2001年,沈阳东软股份有限公司西安分公司销售额过亿元,超出原定指标近一倍。这在东软下辖的公司中创造了一个奇迹,而这个奇迹的创造者便是被称为东软西北领军人物的西安东软系统集成有限公司总经理田正军。压力·挑战 2000年初,田正军担任东软西安办事处主任,总部下达指标是几千万,而当时(1999年)全年销售额只有几百万。西北市场信息闭塞,缺乏客户关系,又没有优秀的销售人员,再加上人们思想观念保守,在这里开拓市场,对刚上任的田主任是一种压力更是一种挑战。 做市场如同滚雪球,田正军认识到只有把自己作为这个雪球的核心,靠自己不断滚动带动整个销售工作的运 In 2001, Shenyang Neusoft Co., Ltd. Xi’an Branch had sales of over 100 million yuan, nearly double the original target. This created a miracle in the company under the jurisdiction of Neusoft. The creator of this miracle was Tian Zhengjun, general manager of Xi’an Neusoft Systems Integration Co., Ltd., who was known as the leader of the Neusoft Northwest. Pressures and Challenges At the beginning of 2000, Tian Zhengjun served as the director of the Neusoft Xi’an Office. The headquarters issued an index of tens of millions, and at the time (1999), the sales amount was only a few million. The market information in the northwest is blocked, there is no customer relationship, there is no excellent sales staff, and people’s ideas are conservative. To expand the market here is a kind of pressure for the newly appointed director Tian. Doing the market is like snowballing. Tian Zhengjun realizes that he can only use himself as the core of this snowball and rely on his own continuous rolling to drive the entire sales work.