齐鲁苯乙烯扩能后营销策略探讨

以苯乙烯为研究对象,通过对国内外苯乙烯市场的分析、市场发展趋势预测,结合齐鲁公司苯乙烯装置 扩能的实际情况,对齐鲁公司苯乙烯产品的营销策略进行了分析探讨。     

The Big Five Personality Traits and Individual Job Performance Growth Trajectories in Maintenance and Transitional Job Stages.

This study extends the literature on personality and job performance through the use of random coefficient modeling to test the validity of the Big Five personality traits in predicting overall sales performance and sales performance trajectories--or systematic patterns of performance growth--in 2 samples of pharmaceutical sales representatives at maintenance and transitional job stages (K. R. Murphy, 1989). In the maintenance sample, conscientiousness and extraversion were positively associated with between-person differences in total sales, whereas only conscientiousness predicted performance growth. In the transitional sample, agreeableness and openness to experience predicted overall performance differences and performance trends. All effects remained significant with job tenure statistically controlled. Possible explanations for these findings are offered, and theoretical and practical implications of findings are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

UHT牛奶的生产与销售

简述了UHT牛奶生产的基本要求、各类乳制品的识别、人们的购买和饮用习惯，从而为企业开发产品、制定销售策略提供依据。     

控制石化销售企业油品蒸发损耗的对策

针对石化销售企业存在着严重的油品蒸发损耗，详细介绍了各种降耗技术和措施，重点阐述装卸油过程的降耗工艺技术路线和效益，指出油气损耗的研究内容和发展方向，认为我国在短期内对这方面的研究开发能取得突破性成果。     

求真务实，科技创新，努力提高成品油管道科技工作水平

中国石化销售华南分公司（以下简称华南公司）负责西南和珠三角地区成品油管道的安全运营和操作管理。其中，西南管道具有输量大、距离长、口径大、站场和分输点多、地形地势起伏大、环境复杂、输送工艺复杂、人员新等特点，设计和施工经验不足，自项目开工建设以来，相继出现了一些亟待解决的技术难题。针对出现的问题，我们迫切地希望通过先进的科学技术手段加以解决。     

Relationships between general and specific attitudes toward work and objective job performance for outdoor advertising salesmen.

Product-moment correlations were computed between and among 10 scales measuring general and specific work attitudes and 2 objective, numerical measures of sales performance for 72 outdoor advertising salesmen who completed a 100-item attitude questionnaire. General work attitudes were positively related (r = .42, .46) to objective sales performance. In addition, attitudes toward supervision were strongly related to general work attitudes and other work aspects, suggesting that the supervisor really did represent the company to these salesmen who were on highly isolated jobs. Of some interest was the general low relationship between attitudes toward compensation and benefits to other attitudes and to actual job performance. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

建筑陶瓷销售渠道创新

本文站在陶瓷生产企业营销管理角度 ,通过对陶瓷销售渠道环境 ,现状及变化的分析 ,说明进行渠道创新的必要性及迫切性 ,并就建筑陶瓷企业渠道创新目标及实施进行论述     

Personality and ability factors in sales performance.

A variety of personality and ability tests were utilized in a study devised to isolate effective predictors of sales success and to study the various factors in sales performance. The Ss were 65 dealer salesmen employed by a mojr petroleum company. Objective criterion measures were developed using sales figures covering a 4-year period. After cross-validation 2 tests emerged as reliable predictors. The Wechsler Adult Intelligence Scale Arithmetic subtest yielded correlations with criterion measures in the low .30s. The Tomkins-Horn Picture Arrangement Test yielded correlations in the high .50s. On the latter test measures of dependence, sociophilia, self-confidence, and happiness were found in association with successful sales performances; measures of low aggression, sociophobia, and strong superego were found in association with poor performance. From Psyc Abstracts 36:05:5LD06M. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Oral communication and sales effectiveness.

The relationship between oral communication and sales effectiveness was investigated. 2 equatable groups of working sales people, a more effective "high" group and a less effective "low" group, were compared in terms of selected aspects of their communication behavior. Findings indicated that evaluations of basic oral communication skill (including listening) reliably differentiated between the 2 groups. Sales methods such as using "emotional appeals" and "dramatizing" also distinguished between the more effective and the less effective sales people. Results suggested: that evaluations of basic oral communication skill by a trained interviewer should be one valuable indicator of sales success; that communication training programs should subordinate fragmental, relatively isolated details of communication behavior to consideration of generalized communication skill; and that sales people who are inferior in basic oral communication skill will also be less effective in utilizing specialized persuasive techniques. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Review of A company guide to the selection of salesmen.

Reviews the book "A company guide to the selection of salesmen" by M. Mandell. This report discusses current practices of 180 manufacturing firms in selecting salesmen. The report is, in effect, a manual for sales managers and relatively untrained sales personnel workers. Research evidence is conspicuous by its absence. The personnel psychologist, however, will be pleased to note the repeated pleas made by Mandell for sales organizations to base their selection programs on the results of personnel research. (PsycINFO Database Record (c) 2010 APA, all rights reserved)