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销售过程决定销售结果。企业忽视销售过程,只要结果不管过程的管理是一种错误倾向。不过在实际工作中,从另一个角度看,结果管理对企业的销售管理工作,尤其是对销售过程管理同样重要,同样忽视不得。因为结果既是上一个销售过程的结束,也是下一个销售过程的开始,是销售工作循环过程中的重要环节。它之所以重要还体现在:对结果的正确、全面和系统的管理检讨是准确进行过程管理的前提,企业销售管理工作的提升是从专业的结果管理开始的,一个不能静态地进行结果管理的企业,是不可能有能力对销售过程进行动态管理的。因此,笔者在这里就如何对结果进行专业检讨,以及如何将结果管理顺利过渡到过程管理发表一些看法。
The sales process determines the sales result. Businesses ignore the sales process, as long as the results regardless of the process of management is a wrong tendency. However, in practical work, from another point of view, the results management is equally important to the sales management of an enterprise, especially to the sales process management, and the same negligible. Because the result is both the end of the previous sales process and the beginning of the next sales process, an important part of the sales cycle. It is also important: the correct, comprehensive and systematic management review of the results is a prerequisite for accurate process management. The promotion of sales management in a business begins with professional results management, and one that can not be statically managed It is impossible for enterprises to have the ability to manage the sales process dynamically. Therefore, I hereby give some opinions on how to carry out a professional review of the results and how to smoothly transfer the results management to process management.