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市场经济要求企业不仅生产适销对路的产品,而且强调在适当的时间,适当的地点,以适当的方式向顾客提供价格适当的产品。企业没有一支强大的销售队伍,科学的销售技能、网络和渠道,在市场经济条件下,就很难生存和发展下去。洛阳玻璃厂在多年销售管理实践的基础上,总结、概括和创造出了一套行之有效的多元销售网络化管理体系,取得了显著的经济效益和社会效益,实现了企业→销售→市场→效益的良好循环,有力地促进了洛阳玻璃厂的健康发展。多元销售网络化管理,涉及面很宽,主要内容可概括为以下几个方面:(一)销售方式多元化。洛阳玻璃厂多元化销售方式主要有以下几种,如图1所示:
The market economy requires companies not only to produce products that are marketable, but also to provide customers with the right products at the right time and in the right place. The company does not have a strong sales force, scientific sales skills, networks, and channels. Under market economy conditions, it is difficult to survive and develop. On the basis of years of sales management practices, Luoyang Glass Factory has summarized, summed up and created an effective multi-distribution network management system, which has achieved remarkable economic and social benefits, and achieved the enterprise → sales → market → The good circulation of benefits has effectively promoted the healthy development of Luoyang Glass Factory. The multi-distribution network management involves a wide range of issues. The main contents can be summarized as follows: (1) Diversification of sales methods. The diversified sales methods of Luoyang Glass Factory mainly include the following types: