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关于销售的外文文献翻译,[1]sales incentivesthe enthusiasm and drive required in most types of sales work demand that sales employees be highly motivated. this fact, as well as the comp...
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[1]Sales Incentives
The enthusiasm and drive required in most types of sales work demand that sales employees be highly motivated. This fact, as well as the competitive nature of selling, explains why financial incentives for salespeople are widely used. These incentive plans must provide a source of motivation that will elicit cooperation and trust. Motivation is particularly important for employees away from the office who cannot be supervised closely and who, as a result, must exercise a high degree of self-discipline.
Unique Needs of Sales Incentive Plans
Incentive systems for salespeople are complicated by the wide differences in the types of sales jobs. These range from department store clerks who ring up customer purchases to industrial salespeople from McGraw-Edison who provide consultation and other highly technical services. Salespeople's performance may be measured by the dollar volume of their sales and by their ability to establish new accounts. Other measures are the ability to promote new products or services and to provide various forms of customer service and assistance that do not produce immediate sales revenues.
[1]销售人员的激励
各种类型的销售工作所必需的热情与动力要求销售人员得到高度激励。这一事实以及销售的竞争性解释了为什么对销售人员的物质激励得到如此广泛地运用。这些激励计划必须能够为加强团结和信任提供激励的来源。激励对那些远离办公室，难以监督因而要求其自律的员工尤其重要。
销售激励计划的特殊需要
销售人员的激励体系由于各种销售工作的差异而变得复杂化。从百货商店督促顾客购买的店员到麦格劳-爱迪生公司的推销员向顾客提供咨询和其他高技术服务，都体现了这种复杂性。推销员的绩效可以根据他们的销售额和他们与新客户建立关系的能力来衡量。其衡量标准包括推出新客户或服务的能力和提供那些并不马上产生销售额的顾客服务和帮助的能力等。
The enthusiasm and drive required in most types of sales work demand that sales employees be highly motivated. This fact, as well as the competitive nature of selling, explains why financial incentives for salespeople are widely used. These incentive plans must provide a source of motivation that will elicit cooperation and trust. Motivation is particularly important for employees away from the office who cannot be supervised closely and who, as a result, must exercise a high degree of self-discipline.
Unique Needs of Sales Incentive Plans
Incentive systems for salespeople are complicated by the wide differences in the types of sales jobs. These range from department store clerks who ring up customer purchases to industrial salespeople from McGraw-Edison who provide consultation and other highly technical services. Salespeople's performance may be measured by the dollar volume of their sales and by their ability to establish new accounts. Other measures are the ability to promote new products or services and to provide various forms of customer service and assistance that do not produce immediate sales revenues.
[1]销售人员的激励
各种类型的销售工作所必需的热情与动力要求销售人员得到高度激励。这一事实以及销售的竞争性解释了为什么对销售人员的物质激励得到如此广泛地运用。这些激励计划必须能够为加强团结和信任提供激励的来源。激励对那些远离办公室，难以监督因而要求其自律的员工尤其重要。
销售激励计划的特殊需要
销售人员的激励体系由于各种销售工作的差异而变得复杂化。从百货商店督促顾客购买的店员到麦格劳-爱迪生公司的推销员向顾客提供咨询和其他高技术服务，都体现了这种复杂性。推销员的绩效可以根据他们的销售额和他们与新客户建立关系的能力来衡量。其衡量标准包括推出新客户或服务的能力和提供那些并不马上产生销售额的顾客服务和帮助的能力等。
