摘要
在当前激烈竞争的市场环境下,企业营销和销售工作的好坏直接关系到企业的生存和发展,拥有一支高效的销售人员队伍也成为众多成功企业的共性。但是,销售工作与其他工作相比,具有很强的分散性、独立性和灵活性,使得销售管理在企业管理中具有特殊性和复杂性,是企业管理的重点和难点。本文回顾了国外在销售人员管理控制方式的分类、选择及其控制结果等方面的研究现状,对研究内容作了简要评述,并提出了下一步的研究方向。
As we know, the quality of marketing and selling has a decisive influence on the existence and development of enterprise, a high-effici ent sales force team is the commonness of all successful enterprises. However, c ompared with other jobs, selling has very strong dispersiveness, independence an d flexibility, their tasks are finished in other places commonly, so the supervi sion and control to sales force is more complicated. This paper first reviews th e prior researches about the classification, choice and control result, based on past literatures, the authors puts forward four key directions for future resea rch.
出处
《预测》
CSSCI
2005年第3期13-18,7,共7页
Forecasting
基金
2004年中国矿业大学科技基金资助项目(G200405)
关键词
销售人员
控制方式
控制结果
salesperson
control method
control result
