What Is a CASE Tool?

Sales Management-Knowledge, Methods, Tools, and Cases "systematically explains five major aspects of sales business management, sales plan management, sales team management, sales channel management, and sales index management, enabling readers to understand and master sales in all directions Management knowledge, methods, tools and cases.

Tools and Cases

Publisher: Enterprise Management Press; 1st edition (January 1, 2011) Foreign document name: Sales Management

Series Title: Paili Marketing Books

Paperback: 532 pages

Body language: Simplified Chinese

Folio: 16

Product size: 23.2 x 16.6 x 3.6 cm

Product weight: 662 g

Chapter One Sales Business Management

Chapter I Construction of Sales Organization

Section 1 Effective Sales Organization

Organization Structure of Sales Department

Section III Construction and Operation of Sales Organization

Chapter II Business Process Planning

The first section of customer-oriented business processes

Optimization of business processes

Section III Implementation of Key Business Processes

Chapter III Customer Management

Section 1 Customer Management Overview

Section 2 Customer Credit Survey Analysis

Section 3 Customer Management Analysis Process

Chapter IV Credit Sales Management

Section 1 Credit and Credit Sales

Conditions for credit sales

Section 3 Target Management of Credit Sales

Chapter V Performance Analysis and Evaluation

Section 1 Overview of Performance Analysis and Evaluation

Section 2 Methods of Sales Performance Evaluation

Section 3 Methods of Sales Performance Analysis

Chapter II Sales Plan Management

Chapter 6 Sales Forecast Management

Section 1 Overview of Sales Forecasts

Section 2 Process and Model of Sales Forecast

Section III Method of Sales Forecast

Chapter VII Sales Budget Management

Section 1 Overview of Sales Budget

Determination of Sales Budget Level

Section III Preparation of Sales Budget

Chapter VIII Sales Plan Management

Overview of Section 1 Sales Plan

Section 2 Formulation of Sales Plan

Section III Examples of Sales Plans

Chapter III Sales Team Management

Chapter IX Formation of Sales Team

Section 1 Formation of Sales Team

Structure of Sales Team

Section III Management of Sales Team

Chapter X Manage Sales Team

Section 1 Recruitment of Sales Representatives

Section II Training of Sales Representatives

Section 3 Incentives for Sales Representatives

Section 4 Salaries of Sales Representatives

Section 5 Performance Evaluation of Sales Representatives

Chapter 11 Successful Sales Managers

Section 1 Quality of Sales Manager

Promotion of Sales Manager's Influence

Section 3 Leadership of Sales Manager

Chapter 4 Sales Channel Management

Chapter XII Sales Channel System

The first section of the concept of sales channels

Functions of Sales Channels

Section 3 Structure of Sales Channels

Chapter XIII Sales Channel Design

The first section of the sales channel strategy

Design of Sales Channels

Section 3 Task Distribution of Channel Members

Section 4 Performance Evaluation of Channel Members

Chapter 14 Sales Channel Management

Section 1 Selection of Channel Members

Section 2 Channel Member Incentives

Section 3 Conflicts among Channel Members

Section 4 Cooperation of Channel Members

Chapter 15 Evaluation of Sales Channels

Section 1 Overall Measurement of Channel Performance

Channel Cost Analysis

Section III Audit and Improvement of Sales Channels

Chapter Five Management of Sales Indicators

Chapter 16 Overview of Sales Index Management

The first section of the concept and classification of sales indicators

Section 2 Concept and Function of Sales Index Management

Chapter 17 Sales Index Management System

Section 1 Sales Scale Indicators

Market Share Index

Section III Profitability Index

Section 4 Operational Capability Index

Chapter 18 Implementation and Evaluation of Sales Index System

Section 1 Implementation of Sales Index System

Section 2 Evaluation and Application of Sales Index System

appendix

"Pali Marketing Staff Manual Series"

Desk Tools and Getting Started Manual for Chinese Marketers

For more than three decades, with the rapid development of China's market economy and the popularization of marketing education, more and more Chinese companies have realized the important value of marketing for business operations, and some leading companies have gradually set up more specialized and Segmented marketing organizations and playing an increasingly important role in business operations.

In order to facilitate the day-to-day work of various types of marketing personnel in the enterprise and to train novices in marketing, the consultants of Paili Marketing invested a year to compile and launched a total of 10 Paili Marketing Manager Handbook Series in November 1999. "Marketing Manager Handbook", "Product Manager Handbook", "Advertising Manager Handbook", "PR Manager Handbook", "Promotion Manager Handbook", "Market Research Manager Handbook", "Channel Marketing Manager Handbook", "Sales Manager Handbook", Sales Representative Handbook and Shopping Guide Representative Handbook.

After the launch, because of its continued hot sales, the consultants of Pali Marketing updated and published the second edition in 2004 and continue to be warmly welcomed by Chinese marketers.

Based on the work needs of today's marketers, Pali Marketing decided to update with the times and launch the third edition of the "Pali Marketing Staff Practical Manual Series", and strive to take a new level in quality.

As an important member of the third edition of the "Pali Marketing Manual Manual Series", the "Shopping Guide Representative Manual" (third edition) is divided into eight chapters:

Chapter 1 describes what a shopping guide representative is, what to do, and how to become a qualified shopping guide representative. Through this chapter, you can understand the professional connotation, job responsibilities, workflow, and basic qualities of a shopping guide representative;

Chapter 2 describes the basic post preparations for shopping guide representatives, which mainly include customer knowledge, product knowledge, terminal store knowledge, competitive product knowledge, company knowledge, and etiquette knowledge;

Chapter 3 describes the professional sales skills of shopping guide representatives, from the start of sales, displaying products, handling objections, facilitating sales, closing transactions, selling conjoined goods, collecting information, and sending off customers. It describes in detail how shopping guide representatives are scientific and effective Customers provide sales services;

Chapter 4 describes the sales promotion assistance of shopping guide representatives, mainly including how shopping guide representatives optimize the display of goods and POPs, and how to support terminal promotions;

Chapter 5 describes how shopping guide representatives actively deal with customer complaints, focusing on identifying complaints, preventing complaints, accepting complaints, and handling complaints, and what attitudes and measures should be taken by shopping guide representatives when customers make mistakes;

Chapter 6 describes how shopping guide representatives collect market information, which is mainly from three aspects: product information, competitive product information, and store information.

Chapter 7 describes how marketing managers and human resources managers select, train, use, and retain shopping guide representatives;

Chapter 8 briefly describes the career planning of shopping guide representatives.

Thank you for reading, recommending, and correcting the "Pali Marketing Staff Practical Manual Series", and encourage Pali Marketing to make progress with you!

All colleagues of Paili Marketing Consulting Department June 1, 2010