【摘要】 通过描述与分析销售标准化对销售绩效的影响,认为企业实施销售标准化有利于提高销售绩效;产品、顾客群体及销售渠道影响销售标准化的创建;销售人员的选拔、培训与考核及销售管理与控制体系影响销售标准化的执行,销售标准化、销售人员选拔培训与考核及销售管理与控制体系综合影响销售绩效;企业应根据所处的发展阶段及市场环境的变化,不断调整销售标准化的流程与构成要素,实现销售流程再造,实施新的销售标准化。更多还原

【Abstract】 By describing and analyzing the influence of standardized marketing on sales performance,this paper indicates that standardized marketing is beneficial to the improvement of the sales performance;products,customer group and the marketing channel are the elements that affect the construction of standardized marketing;the selection,training and assessment of salesmen,sales management and control system will affect the performance of standardized marketing;standardized marketing,the section and assessment of salesmen,sales management and control system will generally affect the sales performance.So enterprises should renew standardized marketing by continuous adjustment of the process and the elements of the standardized marketing according to the development stage and changes of the market to realize recycling of sales process and implement new standardized marketing.更多还原