企业应如何加强销售前的预测工作,是销售得以有秩序开展的前提。带着这个问题,笔者(以下简称吴)走访了重庆铝厂经营部主任潘志远先生(以下简称潘)。吴:当前不少企业为适应市场的变化,纷纷强化销售部门的力量,大批训练有素,精明强干的人员被充实到销售部门。企业全力以赴、不惜代价做广告,大优惠展销,企图将产品推销出去,可有些企业往往事倍功半,收效不大,确实使人疑惑不解。请问潘主任这种情况是否与缺乏销售前的预测有关系。潘:是的。销售,是当前企业经营工作中的一个重点,也是一个难点,强化销售,不只在于做广告,大优惠等,更重要的是 How companies can strengthen pre-sale forecasting is the prerequisite for the orderly development of sales. With this question, the author (hereinafter referred to as Wu) visited Mr. Pan Zhiyuan, the director of the operation department of Chongqing Aluminum (hereinafter referred to as Pan). Wu: At present, in order to adapt to the changes in the market, many companies have strengthened the power of the sales department. A large number of well-trained and astute personnel have been enriched in the sales department. The enterprise has gone all out to advertise at any cost, has great discounted sales, and tried to sell the product out. However, some companies tend to do twice as much work and have little effect, which really puzzles people. Please ask Director Pan whether this situation is related to the lack of pre-sale forecast. Pan: Yes. Sales is a key and difficult task in current business operations. Strengthening sales is not just about advertising, big deals, but more importantly.