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都说天翼发展的瓶颈在终端,而终端的发展瓶颈又在哪里?是产品缺陷还是销售不力?代理商或者代办点为何对天翼“不感冒”?为什么客户、代办或代理的抱怨直指终端款式?笔者通过对中国电信甘肃公司康县分公司的市场调研和切身的经营实践认为,当前最大的问题是渠道。因为渠道通而不畅,从而使得末梢的销售陷入“铺货迟滞—销售不力—渠道商利润差”的恶性循环中。正是因为渠道受到压制、排挤,越往下销售越难、压力越大。
Tianyi said that the development of the bottleneck in the terminal, and the development of the terminal bottlenecks? Is the product defect or sales ineffective? Agent or agent point Why Tianyi “Do not feel the cold ”? Why customers, agents or agents complain about Terminal style? The author of China Telecom Gansu Branch Kang County Branch of the market research and personal business practice that the biggest problem is the channel. Because the channel is not smooth, so that the end of the sales plunged into a vicious circle of “distribution delay - sales ineffective - channel profit margin.” It is precisely because the channels are suppressed, crowding out, the more difficult sales, the greater the pressure.