Chaper 5Sales Management.ppt

Chapter 5Sales Management 5.1 The Tasks of Sales Management 5.1 The Tasks of Sales Management The tasks of sales management are: Define sales goals and the sales process Determine the sales force structure Recruit and train the sales force Compensate and motivate the sales force Evaluate the sales force 5.1 The Tasks of Sales Management adage: n. a saying that sets forth a general truth and that has gained credit through long use: 谚语，格言 hum: v. 发出嗡嗡声; 发出哼哼声; 哼曲子; 忙碌; 活跃起来 She hummed a song. 哼 She was humming to herself. 哼歌 The new manager soon made things hum. 活跃 The avenue hummed with traffic. 大路上的车辆发出混杂的声音。 5.1 The Tasks of Sales Management West Point Pepperell: 西点佩珀瑞尔公司(纺织品) Dow Corning: 道康宁公司(硅胶胶粘剂) Alcoa: 美铝公司 Kraft General Food: 卡夫通用食品公司 channel of distribution: 分销渠道,销售渠道 critical: 至关重要的, 关键的 a critical point in the campaign: 活动中至关重要的一点 5.1 The Tasks of Sales Management stem from: 起源, 源自; 发生 Correct decisions stem from correct judgements. 正确的决策来源于正确的判断。 unmet: adj. not satisfied or fulfilled: 未被满足或实现的; unmet demands: 未被满足的需求 unmet needs: 未满足的需要 downfall: n. a sudden loss of wealth, rank, reputation, or happiness; ruin; 毁灭; 引起毁灭之物; 衰落; 大阵雨(雪) His downfall was caused by gambling and drink. 身败名裂 5.1 The Tasks of Sales Management maximize/maximise: vt. to increase or make as great as possible: 最大化; to assign the highest possible importance to: 极为重视; to find the largest value of (a function): 【数学】求解函数的最大值 the ideal of maximizing opportunity through the equalizing of educational opportunity: 通过均等受教育机会来最大限度地扩大机会的理想 maximize efficiency: 最大限度地提高效率 5.1 The Tasks of Sales Management sales force: 销售力量; 销售人员 compensate: v. to make satisfactory payment or reparation to; recompense or reimburse; 酬报; 报偿; 给…报酬; 偿还; 补偿; 赔偿 Management compensated us for the time we worked. 给报酬 The company compensates her for extra work. 给报酬 Nothing can compensate for the loss of time. 虚度光阴是无法补偿的。 5.1.1 Defining Sales Goals and the Sales Process mediocre: adj. moderate to inferior in quality;