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            如何規劃銷售隊伍的規模

            易創培訓網 2019年3月24日 作者:孟森


            究竟要組建一支多大規模的銷售團隊,可能是每個企業老板都會思考的問題。對企業而言,客戶數量不能多多益善,而銷售團隊的規模,也一定要在負責人的能力范圍之內。銷售隊伍的規模確定有以下兩種方法:

            1、銷售百分比法

            指企業根據預期銷售額的大小來確定推銷人員數量的一種方法。使用這種方法確定推銷人員數量時.首先要確定每位推銷人員平均每年的銷售額,并預測每年企業的銷售額,然后計算所需的推銷人員數量。其計算公式是: 

            推銷人員數量=企業年銷售總額/個人的年平均銷售額。

            2、工作負荷量法

            工作負荷量法是根據推銷人員需要完成的工作量的大小來確定推銷人員數量的方法。這種方法的應用步驟如下:

            第一步:確定總工作量。首先將所有的顧客進行分類,然后再確定每類顧客每年需要進行訪問的次數。根據顧客的分類和每類顧客每年約訪問次數,即可知道企業每年應進行的總訪問次數,根據總訪問次數即可確定企業推銷人員的總工作量。

            第二步:確定每位推銷人員的年工作負荷。根據不同顧客的分布情況、每訪問一個顧客需要花費的時間等因素,確定每位推銷人員每年的平均訪問次數,以此平均訪問次數作為每位推銷人員的年工作負荷。

            第三步:確定推銷人員數量。企業每年推銷人員的總工作量除以每位推銷人員的年工作負荷,即為企業所需的推銷人員數量。用公式表示如下:

            企業所需的推銷人員數量等于(第i類顧客的數量乘以第i類顧客每年的平均訪問次數的和)除以每位推銷人員每年的平均訪問次數。

            例:某企業共有各種客戶1200個,這些客戶可分為三類,其中第一類客戶有200個,每年青進行24次訪問,第二類客戶有400個,每年需進行18次訪問,第三類客戶有600個,每年需進行12次訪問。如果每位推銷人員每年的平均訪問次數為300次,該企業共需報銷人員多少名?根據公式:

                S=(200×24+400×18十600x12)/300=64(名)
             


            【作者:孟森】 【標簽:銷售管理 銷售隊伍 銷售人員數量

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