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同客户李总聊天,谈及管理,他禁不住诉苦,说近期在业务管理上遇到了一连串棘手问题。费用和资源投入不少,市场非但没有多大起色,还状况百出:低价销售、跨区域窜货、套取市场费用、业务员贪污索贿、经销商投诉等。现在天天忙着救火,快崩溃了!他让我帮忙出出主意,看从何处入手整治这个乱摊子,今后又如何抓好管理。而我首先问了他几个问题:“前期你有没有发现这些问题的蛛丝马迹,反常现象和征兆?”“你有专门部门或人员抓控制吗?”“你经常调研市场,并拜访经销商、终端客户和消费者
With the total chat with clients Lee, talked about management, he could not help complaining that the business management recently encountered a series of difficult issues. Costs and resources invested a lot, the market not only did not much improvement, but also a hundred: low-cost sales, cross-regional FALSIFYING, collecting market fees, sales corruption, bribery, dealer complaints. Now he was busy fighting the fire every day, and soon collapsed! He let me help out ideas, see where to start remediation of this mess, and in the future how to do a good job management. And I first asked him a few questions: ”You have not discovered the clues, anomalies and signs of these problems? “ ”Do you have specialized departments or personnel control?“ ”You often research the market, And visit dealers, end customers and consumers