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有不少新品不是死在渠道上,而是死在自己人手上。企业决定上新品,是对企业各种资源的再次挖掘与分配,必然对销售组织既有的利益格局和未来的走向产生影响,处理不好,将自乱阵脚。产品线延伸,销售组织要做什么调整?人力资源如何调配?各个层面的销售人员、管理者之间如何相互博弈?诸如此类的具体问题相当微妙。新品死于“三性”有不少新品不是死在渠道手上,而是死在自己的业务员手上。准确地讲,是死于业务员的三大劣根性:随性、惯性和惰性。案例一:死于随性所谓随性,就是按照业务员自己的主观意志,轻率行事。这是业务员的通病。某知名方便面品牌 A 向上延伸,在2004年冬天
There are many new products are not dead in the channel, but die in their own hands. Enterprises decide on the new product is the excavation and distribution of various resources of the enterprise once again, which will inevitably have an impact on the existing interest pattern and future direction of the sales organization. Product line extension, the sales organization to do what adjustments? How to deploy human resources? All levels of sales staff, managers how to play with each other? Such specific issues are quite subtle. New products died in “Three ” There are many new products are not killed in the hands of the channel, but died in the hands of their own salesman. Accurately speaking, is the three major root cause of death in salesman: casual, inertia and inertia. Case 1: died of casual sex with the so-called casual, that is, in accordance with their own subjective will of the clerk, act recklessly. This is a common problem salesman. A well-known instant noodles brand A extends upward in the winter of 2004