奖励销售人员
– Compensation elements: salary, bonuses, commissions, expenses, and fringe benefits
▪ 报酬组成要素： 工资、奖金、佣
金、费用津贴、 附加福利
– Basic compensation plans:
• Straight salary
– Databases can be used to identify prospects, profile customers, and select customers to receive offers, and to build relationships
– 数据库包括顾客 描述、购买历史 和其它详细信息 。
• Preapproach
– Learning as much as possible about a prospective customer prior to making a sales call
• Approach
– Stage where the salesperson meets the
alternative for reaching
2020/7/1s0 pecific markets
26
Customer Databases & Direct Marketing 顾客数据库与直销
– Databases include customer profile, purchase history, and other detailed information
– Benefits of the product
– 描述产品的特 性
are presented/demonstrated
