文档介绍：sales management question list
Sales management question list
Channel strategy, What is the existing channel strategy, why? How to develop a channel strategy? How do we understand the channel status and the development trend? Differentiation between channels? Why? Any data support this?
Territory management, why we structure the territory as the existing one? Differentiation between territories, why? The possible territory structure in the future? Any data support this?
Sales Clerk system, operation details of the system, the advantage and the negative impact of the system? The possible change models and the associated difficulties and risks? Any data support this?
Organization structure, what is the function roles and measurements for the sales department? Why we structure the department like this? Any possible anization restructuring model? What is the interaction between sales and marketing? Any munication barriers and possible solutions? How do you assess the anization capability?
Channel conflicts, Territory conflicts, the reasons to cause the conflicts? how to address the conflicts?
Power delegation, the roles and the layers with the corresponding power?
munication process, the tools, the frequency, the standard procedure?
Sales staff management, in GO? In field? Incentives? Criteria?
Sales planning process, the measurements for the sales department? The current