一直发展很好。每到销售旺季,公司就会到人才市场大批招聘销售人员,到销售淡季,公司又会大量裁减销售人员。原因在于:人才市场中有的是人,只要工资待遇高,还怕找不到人?一年四季把员工“养”起来,费用太大。这样,销售人员流动性很大,销售骨干也纷纷跳     

复合型人才培养模式下英语专业大学生阅读焦虑实证研究——以英语泛读课为例

复合型人才培养模式下英语专业大学生阅读焦虑的研究表明:英语专业大学生在泛读英语课上阅读文章时会感到焦虑;焦虑高、低分组学生在阅读焦虑这个变量上差异显著;各年级学生的阅读焦虑水平从高到低依次为大二学生、大一学生、大三学生,从显著水平可以看出,各年级的阅读焦虑程度之间并没有存在差异。     

高薪为何难留人？

案例介绍： 一家日化产品生产企业，业务一直发展很好。每到销售旺季，公司就会到人才市场大批招聘销售人员，到销售淡季，公司又会大量裁减销售人员。原因在于：人才市场中有的是人，只要工资待遇高，还怕找不到人？一年四季把员工“养”起来，费用太大。这样，销售人员流动性很大，销售骨干也纷纷跳槽。后来，中层管理者集体辞职，致使公司近乎瘫痪。人才市场上又找不到优秀的销售人才和管理人才。总经理开出高薪，希望能召回一些销售骨干。然而，这一切仍是徒劳。     

员工的营销意识比方法更重要

某公司聘请到李小姐、王先生两位销售总监,同时也新招聘一批员工,王先生带领的团队通过培训,上岗后开始动力十足,经常拜访客户,作为销售总监的王先生也会经常陪同销售人员拜访客户。但从第二个月开始,销售人员拜访量和电话业务量慢慢减少,出现了只     

高职英语专业学生外语学习焦虑的实证研究

长期以来,焦虑对语言学习特别是外语学习的负面影响受到外语教学研究者的高度关注。本文以江门职业技术学院英语专业学生为研究对象,采用"英语学习焦虑量表"进行问卷调查,辅以深度采访,来调查高职院校英语专业学生英语学习焦虑的现状。结果表明:高职英语专业学生确实存在一定程度的英语学习焦虑,而男生英语学习焦虑略高于女生,教师的教学方法、学生的基础外语能力等均会影响外语学习焦虑的程度。     

沟通——在物业管理中的利用以及方法

沟通是理解与信任的基础.在物业管理中,面对不同层次不同类型的业主,物业管理人员更要懂得与业主有效的"沟通"方能化解矛盾纠纷.笔者通过实践经验积累,提出了几点沟通的技巧与方法,仅供业界交流.     

大学生社交焦虑及其相关因素研究

通过问卷方式对大学生社交焦虑与应对方式的特点和相互关系进行分析,提出：不同性别大学生的社交焦虑无显著性差异,但在解决问题应对方式中表现出显著的性别差异;理科生与文科生在社交焦虑和幻想应对方式中差异显著,文科生和艺术生在幻想应对方式中的差异显著;社交焦虑与解决问题和合理化两种应对方式呈显著负相关,与自责应对方式呈显著正相关;通过多元线性回归分析,自责、合理化应对方式两变量对社交焦虑有显著的预测作用。指出大学生的社交焦虑和应对方式存在一定的相互关系。     

实践社区面对面沟通特征与其影响因素的关系研究

"实践社区"是近年来组织进行知识管理和建立学习型组织所采取的一种新形式,使企业员工在自由、民主的气氛下,感受到共同的身份感和归属感,产生强烈的分享知识的愿望,从而实现知识的共享、传播和创造.实践社区价值的体现依赖于成员之间的沟通,不同的实践社区所体现的沟通特征侧重点不同,所实现的沟通效果也会有所不同.本研究主要探索实践社区面对面沟通方式所具有的特征与其影响因素之间的关系,结果表明实践社区沟通特征与其影响因素之间存在显著相关,3个影响因素通过互动性对其他4个沟通特征产生间接影响.     

维吾尔族、柯尔克孜族初中生汉语交际意愿与汉语焦虑的关系研究

以新疆石河子市师范学校的105名维吾尔族、柯尔克孜族初中生为调查对象,采用课堂内交际意愿量表和外语课堂焦虑量表(FLCAS)调查了这些学生的汉语交际意愿和汉语焦虑。调查发现:维吾尔族、柯尔克孜族初中生的汉语交际意愿较高,汉语焦虑处于中等水平;一些个体因素(如:性别、民族和年级)在汉语交际意愿、汉语焦虑上不存在显著性差异;维吾尔族、柯尔克孜族初中生的汉语交际意愿与汉语焦虑呈显著的负相关;交际恐惧对汉语交际意愿有显著的负向预测作用。     

Relational communication traits and their effect on adaptiveness and sales performance

Two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive selling framework to assess their impact on salesperson adaptiveness and sales performance. Using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research highlights the importance of effective communication within sales interactions and offers suggestions to improve salesperson communication skill. Michael L. Boorom is an associate professor of marketing and associate dean of the school of business and public administration at California State University, San Bernardino. He received his Ph.D. from the University of South Florida. His research interests are salesperson and sales manager communication skills. His work has been published in theJournal of Personal Selling & Sales Management and several conferences. Jerry R. Goolsby is an associate professor of marketing at the University of South Florida. He received his Ph.D. from Texas Tech University. His research interests include sales interactions and salesperson burnout and coping strategies. His work has been published in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and other marketing journals. Rosemary P. Ramsey is a professor and chair of the management and marketing department at Eastern Kentucky University. She earned her Ph.D. from University of Cincinnati. Her research interests include sales interactions and measurement issues. Her work has been published in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Personal Selling & Sales Management, Journal of Social Behavior and Personality. andJournal of Marketing Education.     

铁路项目经营性评价和投资分类管理研究

论文分析铁路设施项目的一般特点，运用相关基础理论，建立项目可经营性评价体系和模型，对项目的可经营性程度进行定量分析，提出经营性视角下铁路项目区分和投资分类管理方法，科学界定政府和市场的投资职责。最后应用研究的理论成果，对部分铁路设施项目进行了分析。     

The relationship of job image,performance, and job satisfaction to inactivity-proneness of direct salespeople

This article examines whether the public image of the selling job as perceived by direct salespeople has an impact on their tendency to remain active or become inactive in that selling job. Relationships among job image, job satisfaction, and job performance are also investigated. Salespeople with more negative perceptions of the public image of their job were found to have lower job satisfaction and to be more prone to inactivity, though the strength of these relationships varies somewhat between high and low performers. Implications are provided for researchers and sales managers.     

Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers

Personal selling is thought to be a very effective marketing vehicle. The notion of adaptive selling suggests that it should work better than any other means of communication because salespeople are able to develop a unique message for each customer. This research proposes a model of key antecedents and consequences of adaptive selling. In particular, we distinguish, measure, and model the attitudinal and behavioral aspects of adaptive selling, something that is encouraged but not thoroughly examined in the literature. Hypotheses are tested using data from 210 salesperson-customer dyads. The results indicate that a salesperson’s perception of the firm’s customer orientation has an effect on adaptive selling behavior through the salesperson’s adaptive selling confidence, role ambiguity, intrinsic motivation and customer-qualification skills. Adaptive selling behavior increases salesperson’s outcome performance, customers’ evaluations of satisfaction with the product and with the salesperson, which enhance customers’ anticipation of future interactions with the salesperson. The implications for management and theory are discussed.     

论不良资产的多样化出售

不良资产多样化出售的目的是最大限度地以最高价格出售不良资产。信用增级、公开操作原则、间接出售方式和完善的市场环境支持,是美国FDIC和RTC多样化出售不良资产的成功经验。不良资产的出售困难是与不良资产价值难以确定联系在一起的,调整现值法和经营期权思想拓宽了企业估价的思路,代表着国际评估方法的发展方向。资产证券化作为一项新兴业务,是出售不良资产的主要手段和渠道,引进资产证券化对于我国国有商业银行的改革,化解不良资产具有重要的理论意义和实践价值。     

How does sharing a sales force between multiple divisions affect salespeople?

An increasing number of firms are sharing a sales force between multiple divisions of their companies. Although this practice may increase organizational efficiency by reducing unit selling costs, it is not clear how it affects outcomes at the level of the individual salesperson. This study examines the effects of sharing a sales force between multiple divisions on salespeople’s role perceptions, satisfaction, and performance. The results indicate that sharing is associated with higher levels of role stress and lower levels of work satisfaction and nonfinancial performance. The association between sharing and financial performance is not significant. Formalization and centralization of the sales organization moderate the relationships between sharing and the outcome variables. Higher levels of formalization lessen the effects of sharing on salespeople’s role conflict, role ambiguity, and work satisfaction. Conversely, higher levels of centralization exacerbate the effects of sharing on role ambiguity and work satisfaction. His research interests include issues in personal selling, sales management, and channels of distribution. He has published in theJournal of Retailing, European Journal of Marketing, Journal of Macromarketing, Journal of Marketing Theory and Practice, and various conference proceedings. He received his Ph.D. from the University of Wisconsin-Madison. His research interests include management of brand equity and competitive analysis. He has published in theJournal of Marketing Research, Journal of Marketing, Journal of Consumer Research, Journal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, Strategic Management Journal, Journal of Advertising Research, Industrial Marketing Management, andPlanning Review. He received his Ph.D. from the University of Pittsburgh. His research interests are in the areas of personal selling and sales management. His articles have appeared in numerous journals, and one of them received the William O’Dell Award for the most outstanding article published in theJournal of Marketing Research. He has coauthored several books includingSales Force Management: Planning Implementation and Control (Irwin, 1992). He received his Ph.D. from the University of Illinois-Urbana.     

Group influences of selling teams on industrial salespeople’s cross-selling behavior

Cross-selling offers tremendous benefits for both vendors and customers. However, up to 75% of all cross-selling initiatives fail, usually for sales force–related reasons. Yet prior research has largely ignored the role of salespeople in the field of cross-selling. Using a motivation–opportunity–ability (MOA) framework, this research addresses factors that determine a salesperson’s cross-selling performance, including the predominant role of the selling team as a social environment in which individual behavior occurs. A dataset of 231 industrial salespeople working in 55 teams reveals that 37% of overall variation in behavior is caused by differences across teams. The team-specific hypotheses, based on social norms and reputation theory, are tested with a hierarchical linear modeling approach with matched data from three sources. Individual cross-selling motivation has a stronger effect when a selling team has strong cross-selling norms, and in the specific context of cross-selling, selling team reputation can constrain individual behavior that might damage that reputation. Salespeople also develop beliefs about the reasons for their team reputation, including its cross-selling ability, which can reduce an individual salesperson’s reputational concerns and hence reinforce individual cross-selling behavior. These results have significant theoretical and managerial implications.     

卖空约束对股票市场的影响——兼论中国能否引入卖空机制

卖空作为一种重要的金融创新,经常被人们提及,但很多人却对卖空心存疑虑。在很多资本市场发达的国家,卖空也仍然受到限制,因此,很多人就反对目前在我国引入卖空机制。然而,卖空并没有很多人想象中的那么可怕。本文从实证和理论两个角度论证了卖空对市场效率的重要作用,考察了卖空与市场崩溃间的关系,发现二者并没有必然的联系。     

The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective

Sales control systems represent an important managerial tool in directing the sales force for desired organizational objectives. However, the majority of prior sales control research has focused only on the main effects of sales control systems without explicitly considering their interactive effects and associated intervening mechanisms. Drawing on job demands–resources theory, the authors theorize differential interactive effects of outcome control, activity control, and capability control on job engagement (i.e., adaptive selling behavior and selling effort) and job stress (i.e., role ambiguity and role conflict), which subsequently affect salesperson performance. Empirical results using a sample of industrial salespeople find that (1) outcome control and capability control have positive interactive effects on adaptive selling behavior and selling effort while suppressing role conflict, (2) activity control and capability control have a negative interactive effect on role ambiguity, and (3) outcome control and activity control have a positive interactive effect on selling effort but negative interactive effects on adaptive selling behavior and role clarity. These results indicate that sales control researchers can benefit from considering the complex interactive effects of various control styles as well as the intervening processes, which provide a more refined understanding of this important managerial tool.