PPT-x集团市场销售障碍的识别、特性与排除-中英文对照(ppt24)-销售管理.pptVIP

Barrier Identification and Characterization障碍的识别和描述 Subject Matter (“SM”) Barriers :专业性障碍 Unique industry, business or functional expertise独特的行业、业务或职能方面的专业知识 What products/services are preferred by which customers?有哪些客户？喜欢哪些产品/服务？ Which systems or techniques are required to supply the product?需要形成哪些系统或技能来提供这些产品？ Equipment requirements 设备需求 Price/Value determinants价格/价值的决定因素 Data sheet contents数据表页内容 Barrier Identification and Characterization障碍的识别和描述 Business Process (“BP”) Barriers:业务流程障碍 Keeps activities from fitting into seamless processes that meet Entitlement这些障碍使工作不能无缝式地和“增强”型流程吻合 Large work package size 工作包过大 Bottlenecks瓶颈 Poor AIP Management (Not controlling starts and AIP profile)AIP管理不当（不对开始时间进行控制，没有对进程中行动进行分析） Poor Scheduling (push vs. pull, lots on hold) 时间计划不当（推、拉、积压） Poor Process Design / Implementation (cycle time, FPY, cost)流程设计质量差/实施（周期时间，FPY, 成本） Inadequate feedback or Cycles of Learning opportunities反馈不足，或循环学习有所欠缺 High rework, inspection syndrome返工率高、检查综合症 Barrier Identification and Characterization障碍的识别和描述 Culture (“C”) Barriers: 文化障碍 Subject matter business process barriers that are locked into the culture 专业性和业务流程障碍都与文化紧密相关 Part of the existing paradigms 是现有思维模式的一部分 Inhibit the company’s ability to improve or change performance影响公司改进或改变绩效的能力 Silo mentality 各自为政的心态 Lack of proper measurements 缺乏合适的衡量指标 Lack of balanced sense of urgency 缺乏适度的紧迫感 Lack of accountability 缺乏责任感 Lack of leadership and/or management forcing function缺乏领导和/或管理职能 Optionalism 机会主义（保持多种选择） Lack of root-cause problem solving 缺乏解决根源问题 Substitute Processes (“SP”)替代流程 They usually fit into the “apply resources” mindset 通常进入“追加资源”的心态 Attacking the symptoms of non-responsiveness not the “root cause”只治“无反应”之标，并不触击”根源“ Substitute Process – Example替代流程举例 Inventory is usually the largest form of substitute process because:库存通常是最大的替代流程，因为： It’s So Painless – No one has to improve business processes.不费事 -- 谁也不需要改进业务流程 It’s So Simple – Build inventory an