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高度集权和彻底授权其实并不矛盾,授权的目的是不要代替马儿去跑,但驾车人的管理职责不能因此而削弱,相反要不断加强,因为控制缰绳的力量越大,拉车的马跑偏的可能性越小。现象:Q企业经营班子在变更后,营销中心干部队伍集体大换血。营销总监Z上任后用两年时间采取了渠道扁平化拆分举措,渠道网络出现重大动荡。短期内终端专卖店从1800多家急降至600家,终端的大幅减少使销售不但失去短期利益,而且为长远发展埋下隐患。Q企业采用以代理制为主的销售模式,各地区均设地市级独家代理,全国共300家,为一级网络。代理商在区域内县镇自主设立
Highly centralized and thorough authorization is not contradictory. The purpose of authorization is not to replace the horse to run, but the management responsibility of the driver can not be weakened accordingly. On the contrary, it should be strengthened because the greater the control of the reins, The less likely the bias. Phenomenon: Q business management team after the change, the marketing center cadre team collective big shake-up. Z took office two years after the director of marketing took the channel flattening split initiatives, the channel network major turmoil. In the short term, the number of terminal stores has plummeted from over 1,800 to 600. The drastic reduction of terminals has made sales not only lose their short-term interests, but also lay hidden dangers for long-term development. Q enterprises to adopt the agency-based sales model, all regions are set exclusive municipal agency, a total of 300, a network. Agents in the region independently established county