特单困扰压货,一直是 IBM 大中华区软件集团总经理宋家瑜最痛恨的销售行为。其实在 IT 业界,无论是硬件还是软件,压货问题困扰着几乎所有的厂商。一到季度末或年末,销售人员为了完成业绩指标,都是想方设法把货从厂商手中转移出去,交到渠道手中。这样,即使产品没有到达最终客户,销售人员也能够将其算作自己的“业绩”。这就是“压货”。多数情况下,货物需要有最终客户的购买合同才能 Stressed unique Yahuo, IBM Software Group has always been the most hated Song Jiayu software sales practices. In fact, in the IT industry, whether it is hardware or software, the pressing problem plagued almost all manufacturers. To the end of the quarter or the end of the year, sales staff in order to complete the performance indicators, are trying every means to transfer the goods out of the hands of manufacturers, to the hands of the channel. This way, even if the product does not reach the end customer, the salesperson can count it as his “performance”. This is “pressure cargo ”. In most cases, the goods require the purchase contract of the final customer