基于潛在需求的雷諾卡車最終用戶深度激勵模式研究.pdf

1、Y9545t6學校代碼：10246學號：043025054旦k罌碩士學位論文(專業(yè)學位)基于潛在需求的雷諾卡車最終用戶深度激勵模式研究院專姓系：管理學院業(yè)：工商管理名：周斌指導教師：姚凱教授完成日期：呈Q壁壘璽生旦!壁旦043025054周斌基丁潛在需求的雷諾卡車最終用戶深度激勵模式研究AbstractSales—visitingisanecessarywayforasalepersontoachievehistargetsItisak

2、eycriterionforhimteachhigherefficiencybymeansofprofessionalsalesvisitingFrommidof2004tomidof2005，ChinatruckindustriessufferedfromthosetweverseseasonsInthesecondhalfyearof2004，quickincreaseddemandspulledtruckmanufacturers

3、todevelopdramaticallybyChinaroadregulationsandachangedChinalawWhenChinatruckindustriesindulgedinprospectionofdevelopmentfornewyearcoming，naturalregressionoftruckdemandsgaveashowerofcoldwatertothemInfact，inthefirsthalfyea

4、rof2005，salesvolumeoftrucksdeclinedsharpenedly，especiallyforimportedtrucks，Atthatmoment，salespersonwasfacingtoashiverywinterSomecompanieschosetoshrink，butRenaultTrucksdecidedtogenerateanewmodelofsalesvisitinginordertoimp

5、rovefieldworkingqualityandefficiencyItnameddeepmotivationofend—user’spotentialdemandThismodelisasalesvisitingprocedurewhichistoleadasalespersontoperformasalescalleffective]YandefficientlyToimplementthemodelistofindoutval

6、uableend—users，deeplymotivatetheirpotentialdemandsandgrabmoresalesordersthroughdailyroutinesalescallsDueto4end—usercategories，themodelhasdifferentcirclestoperformsalescalisnaturallyThemodelalsocouldimplementdifferentlydu

7、eto5keypersonsAtthesametime，RenaultTrucksmotivatedpotentialdemandsofend—userssystematicallyTherewereco—visitofdealersalespersons，deepmotivationofbusinesssmution，eventmotivationandetcThemodelhasachievedtargetsofpre～setupp