郭汉尧经销商培训支招：销售目标的设定应注意哪些方面的问题？
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">郭汉尧经销商培训支招：</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">销售目标的设定应注意哪些方面的问题</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">？</SPAN></B><SPAN lang=EN-US style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt"><?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P><P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">贵派电器营销学院院长<?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:PersonName w:st="on" ProductID="郭汉尧">郭汉尧</st1:PersonName>老师指出：</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">销售目标的设定应注意哪些方面的问题</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">？</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; mso-char-indent-count: 2.0"><SPAN style="FONT-FAMILY: 宋体">①</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">具体性<SPAN lang=EN-US>(Specific)</SPAN>。目标不可以太笼统，要具体，这样才有利于管理，才有利于目标的达成。<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; mso-char-indent-count: 2.0"><SPAN style="FONT-FAMILY: 宋体">②</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">可衡量性<SPAN lang=EN-US>(Measurable)</SPAN>。目标应该量化<SPAN lang=EN-US>,</SPAN>用资料说话，这样才有实际指导意义，有了具体的数字就可以很直观很明确的知道每天应完成的目标。<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; mso-char-indent-count: 2.0"><SPAN style="FONT-FAMILY: 宋体">③</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">可实现性<SPAN lang=EN-US>(Achievable)</SPAN>。目标虽然应有一定高度<SPAN lang=EN-US>,</SPAN>但不能过于夸张，店长一定要根据自己店铺的客观情况，店员的实际水平以及各种客观因素制定销售目标。<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; mso-char-indent-count: 2.0"><SPAN style="FONT-FAMILY: 宋体">④</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">现实性（<SPAN lang=EN-US>Realistic</SPAN>）。销售目标应该与实际销售工作密切结合，让它充分体现在实际销售过程中。在设定目标时一定要仔细分析实际情况，将那些急需改进、直接影响销售成果的因素首先设定在目标中。<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; mso-char-indent-count: 2.0"><SPAN style="FONT-FAMILY: 宋体">⑤</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">限时性（<SPAN lang=EN-US>Timebound</SPAN>）。设立的目标一定要有时间限制，这样才不会使目标因拖的时间过长而无法衡量。而这一点常常被人忽视，一个没有时间限制的目标等于没有目标。<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; mso-char-indent-count: 2.0"><SPAN style="FONT-FAMILY: 宋体">⑥</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'">一致性<SPAN lang=EN-US>(Compatible)</SPAN>。即与总体目标一致，区域销售目标要服务和服从于整体营销目标。<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
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