Sales Management in Ten paradoxical.docVIP

 PAGE \* MERGEFORMAT 12 Sales Management in Ten paradoxical 1. Centralization and decentralization. Centralization of power is to the real concentration of all power to one person, but the real decentralization of power is all broken down to each individual. In reality there can be no real centralization or decentralization. However, if in accordance with the idea of the formation of a centralized sales force, and decentralized forms of organization marketing the layout, then definitely two kinds of patterns. The former emphasized that a continuum, a final control, which is spread interest groups or units, to emphasize that the relative independence of the decision-making and management. A number of markets across the country controlled by the plant resulting in the sale of salesman flying system, it is more typical of the authoritarian system of marketing; and around the establishment of the owner, financial, and material autonomy of the layout of the sale of the company’s sales, it is more typical of the separation of powers system sales. There are a number of enterprises to adopt marketing system, or the sales office, it is between between centralization and decentralization. A business in the end tend to the establishment of a centralized or decentralized form of sales organization, or a sales lead or a house in the end is the centralization of power decentralization of self-reliance, which is marketing management decision-making on major issues. Unfortunately, few people seem to be purely from the perspective of organizational efficiency to solve this problem; on the contrary, for personnel, vested interests and other considerations about the enterprise in many cases the key decision makers on this issue serious thought. 2. With the ‘self’ or ‘him that I was’ management of sales staff. Tend to use ‘self’ management of staff who want to become the authority, tend to use ‘he I’ management of sales staff, you like others to himself as a mentor. The auth