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Corporate policies to include micro activity goals can affect sales urgency in salespeople, prospects and customers

机译：包含微观活动目标的公司政策可能会影响销售人员，潜在客户和客户的销售紧迫性

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摘要

Many industrial salespeople and sales managers think that to close a sale they need to employ manipulative closing techniques during the closing stage of the sales process. That is a mistake. Successful sellers make prospects aware of their needs in the "needs awareness" stage and create a sense of urgency to satisfy those needs. This paper discusses how corporate policies, goal setting (financial and activity) and employing effective information systems can create or diminish the sense of urgency for industrial salespeople.
机译：许多工业销售人员和销售经理认为，要完成销售，他们需要在销售过程的结束阶段采用操纵性关闭技术。那是一个错误。成功的卖家在“需求意识”阶段使准买家意识到他们的需求，并产生一种满足这些需求的紧迫感。本文讨论了公司政策，目标设定（财务和活动）以及采用有效的信息系统如何创建或减少工业销售人员的紧迫感。

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