某公司董事长刘先生向笔者诉苦,说他待手下的高管不薄,给他们好平台、高待遇,可他们中的许多人偏偏敢拿自己的职业生涯去冒险——通过拉关系、制造噱头和逢人便打折,以牺牲企业的利润来取得销售业绩,而并不是强调产品的品质来打动顾客。同时,这些高管不注重细节管理,销售管理制度建设缺失,产生了一些灰色地带,如故意压低价格,调价时故意隐瞒货源以赚取中间差价,个别销售人员用客户的名义申请打折,进行倒卖等。 Mr. Liu, the president of a company, complained to the author that he was dealing with his executives who were not thin and gave them a good platform and high treatment. Many of them, however, would dare take risks with their own professional careers. Everyone gets discounted at the expense of the company’s profits to achieve sales, not to emphasize the quality of the product to impress customers. At the same time, these executives did not pay attention to detail management. The lack of a sales management system resulted in some gray areas, such as intentionally driving down prices, deliberately concealing sources of supply during price adjustments to earn middle spreads, and individual sales personnel applying for discounts in the name of customers and reselling them. Wait.