Enterprise sales force management of the seven problems.docVIP

 PAGE \* MERGEFORMAT 15 Enterprise sales force management of the seven problems Acipenser famous smile curve theory tells us that high corporate profits in R amp;amp; D and marketing. But many company CEOs, often inaccessible because of R amp;amp; D team and marketing team management is very difficult. In our area of business management, in fact, there are also smiling curve, the abscissa is the enterprise management activities (in accordance with products from the creation to consumer), the vertical axis is the management of the degree of difficulty. We can draw R amp;amp; D management and marketing management, the greatest degree of difficulty, they separated the two ends of the curve, followed by the procurement management and logistics management, and the bottom is the production management. As people on sales and sales management of the world in-depth research, and its degree of difficulty is constantly reducing, which means the management of enterprises constantly smile curve becomes flat, especially in the United States and other Western countries. Of course, in developing countries such as China, corporate governance smile curve remains steep. Sales and marketing management in all enterprises must be enterprise behavior, the author is looking to reduce the difficulty of sales and sales management methods and principles of coefficients. Based on the author 10 years of sales and sales management practices and research, that the enterprise sales force Management of the seven major management challenges insurmountable, if the company is well on the ground of these seven sales management problems, then the Marketing Management (marketing management, including sales management and Marketing Management) degree of difficulty will be smaller. Sales force management level of enterprises entered a higher level of sales efficiency of the sales force has a strong competitive edge. 1, selling the development of indicators appear ratchet effect. Sales manager accor