在经济不景气的情况下,美国销售商往往仅靠紧缩经营来保持较低水平的盈利。许多企业试图以少取胜——少些资金,少些工人,少些客户,而与此同时,一些逆流而上的人却发问道:我怎么能多卖些呢?纽约市德尔塔谘询公司总裁戴维·纳德勒说:“现在各公司已经认识到,靠紧缩经营来盈利的做法,只能到此为止。降低成本是重要的,但有时你必须重新扩大业务。” 遗憾的是,要想让经济顺利增长并无捷径可循增长迟缓的九十年代,公司要提高销售量,别无他法,只能遵循老办法,不仅如此,而且要做得严格些,也就是说,要比以往任何时候更了解顾客需要,其中既包括企业客户,亦包括象你我一样的平常顾客。米勒·海曼公司是内华达州一家销售谘询公司,作为公司创始人之一的史蒂芬·海曼说:“不要总是只知 In an economic downturn, US sellers often rely on tighter operations to maintain a lower level of profitability. Many companies are trying to win less - with less money, less workers, fewer customers, while at the same time, some people who are advancing in the air have asked: How can I sell more? New York City Delta Consulting Group David Nadler, the president, said: “Now companies have realized that the practice of profiting by tightening operations can only stop here. It is important to reduce costs, but sometimes you have to expand your business again.” Unfortunately, In the 1990s, if there is no short cut to slow economic growth, the company must increase its sales. There is no other way to do it, but it has to follow the old methods. Not only that, but it must be done more rigorously, that is, More than ever before, understand customer needs, including both corporate customers and ordinary customers like you and me. Miller Heyman Company is a sales consultancy company in Nevada. As one of the founders of the company, Stephen Hyman said: "Do not always know