Industrial marketing development trend- sales process from coarse to fine management.docVIP

 PAGE \* MERGEFORMAT 11 Industrial marketing development trend: sales process from coarse to fine management At present, the industrial sales process, because the project cycle is long, relationship marketing is more obvious and based on the sales staff to master a lot of customer information, resulting in the sales process is relatively opaque, so the relative sales of the process is relatively extensive, the actual sales process is not easy to grasp the sales process. Thus, resulting in four puzzled: Confused one: 20% of the sales of the elite taking big customer, how can I do? Many enterprises in the sales process have all encountered such confusion: a very important marketing personnel, especially the backbone of marketing left the company, quit in contact with his clients and took away all the marketing network. It gives the great enterprises ‘pain’ and ‘empty’, so a lot of enterprise is brought to its knees, this ‘painful experience’, even from some companies embarked on a decline of no return. A few months ago, I met a private entrepreneur Zhang overall. Beginning in 2002, after four years to develop to 2 million in sales to 25 million, but the boss of General Zhang disclosed to me that he encountered a great worry of the thing: its a quite open and communication skills Sales hero Hua sudden departure of defecting to another rival company, so sales will not only seriously affected, but also to former clients have ‘defected’ to stop buying his product, for this matter, a big headache for General Zhang . In the actual market operation, similar to Zhang overall this confusion, that the marketing staff that took away the phenomenon of customers can be said to abound, and so on, a person’s exodus to the blow will not be much of an enterprise, but a team of The exodus will be a heavy blow to business operation and goodwill. Perplexity 2: Sales through art or science? Currently, many elites believe that marketing is an art of selling, especially in the i