【专家评析·因果】用产品细分做第二套网络的必然性在于:一方面厂商对渠道广度与深度的开发已经接近极限,另一方面对渠道的宽度、产品的有效利用却严重不足。销培训中有一个量化管理公式:S(销售额)=A(品牌知名度)×D(渠道广度与深度)×P(产品价格)。这个公式经常被业务人员用于销售工作内容的回顾和改进。公式中的几个元素按销售实战价值衡量一下:品牌知名度是一个慢热过程,日常的促销活动不可能产生跳跃式的增长;产品价格营 Expert evaluation and causal analysis The inevitability of using the product subdivision as the second set of networks lies in that: on the one hand, manufacturers have reached the limits of the development of the channel’s breadth and depth; on the other hand, the width of the channel and the effective use of products are seriously insufficient. There is a quantitative management formula in sales training: S (sales) = A (brand awareness) × D (channel breadth and depth) × P (product price). This formula is often used by sales people for reviewing and improving the sales work content. Several elements of the formula to measure the actual value of sales measured: brand awareness is a slow process, the daily promotional activities can not have a leaping growth; product price camp