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现在看来,我们一开始引进的CRM品种出了问题!甲骨文公司(Oracle)老板拉里·埃利森在《埃利森传--我打造了甲骨文帝国》一书中表示了自己对欧美不同销售理念的反思:“我们在欧洲雇用的销售人员专业素质高、服务意识强。欧洲管理团队的策略是与我们的客户建立了长期的关系,并与客户进行经常性的业务往来。这种欧洲人的’耕作’式策略与美国销售组织的’狩猎’式策略形成了鲜
It now appears that we had a problem with the type of CRM introduced in the first place! Oracle boss Larry Ellison expressed in his book ”Ellison Biography - I Built the Oracle Empire“ that he is different from Europe and the United States Reflections on sales philosophy: ”The salespeople we employ in Europe are high-quality and highly service-minded.The strategy of the European management team is to establish long-term relationships with our clients and to conduct regular business with our customers. The “farming” strategy of Europeans and the “safari” strategy of the U.S. sales organization formed a