| 销售标准化的创建执行及对销售绩效的影响 |
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| 引用本文： | 谢宗云,晁钢令.销售标准化的创建执行及对销售绩效的影响[J].商业研究,2011(1):180-184. |
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| 作者姓名： | 谢宗云 晁钢令 |
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| 作者单位： | 1. 广西职业技术学院经济贸易系,南宁,530226
2. 上海财经大学国际工商管理学院,上海,200433 |
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| 摘 要： | 通过描述与分析销售标准化对销售绩效的影响,认为企业实施销售标准化有利于提高销售绩效;产品、顾客群体及销售渠道影响销售标准化的创建;销售人员的选拔、培训与考核及销售管理与控制体系影响销售标准化的执行,销售标准化、销售人员选拔培训与考核及销售管理与控制体系综合影响销售绩效;企业应根据所处的发展阶段及市场环境的变化,不断调整销售标准化的流程与构成要素,实现销售流程再造,实施新的销售标准化。
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| 关 键 词： | 销售标准化 销售绩效 顾客群体 销售渠道 |
On Construction of Standardized Marketing and Its Influence on Sales Performance |
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| XIE Zong-yun,CHAO Gang-ling.On Construction of Standardized Marketing and Its Influence on Sales Performance[J].Commercial Research,2011(1):180-184. |
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| Authors: | XIE Zong-yun CHAO Gang-ling |
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| Institution: | XIE Zong-yun1,CHAO Gang-ling2(1.Department of Economics & Trade,Guangxi Vocational & Technical College,Nanning 530226,China,2.School of International Business Administration,Shanghai University of Finance & Economics,Shanghai 200433,China) |
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| Abstract: | By describing and analyzing the influence of standardized marketing on sales performance,this paper indicates that standardized marketing is beneficial to the improvement of the sales performance;products,customer group and the marketing channel are the elements that affect the construction of standardized marketing;the selection,training and assessment of salesmen,sales management and control system will affect the performance of standardized marketing;standardized marketing,the section and assessment of s... |
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| Keywords: | standardized marketing sales performance customer group marketing channel |
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