Practice general manager of Chinas enterprises need innovative thinking.docVIP

 PAGE \* MERGEFORMAT 28 Practice general manager of China’s enterprises need innovative thinking Second half of 2006, the author commissioned by a pharmaceutical company, for the planning and to assist in the implementation of an OTC market development project. After six months of arduous efforts to resolve the project’s key issues, such as product selection, price positioning, target market positioning, customer services, cash withdrawn from circulation, marketing and team building. However, the six-month project operation gives us a loss of 3 million more than the project’s financial projections for a loss of 1 million, mainly due to sales force in their choice of a problem. At first, we have set the standard, or a competitive salary, because of long-term losses, the company’s image is very poor, whether it is hardware or software, caused considerable bad candidates gave the impression, excellent sales staff willing to come to company . As the market in-depth development of all the problems were largely resolved at the end of the year, according to our financial projections, 2007 and then invest 100 million yuan, sales income can be up to 800 million yuan, profit of 30-40 million in the year can be. The company’s general manager asked me how much you have chance of winning? And I confidently answered, at least 60% of the chance of winning. He asked, can not do 80% of the odds? I said, there is no such certainty, because the country’s macroeconomic situation is difficult to predict, together with countries in the consolidation in the pharmaceutical market, in the end will be out of the policies, these policies will have much impact on our projects, our competitors to make What kind of reflection of problems in these areas should be adjusted according to circumstances at the time our response. The general manager says that since 80% of the chances of winning can not do, we will abandon this project. In this regard, I am very much regret. I have been thinking