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专栏介绍:“中国资深销售顾问研究”项目旨在研究在销售人员的销售行为中、文化起到了什么样的影响,销售环节以及销售行为是如何随客户行为而改变的,全面展示中国销售的特点以及对市场经济的影响。项目背景:访谈100位销售顾问,尽量涉及不同的领域,在5年的时间范围内跟踪他们的销售业绩、销售技能的演变及职业变迁等内容。项目实施回放:在20个行业中挑选候选者500名,初步访谈后筛选出250人→做3个月的跟踪→3个月后确定长期跟踪的100人,建立长期档案→收集销售日记、产品描述、客户档案、竞争环境、成交价格、利润比例、销售提成、售后服务、客户反馈等10个方面的资料→针对资料,确定就销售流程八个步骤开展问卷调查,定量分析销售环节的作用和影响→在定量分析的基础上研究定性结论。该项目由美国某知名营销集团委托中国圣路可商务顾问公司自2002年起开始实施。圣路可商务顾问公司以销售培训为核心业务,曾成功为华润集团、宝钢国际集团、艾默生电器、奥迪集团等提供系列内训,在工业品市场营销、品牌建立、销售队伍建设、顾问式销售技能、大客户销售流程和谈判技能培训等方面实力突出。
Column introduction: The project aims to study sales personnel sales behavior, culture has played an influence, The characteristics and the impact on the market economy. Project Background: An interview with 100 sales consultants, covering as many different areas as possible, tracking their sales performance, sales skill evolution and career change within five years. Project implementation replay: 500 candidates will be selected from 20 industries, 250 will be screened after initial interview → 3 months tracking → 100 long-term tracking will be established after 3 months, long-term files will be set up → sales diary will be collected and products Description, customer profile, competitive environment, transaction price, profit ratio, sales commission, after-sales service, customer feedback and other 10 materials → for data, to determine the sales process eight steps to carry out a questionnaire survey, quantitative analysis of the role of sales and Impact → Research qualitative conclusions based on quantitative analysis. The project commissioned by a well-known marketing group in the United States of China St. Luke Business Consultants Inc. has been implemented since 2002. Shengluke Business Consulting Company takes sales training as its core business and has successfully provided a series of internal trainings to China Resources Group, Baosteel International Group, Emerson Electric Group and Audi Group. In the field of industrial product marketing, brand building, sales force construction and consultant sales Skills, major customer sales process and negotiation skills training and other aspects of outstanding strength.