论文部分内容阅读
菲利普·科特勒在其名著《营销管理》中引用了一项调查结果:27%的销售人员创造了52%的销售额。白象学院副院长乔学军女士在接受本刊采访时也说:“国外的研究发现,最好的销售人员的销售业绩是普通销售人员的10倍以上。”平安集团原个人消费信贷部门经理李海深先生也告诉我们“保险行业业绩排在前20%的优秀销售人员完成的业绩占销售总量的80%,符合二八原则。但个人消费信贷部门的差距没有那么大,业绩排在前30%的优秀销售人员完成的业绩占销售总
Philip Kotler cites a survey in his book The Marketing Management: 27% of salespeople have created 52% of sales. Ms. Qiu Xuejun, vice president of the Institute of White Elephants, also said in an interview with this magazine: ”Foreign studies have found that the sales performance of the best salespeople is more than 10 times that of the average salesman.“ Ping An Group’s former Personal Consumer Credit Department Mr. Li Haishen, manager, also told us that ”the performance of the top 20 insurance companies in the insurance industry accounted for 80% of the total sales, which is in line with the 28th principle. However, the gap between personal consumer credit departments is not so big, Top 30% of outstanding sales staff to complete the performance of total sales