企业营销中的投机行为分析（Analysis of speculative behavior in enterprise marketing）.docVIP

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企业营销中的投机行为分析（Analysis of speculative behavior in enterprise marketing）.doc

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企业营销中的投机行为分析（Analysis of speculative behavior in enterprise marketing）

企业营销中的投机行为分析（Analysis of speculative behavior in enterprise marketing） Although in English, speculation has the meaning of wisdom, but in the conventional understanding of Chinese, still think speculation is to obtain the results to non completely legitimate means, including tricky means. In the operation of enterprises, there are a large number of such speculation behavior, not only enterprises at the grassroots level, there are also high-level enterprises, but the form of performance is different. Speculation may be able to achieve temporary results, but often contrary to the long-term objectives of enterprises, and enterprises in order to long-term development, we must try to avoid speculation. First, the salesmans straight line axiom Case 1: A, a famous white goods enterprise in Guangdong, has made significant changes in its sales channel policy of its brand products in line with the marketing strategy of developing the three or four level market (county and county market). A, ask the clerk to adjust the structure of the dealer, the sales area of the original city wholesalers only in urban and suburban areas (not the wholesale customers, at the same time to the county) in the county-level market development level of wholesalers. These county-level wholesalers originally from the prefecture level wholesalers out of stock, and now directly supplied by the A company. The starting point of A company so initiative is to shorten the length of channel, reduce intermediate links, which can reduce the cost of the middle of the channel, and can directly control local distributors to better understand the needs of consumers. A companys reform measures, very consistent with the current enterprise sales center of gravity sinking of the basic idea, but this sales strategy implementation process is not smooth, sales staff was generally resisted, why? In geometry there is the axiom that the line between two points is the shortest, and that axioms do not need to be proved. The s