Rapid formation of large-scale sales force is a marketing trap.doc

 PAGE \* MERGEFORMAT 5 Rapid formation of large-scale sales force is a marketing trap Many companies out of new products, will try to do one or two pilot projects, if the feedback can also be the case, in general, there will be replicated on a large scale plan. At this time in order to rapidly increase sales and marketing director are often the first reaction: the immediate formation of a large sales force. At this moment, we must ask: Is this really raising the sales as a whole? In practice, I found that too quickly to form a large sales force is often not worth the candle. It is very easy to cause the Company’s selling expenses in personnel salaries and spend a great deal of cost, is still very difficult to achieve the expected sales figures. In my opinion, to improve sales efficiency, sales director and other management personnel must first understand the change in sales growth is a process, stages, and the different stages of the sales process and sales management corresponding to different content. Because the sales staff to push the product, and any new product, which was familiar with the market knowledge and customer processes are followed over time, and a sales promotion and change curves. In fact, we can easily imagine that a process: a start nothing, the company according to a survey of early products on the market made a rough idea and conduct R amp;amp; D and manufacturing. Products on the market at the beginning, the company gradually collect existing customers for new products to enhance the use of feedback and recommendations, and based on these feedback repeatedly to amend the new products. Companies have revised the products sold to more customers, from them to obtain further feedback and feedback based on new product features further improvements. So over and over again, and finally to promote a new product into the market acceptance of a mature product. Similarly, other channels open up, adjust, and improve basic work such as the improve