快消品销售订单工作行为测量量表开发
摘要
快消品行业的营销竞争力主要体现在渠道销售的能力,而销售人员的销售订单工作决定着渠道销售的业绩。本文基于销售行为和量表开发的相关理论,以快消品销售订单工作的各个工作阶段来设置销售人员销售订单行为测量的维度,并在各个维度下对销售人员的若干个关键行为设置考察题项,力图通过这些题项来测量快消品销售人员在销售订单工作的行为与能力。
出处
《中国地质大学学报（社会科学版）》
CSSCI
北大核心
2012年第6期115-122,共8页
Journal of China University of Geosciences(Social Sciences Edition)
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