摘要
产品变得越来越复杂,同时,客户经验的增多和全球化的影响使高质量销售队伍的价值日益突显。通才式的规模性销售被专业化销售所取代。因此,销售管理必须要向战略性转变,要突破技巧和灵感的认识,提升到科学和量化的层面。本期封面文章将讨论和回答对销售管理者来说最为重要的4个关键问题,在这一过程中也将证明昔日最为经验型的销售管理已越来越接近成为一门科学。
Complex products,intense competition due to globalization,and experienced customers all make an effective sales force more valuable.One representative selling all products to every customer would be replaced by a more professional and specialized sales force.At the same time,sales management should advance from techniques and inspirational images to a more scientific and quantitative level. In this issue we discuss the four most important issues of sales management and,in the process,prove that sales should be managed on the basis of science rather than experience.
出处
《商学院》
2006年第10期40-41,10,共2页
Business Management Review
