“2005销售竞争力高层论坛”演讲内容英文版

【演讲大纲Outline】

1、Introduction:
◎ An overview of what elements defines sales-force effectiveness.

2、The Sales Job design that best fits your business.
◎ How do you shape the sales roles that best fit your objectives?
◎ How to define “hunters” and “farmers.”
◎ What is the difference between transactional selling and consultative selling?

3、Sales management strategies.
◎ What techniques do you use to manage your sales force?
◎ The choice between–and implications of–controlling by behavior vs., controlling by outcomes.

4、Sales Leadership.
◎“Do as I say or do as I do?”
◎ How sales managerial style affects sales performance and motivation.

5、Recruiting for success.
◎ What are the characteristics you should look for?
◎ How can you identify who will be most successful?
◎ How can you clone your most successful sales reps?

6、Best approaches to Sales Compensation program design.
◎ Using sales force compensation to drive sales force performance.
◎ How to be sure that your compensation program matches your selling process and business metrics.

7、Classic Cases

8、Panel discussion:
◎ Sales Force Effectiveness in Chinese companies.
◎ Sharing of practices and challenges in the Chinese marketplace.

发表时间：2005-09-16，更新时间：20050916120549