Managing the sales force

Thanh Cong cua LLBH:

+ Quan tam ti khach hang-> Li ch mang lai cho KH + Quan tam ti san pham: Gia tr vt troi mang lai cho KH

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Key point in managing the sales force

Cong ty se oi mat trong viec a ra quyet

nh thiet ke LLBH nh the nao? Cong ty thc hien viec tuyen mo, chon la, huan luen, giam sat, ong vien va anh gia LLBH nh the nao? Lam the nao e LLBH co the cai thien c cac ky nang ban hang, thng lng va chuye tai c cac moi quan he tiep th?

Concept for Sales force

Deliverer: cong viec chnh la giao hang Order taker: Ngi chuyen tap hp cac n hang

t ben trong lan ben ngoai Missionary: Nhiem vu chu yeu la xay dng nhan hieu hoac giao duc khach hang tiem nang va hien tai Technician: NV ky thuat cao co nhiem vu t van cho KH Demana creator: Ngi s dung nhng phng phap sang tao e ban nhng Sp vo hnh( DV quang cao, giao duc, bao hiem) hoac hu hnh Solution vendor: Ngi chuyen giai quyet cac van e phat sinh cho khach hang

 e thc hien cong viec nay cong ty phai thc

Designing the sales force

hien cac noi dung sau: + Xac nh muc tieu: + Chien lc ban hang: + Cau truc LLBH + Kch c LLBH + Chnh sach lng

Objective for sales force

+ Xac nh muc tieu:

+ LLBH can xac nh ro rang ve thi gian cho KH hien tai va tiem nang, + LLBH cung xac nh thi gian can thiet cho Sp mi va hien tai Cong viec cua NVBH:
- Prospecting: xac nh ro KH tiem nang, KH muc tieu - Targeting: Quyet nh cach phan bo thi gian cho KH tiem nang va hien tai - Communicating: Truyen at cac thong tin ve Sp, chng trnh va cac dch vu cua cong ty - Selling: nh hng, trng bay, tra li cac cau hoi va ket thuc cac viec ban hang. xap xep ve tai chnh, van e giao hang - Information gathering: Hng en viec nghien cu th trng va thc hien cong viec mot cach thong minh. - Allocating: Quyet nh viec phan bo cac nguon lc va san pham ton kho, Sp khan hiem

- Dch vu: Cung cap cac dch vu khac nhau ti KH: T van, tr giup,

Strategy for sales force

Chien lc ve LLBH: Tiep xuc vi KH ung thi gian va ung cach(Nam bat nhu cau tam ly cua tng oi tng KH e t o co chien lc phu hp) Cong ty cung phai quyet nh s dung : LLBH trc tiep( toan thi gian hay ban TG, LLBH ben trong hay ben ngoai) hay LLBH hp ong: ai dien NSX, ai ly BH, ngi moi gii hay NVBH nhan hoa hong theo DS
Mot NVBH cung can co nhng ky nang: - Phan tch d lieu KH - o lng th trng tiem nang - Tap trung thong tin th trng mot cah bai ban - phat trien cac ke hoach va chien lc marketing

Sales force structure

Chien lc cua LLBH phu thuoc vao cau

truc LLBH + Phan chia theo vung lanh tho: