On the Lanchester strategy in the localization of applications clerk training.docVIP

 PAGE \* MERGEFORMAT 5 On the Lanchester strategy in the localization of applications clerk training Preamble: ‘Is not fighting, that is, death; is not a bloody battle, that is destroyed. Marketing warfare in the clerk’s competitive results certainly do. ‘(See:’ Blue Chester in China ‘, Shen south, Zhang Jing-hong book, Shanghai’s World Learning Institute of Education Research and Testing Center, 2007 Edition) Management and training has always been the clerk of any sales and marketing management focus. There enlightenment who is able to operations personnel management in place, businesses, salesman double harvest; not Tao, managers have to mess with each other complaint, the people dispersed, the ultimate business and gradually disappeared. And so on, mixed and held. Here, I serve as a catalyst for discussion ideas, just from Lanchester strategy provided by the formula and its own team management experience, to talk about how to manage and train teams salesman problem, in the hope relevant people can be helped to inspire. 1, Blue Chester strategic management of the basic theory on the salesman Lanchester Strategy on the management of the basic theory of salesman is that the operational capacity of a salesman by the salesman’s own quality (including affinity, communication, professional knowledge, product knowledge, sales skills, etc.) and the salesman in the market launched an effective attack in the volume (including visiting clients time, the total number of customers visiting, etc.) of the multiplier of the product deci in itself amount of mass multiplied by the square of their attacks. Example. For example, two ‘quality’ the same salesman, in which A day visiting customers 2, each client and a half hour; B visiting customers 5, but also for each customer and a half hour. As the two salesman the same quality, so its called skills, communication skills and other basic the same conversation, then the two salesman were the operational capacity of the da