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结合国内客车行业市场竞争以及产品质量趋同的情况,本文采用统计分析法、工作量法、边际利润法三种数学方法,根据销售人员在企业中的作用和重要性及流动性大的特点,对客车企业销售人员的数量和储备量进行了计算和预测。同时,指出不同规模的客车企业,产品线深度不等,所需要的销售人员数量不同。分析结果表明:国内各客车企业应根据本企业的实际情况,选择合适的预测方法以确定并储备合适数量销售人员,使企业在需要的时候能够有合适的销售人才。
Combined with the market competition in domestic passenger car industry and the convergence of product quality, this paper uses three mathematical methods of statistical analysis, workload method and marginal profit method. According to the role and importance of sales staff in the enterprise and the characteristics of large liquidity, The number and reserve of bus salesman were calculated and predicted. At the same time, pointed out that different sizes of bus companies, product lines ranging from depth, the number of sales staff required is different. The analysis results show that all bus companies in China should choose suitable forecasting methods to identify and reserve the right number of sales staff according to the actual conditions of their own enterprises so that they can have suitable sales personnel when needed.