| 调适性销售战略的影响因素及其成功关键 |
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| 引用本文： | 郭国庆,李屹松,汪晓凡.调适性销售战略的影响因素及其成功关键[J].经济理论与经济管理,2009,0(7):63-68. |
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| 作者姓名： | 郭国庆 李屹松 汪晓凡 |
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| 作者单位： | 1. 中国人民大学, 北京, 100872;2. 北京中医药大学, 北京, 100029 |
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| 摘 要： | 调适性销售作为创新的营销战略,对提升企业绩效意义重大。销售人员的动机、能力和环境制约对调适性销售战略的成功实施具有明显的影响。从战略高度看待调适性销售,着力提高销售人员的信息利用能力,强化销售人员的知识技能培训,是成功调适性销售战略的关键。
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| 关 键 词： | 调适性销售 营销创新 影响因素 成功关键 |
| 收稿时间： | 2009-03-27 |
INFLUENCING FACTORS AND KEYS TO SUCCESS FOR THE ADAPTIVE MARKETING STRATEGY |
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| GUO Guo-qing,LI Yi-song,WANG Xiao-fan.INFLUENCING FACTORS AND KEYS TO SUCCESS FOR THE ADAPTIVE MARKETING STRATEGY[J].Economic Theory and Business Management,2009,0(7):63-68. |
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| Authors: | GUO Guo-qing LI Yi-song WANG Xiao-fan |
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| Institution: | 1. Renmin University of China, Beijing 100872, China;2. Beijing University of Chinese Medicine, Beijing 100029, China |
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| Abstract: | As an innovation of marketing strategy, adaptive selling plays a significant role in improving enterprise performance. The motivation and ability of sales personnel as well as constrains in the environment are the key factors for successful implementation of adaptive selling. Therefore, from a strategic perspective, it is necessary for enterprises to foster information utilization ability of sales personnel and train them to improve their marketing knowledge. |
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| Keywords: | adaptive selling marketing innovation influencing factors keys to success |
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