罗勃特·达文波特 先生

　　全球销售竞争力大师
　　国际著名咨询专家
　　Hay Group全球副总裁

　　罗勃特·达文波特先生（Robert J. Davenport）是全球著名的“销售竞争力”大师，因在销售竞争力领域做出了卓越贡献而在全球工商界拥有崇高的地位和很高的知名度。罗勃特·达文波特先生曾为众多“世界500强”及“财富1000强”企业提供过大量的咨询和演讲服务，客户遍布世界各地。其长期提供服务并进行过深入研究过的行业有医疗、保健、消费品、电子商务、零售、保险、医药、金融、金融、高科技、服务、通讯、建筑、石化等。

　　罗勃特·达文波特先生（Robert J. Davenport）在获得MBA学位后的30余年内一直致力于销售体系、销售竞争力领域的研究和实践，积累了丰富的经验。其触角延伸到销售人员薪酬、组织架构、人才甄选/留用、能力（素质）、岗位设计、客户细分、销售流程和企业文化变革等多个领域。

　　罗勃特·达文波特先生曾在美国排名领先的某广告公司工作多年，后加入世界著名的咨询公司——HAY集团从事销售竞争力开发、研究和服务工作，积累了20余年的销售、营销咨询经验。

　　罗勃特·达文波特先生目光犀利，分析问题能一针见血，特别善于从系统的角度来分析销售管理问题并提供解决方案，许多企业的领导人和销售领导人都非常乐于与之交往。罗勃特·达文波特先生参与研究、开发的“销售竞争力体系”等销售管理工具深受“世界500强企业”及“财富1000强”企业的推崇，这些工具也有效地提升了这些世界级企业的销售竞争力，帮助它们顺利达成了各项既定销售目标。

　　罗勃特·达文波特先生一生致力于研究、运用销售管理领域的“最佳实践”，善于发现客户的需求并擅长于帮助客户建立销售优势，帮助企业应对充满竞争的市场挑战。

　　罗勃特·达文波特先生经常应邀在全球做各类主题演讲，其中既包括众多“世界500强”及“财富1000强”企业，也包括众多政府机构和行业协会。其名字经常出现在各种商业和贸易杂志、报纸当中，是媒体的关注焦点和追捧对象。此外，罗勃特·达文波特先生经常应邀为各类权威媒体撰写文章，他是《销售和营销管理》等众多权威媒体的专业顾问。

　　罗勃特·达文波特先生先后出版了19部专著，并担任法国INSEAD商学院教授、美国Rutgers大学MBA项目教授。罗勃特·达文波特的著作和销售竞争力体系影响了无数的企业领导人和销售领导人，帮助他们的企业实现了绩效的突破性提升及销售竞争力的大幅度提升。


【About the Speaker】Robert J. Davenport

　　Sales Management Guru
　　Well-known Sales & Marketing Management Consultant
　　VP of Hay Group

Mr. Davenport is an internationally well-known expert in Sales Force Effectiveness and has made outstanding contributions in this practice area. He enjoys a high reputation in both academics and business circle.

Mr. Davenport has served and lectured to a large number of “Top 500” and “Fortune 1000” companies. His extensive topic list represents a wide variety of selling roles and situations, geographies, products/services, and market environments. Significant industry experience includes health care, consumer products, e-commerce, distribution, insurance, pharmaceuticals, financial services, capital equipment, high technology, service, communications, construction, health care and petrochemical.

Within the 30 years after receiving his MBA degree, Mr. Davenport has been devoting himself into the researches and practices of sales force effectiveness, wherefrom he has accumulated tremendous experience. These practices include: sales compensation, organization structure, selection/retention, capabilities (competencies), job design, customer segmentation, sales processes, and culture change.

Mr. Davenport worked for a top 25 marketing and advertising agency in USA for many years and after that, he joined one of the world’s famous consulting firms —Hay Group. He has engaged in the development, research and service of the sales force effectiveness practices, and acquired more than 30 years’ experience in sales and marketing management consulting.

Mr. Davenport has rich insights. He analyzes the problems to the point, and is especially good at analyzing sales management problems and providing solutions from a systematic point of view. Many business leaders and sales leaders are very pleased to get advices from him. His research-based “Sales Force Effectiveness” sales management tools were much admired by the “Top 500” and “Fortune 1000” companies. These tools have effectively improved the sales force effectiveness of these world-class companies and helped them successfully achieve their pre-set sales objectives.

Mr. Davenport emphasizes“best practices" in critical and sales management and marketing areas, and he uses an approach that focuses heavily on serving the needs of the client in order to build up clients’ selling advantages and thus meet today’s competitive market challenges. Mr. Davenport is frequently invited to speak on management topics for many“Top 500”and“Fortune 1000” companies, numerous governmental organizations and, trade and professional associations, and he is often quoted in the business and trade press on these issues. In addition he is often invited to write essays for different presses and has served on Sales & Marketing Management Magazine’s Editorial Advisory Board.Mr. Davenport has published 19 books and lectures at INSEAD and Rutgers MBA Program. For the past 30 years, his books and sales force effectiveness systems have had an influence on innumerable business leaders and sales leaders and helped their organizations achieve prominent performance.

发表时间：2003-06-03，更新时间：20051111101305