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对总部而言,具有活力的区域营销团队是确保整个营销组织健康的“细胞”。但区域营销团队老化却是一个普遍而棘手的现象。激活区域团队的相关原则其一,销售组织的管理必须超越于单一的业绩指标。业绩指标是管理的中长期目标,换言之,业绩是管理的结果而不是管理的手段,销售组织必须将业绩指标分拆于系统管理的目标中。
For headquarters, a dynamic regional marketing team is a “cell” that ensures the health of the entire marketing organization. However, the aging of the regional marketing team is a common and thorny phenomenon. One of the relevant principles for activating regional teams is that sales organization management must go beyond a single performance indicator. Performance indicators are the mid-to-long-term goals of management. In other words, performance is the result of management rather than the means of management. Sales organizations must break performance indicators into the goals of system management.