臺灣博碩士論文加值系統

The initial purpose of this research is to examine the important characteristics required for a successful sales management through a literature review of the various aspects of sales management. The key aspects under investigation include understanding the importance of personal selling, sales planning and sales staffing, sales controlling, sales evaluation and compensation. By examining the literature, the author wants to develop a conceptual framework for practitioners in the field of sales management. Subsequently, uses this framework to compile a comprehensive handbook for sales managers which would include insights and critical sales management concepts that provides guidance to help salespeople go through the sales career smoothly.

The initial purpose of this research is to examine the important characteristics required for a successful sales management through a literature review of the various aspects of sales management. The key aspects under investigation include understanding the importance of personal selling, sales planning and sales staffing, sales controlling, sales evaluation and compensation. By examining the literature, the author wants to develop a conceptual framework for practitioners in the field of sales management. Subsequently, uses this framework to compile a comprehensive handbook for sales managers which would include insights and critical sales management concepts that provides guidance to help salespeople go through the sales career smoothly.

Chapter 1: Research Motivation and Objectives 1
1.1: Research motivation 1
1.2: Research purpose 4
Chapter 2: An introduction to sale management 6
2.1 Selling and sales management 6
•Definition of sales management 9
2.2: The relationship between sales management and marketing 11
2.3: Dramatically changes in the nature of selling environment, salespeople and sale management 13
2.4: Sales management process 16
Chapter 3: Sales Planning, Sales Program & Sales Objectives 19
3.1 Sales Planning 19
3.1.1: Why sales planning is essential for business operation? 19
3.1.2: The key steps in constructing a sales plan 22
3.2 Sales program 28
3.2.1: Developing specific tactics & programs 28
3.2.2: Implementation of sales program 29
3.2.3: Who is involved in sales planning? 30
3.3 Sales objectives 31
3.3.1: Introduction to sales objectives 31
3.3.2: Characteristics of successful sales objectives 33
3.3.3: Introduction to sales quota 36
3.3.4: Purposes of sales quotas 37
3.3.5: Common types of quotas 38
3.3.6: Basic methods for setting a sales quota 39
Chapter 4. Sales Staffing: Recruiting, Selecting & Training Salespeople 42
4.1 The importance of recruitment and selection of salespeople 42
4.2: Recruitment and selection process 46
Step 1: Planning for sales personnel recruitment & selection. 46
Step 2: Consideration of characteristics of successful salespeople 50
Step 3: Determining specific requirements of the sales personnel 54
Step 4: Finding recruiting sources 57
Step 5: Handling applications and the selecting process 59
4.3 Introduction to training sales personnel 64
4.3.1: Determining training needs 66
4.3.2: Designing a training program 68
4.3.3: Implementing a training program 71
4.3.4: Evaluating training program 74
Chapter 5: Maximizing Sales Performance through Controlling Sales Force Operation 75
5.1: The importance of sales control 75
5.2: The functions and purposes of sales control system 76
5.3: Monitoring and supervisory control 77
5.4: Sales administrative controls 81
5.5: Indirect control & self-control of activities 84
Chapter 6: Sales Performance Evaluation and Reward Systems 86
6.1 Sales performance evaluation 86
6.1.1: Introduction to sales performance evaluation 86
6.1.2: Reasons and purpose of sales performance evaluation 87
6.1.3: The salespeople evaluation process 89
6.1.3: Methods for sales performance evaluation 90
6.1.5:Criteria for the evaluation of sales force performance 91
6.2 Sales compensation 93
6.2.1: Introduction to sales compensation 93
6.2.2: Basic compensation methods 97
Conclusion 105
Appendix 108
References 115

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