Under the low-margin sales team change strategies.docVIP

 PAGE \* MERGEFORMAT 22 Under the low-margin sales team change strategies Many people, when discussing the sales over the management of attention to detail, very few in the end from a strategic perspective on how to define marketing organizations, and even fewer people to study in the end what kind of sales organizations for enterprise’s survival and development. With the current domestic FMCG, for example, What is the status of its sales organization? Suitable for use on what kind of sales organization strategy? Status: Duplication-based organizational structure under the management of 1. Managed organization Sales of the domestic FMCG industry, the organizational structure of most school Procter amp;amp; Gamble, Coca-Cola and other foreign-funded enterprises, sales organization structure quasi-government organization, I call it ‘government-type organizational structure’ or ‘managed organizational structure’, which is a typical FMCG enterprise organizational structure. Managed organization structure is divided into three parts: first, the traditional channels of parts: the main development, follow-up dealers. Many companies call it ‘done channel’. Secondly, the modern channel parts: the main follow-up of international supermarket chains, large domestic supermarket chains. Many companies call it ‘make the market’. Third, customer service part: including the sale of financial (money, fees), goods, displays and promotional materials and other logistical support services. The organizational structure supporting What are the conditions? 2. Support Cost Suppose it to the national market is divided into Old and in the five regions, each made four provinces; each province, have also followed the Old and selected five central city locations, so that on the establishment of a basic 100 major cities across the country of a distribution network. Its human resource allocation as follows: (1) Sales Director, back office staff would take about six people; (2) provin