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编辑指引销售激励模式可以划分为产品导向销售与解决方案销售两种,两种模式的差异性与操作性体现在两点:第一,解决方案销售的困难程度大大超过产品导向的销售,而且每个客户都有高度的客制化要求,导致对销售人员综合能力的要求大幅度提升。第二,解决方案销售是一种顾问式的销售流程,业务销售流程往往比产品导向销售更会涉及横向众多部门或团队销售协作,这些都建立在众多高业绩销售人员以及销售前后台协作实践的基础之上。如何有效地设计基于两种模式差异化基础上的激励策略就越来越成为困扰管理人员的关键问题。
Edit Guide Sales incentive model can be divided into product-oriented sales and solution sales of two, the two modes of difference and operability reflected in two points: First, the solution sales more difficult than the product-oriented sales, and each Each customer has a high degree of customization requirements, resulting in a substantial increase in the overall sales force requirements. Second, solution marketing is a consultative sales process that often involves more departmental or team sales efforts than product-oriented sales. These are based on a combination of high-performing salespeople and before and after sales Based on. How to effectively design the incentive strategy based on the difference between the two models has become a key problem to the managers.