Salesperson Training and Management Tutorial

Author: Han Guangjun
Publisher:
Publish Date: 2004-09-01
Features: This book addresses the characteristics of sales departments, which are widely dispersed, highly open, have a high turnover rate, and involve a complex target audience. Based on the successful experiences of enterprises both domestically and internationally, it adopts a sales organization model as the overall framework and provides a detailed analysis of the features of regional, product-based, customer-based, and functional sales organization models. For each model, it thoroughly elaborates on and defines the planning and management of sales territories, their responsibilities, and quota allocation. Additionally, it summarizes and proposes corresponding job responsibility systems in sales work, clarifying the tasks of each position. This book is suitable as a teaching material for university and vocational colleges in similar fields, as well as for training manuals for corporate sales personnel.