Sales of Plato.doc

 PAGE \* MERGEFORMAT 8 Sales of ‘Plato’ Plato, in the largest application of sales management is to find the direction of the main factors affecting sales performance, in order to determine the direction of improvement. It is the practical application of the 80/20 principle of the method to distinguish the impact performance of the ‘critical few’ and ‘minor majority’, and thus to seize the key factors to solve major problems. Looking for key factors, Plato adopted the ABC classification, according equal importance, the factors that will affect the results of the three categories, namely 0-80% range is a class A factor in 80-90% range is the B class factors in 90-100% is a C class range of factors. Application of the principle of Plato’s Based on its core concepts and adapt to sales management application environment, Plato in the application need to follow three principles: 1. The principles of the main factors is limited Plato’s first principle is to identify the main factors that do not too much. In general, the main factors identified in the final best 2-3 items, a maximum of not more than 4, or they will lose ‘to identify major factors’ significance. However, the same should be noted that, nor deliberately seek a key factor in the fewest possible items through unreasonable to delete or merge a number of key factors to deal with more and an average situation. 2. Increased the importance of the principle of When to take measures to resolve or basically solved one or more of certain key factors, the importance of the original secondary factors will rise, this time need to re-use of Plato’s analysis. Such a continuous sequential and forward, will be able to promote the sales performance has been continually improved and enhanced. 3. The principles of consolidation The principles of consolidation is defined as easy to focus on critical and sub-critical factors, appropriate to merge a number of general factors. Under normal circumstances, less important