China Marketing Criticism Series 6- Sales crux of the problem and the ineffective implementation of the six on six measures.docVIP

 PAGE \* MERGEFORMAT 9 China Marketing Criticism Series 6: Sales crux of the problem and the ineffective implementation of the six on six measures Execution on behalf of a competitive, for the sale, the more so in reality, many companies marketing is poor implementation, then the problem lies in what in the end it? In December 2008, the author of a well-known enterprises in Guangdong to be invited to give lectures on management execution and sales execution programs, the classroom, the author, together with the enterprise management personnel, in-depth analysis and discussion of the sales force is difficult to enhance the implementation of the bottlenecks and the first time the management of the implementation of power among the executive power and policy execution of these two refined concepts. Sales Executive poor, the crux of six: 1, managers positioned itself unclear. Some administrators in terms of implementation, often the same as an outsider himself, is equivalent to front-line staff, a lack of awareness of their own role, it is difficult to play an exemplary role, in this case, as the subordinates also permeates, resulting in ineffective implementation. For example, there is a salesman because of performance is outstanding, but was promoted to branch manager, but the job has increased, their thoughts and words and deeds are ‘billows’, still great salesman to look at the standards themselves, can not effectively manage subordinates, can not communicate effectively with subordinates, resulting in poor execution team. Second, the implementation of the standard non-specific. Many SMEs in the formulation of policies governing the sale or marketing programs, the lack of quantitative performance standards development and refinement, resulting in the implementation of sales, due to the lack of measurable steps that know what to do. For example, an enterprise marketing From EMKT. staff in arranging the market focus, the use of ‘should strengthen channel mana