碩士 / 朝陽科技大學 / 企業管理系碩士班 / 93 / Excellent sales people are unquestionably the critical success factor for every company. Even the company can develop the best product and own the best position, it is very difficult to stand out from the dynamic and changing enviroment and creat the product value in the market without competent sales people and sales operation. Therefore, sales team play an very important role in the company.
In light of the urgent needs of professional sales people and professional and quickly changing selling pattern, the selling skill will become the extremely important tool dertermining the success or failure of business in the modern society. It is also related to customer interaction within market structure, particularly for the companies replying on large-scale sales force.
The study is aiming at the general consumer product and pharmaceutical logistics industry. Based on the sales people sampled from the four cases, the objective of study is to identify the most effective working guidelines summarized as “The selling procedure for sales people” which serves as the standard working flow in sales call.
In addition, the study also covers the relevant research findings in customer aspects so as to become a good reference when designing sales training program. Through the development of selling procedure, this study recommends the D company in the case should develop the most proper and diversifed on-job training and tighten the customer relationship to achieve stable growth.
| Identifer | oai:union.ndltd.org:TW/093CYUT5121001 |
| Date | January 2005 |
| Creators | Ming-Hung Hsieh, 謝明宏 |
| Contributors | Meng- Jang Lin, 林孟璋 |
| Source Sets | National Digital Library of Theses and Dissertations in Taiwan |
| Language | zh-TW |
| Detected Language | English |
| Type | 學位論文 ; thesis |
| Format | 99 |
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