我们知道经销商或代理商与生产型企业相比,企业经营功能单一,它的主要目的就是实现销售收入,进而获取利润。因此从某种意义上来说,经销商的经营组织其实扮演着上游企业区域销售组织的角色。从本案例刘老板的困惑中,我们看到一个销售区域表面上呈良好态势,但销售队伍军心涣散、区域销售组织正面临分崩离析的局面。与作战同理,人心涣散、军心大乱与指挥者直接关联。刘老板面临如今的困惑还百思不得其解,其实错在他根本还没有剖析深层次的原因。案例中也谈到,刘老板也曾试探性地提 We know that a dealer or agent has a single business function compared to a production-oriented enterprise. Its main purpose is to realize sales revenue and profit. So in a sense, the dealer's business organization actually plays the role of upstream regional sales organization. From the confusion of Liu boss in this case, we can see that a sales area is in a good situation on the surface, but the sales force morale is disorganized. Regional sales organizations are facing the situation of disintegration. In the same way as fighting, people are in disarray and the morale of the militaries is directly linked to the commanders. Liu boss faced with today's puzzled still puzzling, in fact, wrongly he did not analyze the underlying causes. Case also talked about, Liu boss also tentatively mentioned