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一 1985年春季,睢州酒厂产品大量积压。“好端端的产品,何以一时受到这样冷落?”负责销售工作的副厂长郭祥云带着这个问题,到兄弟厂家走访。展现在他眼前的无不是“门前冷落车马稀”的萧条景象。严峻的现实告诉他:卖方市场的时代已经过去了。经过反复思考,郭祥云决心下功夫改变原来的销售办法。首先制定了一系列优惠的销售政策:客户要什么品种给什么品种,绝对不搞搭配;三个月销不动货,厂方负责包退包换,运费由厂方承担;凡与本厂建立业务联系的经
In the spring of 1985, a large number of Zhuozhou distillery products backlog. “Good end products, why temporary so cold?” Guo Xiangyun, deputy director in charge of sales with this problem, to visit the fraternal manufacturers. Show in front of him are all “in front of the cold sloth” of depression. The grim reality told him: the era of the seller’s market is over. After repeated thinking, Guo Xiangyun determined to work hard to change the original sales approach. First developed a series of preferential sales policy: What kind of varieties to what varieties of customers, absolutely do not engage in matches; three months sales of goods, the factory is responsible for Baotuibaohuan, shipping costs borne by the factory; where established with the factory Business contacts by the