New Sales Business Management (Revised Edition)

Author: Qi Xiaoyong
Publisher:
Publish Date: 2003-08-01
Features: Preface: Since its publication in 1998, "Sales Business Management" has been highly favored by marketing professionals and has been out of stock in many regions. This indicates that Chinese enterprises are placing increasing importance on basic marketing management, marketing personnel, and marketing itself. Over the past five years, Chinese marketing has been advancing, so have the enterprises and Pali. On one hand, enterprises are encountering many new challenges in salesperson management; on the other hand, new concepts and methods are constantly emerging, and Pali's practical experience has become richer and more mature. Pali has the responsibility to share new knowledge, methods, and experiences with everyone. Therefore, based on the book "Sales Business Management" edited by Zheng Hong, Qi Xiaoyong has revised it. "Newly Revised Sales Business Management" incorporates a wealth of new concepts and methods, drawing on Pali's consulting case experiences over the past three years. At the same time, it maintains Pali's unique blend of Chinese and Western approaches, emphasis on practicality, systematicity, and professionalism. This book systematically analyzes the issues of salesperson management. It provides detailed introductions to the specific methods and approaches for team building, recruitment, training, motivation, leadership, compensation, and performance evaluation of sales teams, offering numerous practical examples and tools. It also discusses the key to sales teams—the success factors of sales managers. This ensures that enterprises can cultivate a high-quality, well-structured, dynamic, and creative professional sales team. The book can serve as a learning guide for sales managers in various enterprises, a practical reference for sales personnel, and extracurricular reading material for students and faculty in universities and colleges interested in marketing, enhancing their understanding and research of marketing practices.