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所在平台: Udemy |
课程主页: https://www.udemy.com/course/designing-sales-territories/
课程评论：没有评论
Coursera 课程《设计销售区域》摘要： 本课程专为新手销售经理设计，旨在帮助您掌握设计或重新设计所辖销售区域的专业知识，以最大化销售团队的效益。课程将解决许多新任销售经理对销售区域划分方法认识不足的问题，避免使用不当方法导致效果不佳。 课程内容涵盖： * **销售区域设计流程：** 深入理解销售区域设计的系统化过程。 * **销售控制单元的选择：** 学习如何选择合适的销售划分基础单位。 * **销售潜力定义：** 掌握如何精确评估每个销售控制单元的销售潜力。 * **临时销售区域的设定：** 学习在特定情况下设定临时销售区域的策略。 * **销售工作量分析：** 通过ABC分析、矩阵分析等KPI和方法，科学分析销售工作量。 * **销售区域的分配：** 学习如何将销售区域有效地分配给销售人员。 * **销售人员排名技巧：** 提供关于如何对销售人员进行有效排名的实用建议。 * **销售区域与路线规划：** 学习如何设定合理的销售区域及其配套的路线计划。 * **销售路线规划工具：** 介绍用于销售路线设定的各类工具。 * **技术在销售路线规划中的应用：** 探讨如何利用技术辅助销售路线的地图绘制和优化。 通过本课程的学习，您将能够为您的销售团队建立更高效、更科学的销售区域划分和管理体系。
This course is meant for new sales managers like you that want to gain expertise on how to design or re-design the sales territories that are under your supervision in order to gain the utmost from your sales teams. Most newly appointed sales managers are not aware of the available methods in designing and appointing sales territories (areas) to salespeople. Most of the time they try to use unorthodox methods bringing poor results. Most managers are keen on using their past experience if any in modifying sales areas to increase business' sales effectiveness. But, what about managers with no previous experience? By attending this course you will understand the design process of sales territories, how to select a sales control unit, how to define the potential sales in each sales control unit, how t set temporary sales territories, how to analyze the sales workload by using various KPIs and methods such as ABC or Matrix analysis, how to appoint sales territories to salespeople and several tips on raking your salespeople. Additionally, you will learn how to set proper sales territories and their route plan, what kind of tool to use during the sales route setting, and how technology can help you in mapping your defined sales routes.
