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Jingdong book

销售经理工具书:21大类实用技能 482个贴身工具(第三版)

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销售经理工具书:21大类实用技能 482个贴身工具(第三版)

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非常实用的销售管理工具,销售经理所有难题迎刃而解!21大类实用技能 482个贴身工具.

Content Description

针对销售经理每天面临的大小问题,《销售经理工具书(第3版)》均有计划地提供了实用的解决之道。销售经理们能够从《销售经理工具书(第3版)》的各个章节与字里行间中。轻松自如地找到在推动业务工作与管理业务部门时应对各种状况的方法。

Author Description

吉恩·嘉佛罗在销售和商业管理领域拥有超过25年的经验,同时也是多本畅销书的作者。其中包括《培生销售百科字典》(The Prentice Hall Encyclopedic Dictionary of Selling J和《销售经理培训工具箱》(Sales Managers Training and Coaching Kit)。

Catalogue

第一章 销售经理如何进行管理
像管理者一样思考
如何成为一名成功的领导者
管理的简单定义
支配管理时间的最好方法
领导方式
威吓式管理
销售经理最受员工欢迎的十项品质
培养一种风格
与新下属面谈
小组会议
与下属进行个别会谈
销售经理的人事清单
与业绩优良下属的面谈
与表现不佳的下属的面谈
允许下属与经理会谈
与下属个别会谈时的要点
销售计划
差额
如何分析去年的销售额
如何弥补差额
销售人员未完成既定目标时该如何处理
绩效审核的重要性
如何处理销售人员的抱怨
团队观念
团队观念的缺陷
建立共同目标的重要性
建立团队观念的六个步骤
建立团队观念的四项动机
潜在管理者的特质
如何建立良好的沟通体系
建立理想沟通体系的八个步骤

第二章 如何设定绩效考核标准
评估销售计划
展现总结的价值
总结的技巧
总结会谈中的十四项要点
总结议程中的其他项目
销售人员制定销售计划必备的三张表格
销售经理从总结会谈中的收获
总结的价值
总结会谈的管理准备
揭发企图蒙混过关者
驻外销售人员的总结方式
总结后的追踪
销售人员对总结评估会谈的态度
如何让总结成为积极的经验
如何让销售人员提供正确的情报
何时不再需要总结评估
如何调整业绩目标
进度赶不上业绩目标时
如何处理无法弥补的问题
何时该把目标无法达成的消息告知高层主管
不该烦扰管理阶层的问题
业绩总结会议的十二项要点

第三章 公司的组织结构及办公室政治学
销售经理必须了解公司组织结构的原因
组织结构图的定义
两种典型的组织结构图
深入了解组织结构图
组织结构图的实际与理想
与销售经理息息相关的组织结构
如何超越职权的组织线
快速精简组织结构指南
销售和营销组织
重新调整和销售管理
销售和营销的基本差异
销售报告结构
命令系统的观念
忠诚度的重要性
如何处理你与上司的关系
忠诚的回报
如何和公司总部的员工合作
让销售经理成为总公司宠儿的七项要点
办公室政治学简述
办公室冲突面面观
办公室政治学对销售经理的影响
如果上司失宠该怎么办
精简人事:销售经理该开始另觅东家的八种征兆
公司政治学摘要

第四章 如何建立有效的通报系统
为什么销售人员都不喜欢填报表
为什么需要根据报表来进行管理
设立有效的通报系统的秘诀
为什么需要定期审阅报表
必不可少的报表
两项必要的销售历史记录
销售计划日志
为什么销售经理需要审查销售计划日志
为什么销售人员都痛恨拜访报表
三种拜访报表
如何设计拜访报表
解读拜访报表:销售经理十大收获
必须仔细阅读的销售报表
如何确保销售报表准时交回
处理抵死迟交报表的三种方法
拜访报表对销售人员的价值
如何利用拜访报表再教育
如何用拜访报表揭发不努力的销售人员
很难抓住不努力工作销售人员的原因
由拜访报表上的四种线索找出不努力工作者
其他十种揪出不努力工作者的方法
揪出不努力工作者后该怎么办
何时应查证拜访报表
伪造拜访报表的六项特征
如何查证拜访报表的内容
查证时为疑点留下空间
偷懒和不努力工作的销售人员之间的区别

第五章 如何聘用真正的销售人员
何时应增加新销售人员
增加新销售人员的适当时机
说服高层主管增加新人的五项要点
销售人事需求须涵盖的七项要点
为什么聘用新人是销售经理最艰巨的工作
判断销售天份的困难
销售天份无法衡量
用错人要付出昂贵代价
如何降低用错人的几率
从自己身边寻找适合的销售人员
利用人脉寻找销售人才
从各方推荐中找出合适的销售人才
从离职者中寻找合适的销售人才
网络招聘
免费招聘渠道
销售经理避免使用的招聘渠道
如何撰写招聘广告
尽可能利用现成的广告
招聘广告中应列明的八个要点
招聘广告范例
从成堆简历中找出合格者的六项要诀
如何解读简历的语言
应聘者应有的十项特征
第一印象并不代表一切
销售经理在首次面谈时希望得到哪些信息
找出喜欢跳槽者的八种线索
评判应聘者的无形因素
选定应聘者前先获得领导的同意
如何通知录用
背景调查
背景调查的礼节
……
第六章 如何建立业务奖金制度
第七章 如何控制业务支出
第八章 如何编制下年度业绩预估
第九章 如何设立分公司和各地办事处
第十章 通讯科技与销售经理
第十一章 如何发展一套销售培训计划
第十二章 如何有效激励销售人员
第十三章 如何主持销售会议
第十四章 如何举办商展和商务会议
第十五章 如何处理业绩不达标的销售人员
第十六章 如何通过经销商、分销商和制造商销售
第十七章 销售渠道的大变动与大宗配销现象
第十八章 如何有效运用广告
第十九章 职位升迁与接班人的培养
第二十章 迎向未来的管理
第二十一章 如何出色完成第一次被指派的管理任务
第二十二章 如何让职业道德和诚实成为宝贵的销售工具

Book Abstract

为什么销售人员都不喜欢填报表
销售经理最头痛的问题之一,就是要下属准时上交正确的报告。多数销售人员都不注重小节,而且憎恨必须处理一些文书工作。这和报告的种类没有关系——拜访报表、销售预估表、摘要报告、客户活动报告、支出报告等——反正销售人员就是讨厌所有的报表。讨厌的原因是因为这些都要占用他们宝贵的销售时间,而且有些报告填起来很复杂。最重要的原因是因为那些报告暴露了销售人员到底花了多少时间在努力工作。
为什么需要根据报表来进行管理
有一种代价是所有组织都要付出的。准时的报告是公司情报系统的基础。管理人员不清楚第一线的销售状况,就无法做出许多决定。那些销售状况就是一线销售人员的活动情形。那些信息的传送都经由公司所设立的通报系统。因此,报表就像是送到大气层中侦测天气现况的气球,随时探测天气变化。业务报表则将目前市场的情形送回,从中可敏感的得知销售环境的好坏所在。
设立有效的通报系统的秘诀
毫无疑问,正确的销售信息绝对重要;但销售经理在设立该区域通报系统时也要记得,销售人员都很讨厌文书作业。
若能将文书作业简化,就能免除许多报怨。有些文书工作绝对必要,但过多的报告却会形成一种障碍,拖慢经理和下属的工作。销售经理应该设计出能够获取市场资料的必要报告,以使销售有效运作,但不应坚持要销售人员填写非必要的表格。他们应该抗拒那种“看似很好”的信息。对所有系统中的报表都应以批判的眼光检视。

……

Introduction

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