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中国的企业渠道改革走“弱化一批,直控二批,决胜终端”还言之过早,“辅助一批,提高二批,渗透终端”才是企业渠道发展之道。在我辅助步步高的一位一批建立二批业务体系期间,我曾和这位一批老板聊起他的业务队伍稳定性问题。我感叹,为什么他的业务队伍一直不怎么稳定,稍微有点能力的业务人员总是待不长。这位老板沉默了一会,接下来的回答吓我一大跳,他说“要是我的二批业务体系都建立起来了,其内部管理和业务能力也提高了,我还怕什么呢?”
It is still too early for China’s corporate channel reforms to “weaken batches, directly control the second batch, and determine the winners”, and “helping one batch, improving the second batch, and infiltrating the terminal” is the way for the development of corporate channels. During the establishment of one batch of two batches of business systems assisting BBK, I had chatted with this group of bosses about the stability of his business team. I lamented why his business team has not been stable, and business personnel with a little bit of power have been waiting for it. The boss was silent for a while. The next answer scared me a bit. He said, “If my two batches of business systems are established and their internal management and business capabilities are improved, what am I afraid of? ”