一般的銷售管理信息(完整版)
【正文】 LS SALES MATERIALS NOT ADEQUATE SPECIAL BIDS / PRICING PROCESS INEFFECTIVE TOO CUMBERSOME FPY TO LOW NO OWNERSHIP/ INADEQUATE MANAGEMENT TRAINING NO TRAINING OF FIRST LINE MANAGERS AIP’S NOT MANAGED MANAGERS NOT USING STRATEGIC FILTERS NO ABILITY TO REFUSE AIP’S TOO MANY REQUESTS FOR INFORMATION IMPLEMENTATION NOT ENFORCED BY MANAGEMENT PROGRAMS ARE ANNOUNCED AND NOT USED OPTIONALISM IS CONDONED SUBSTITUTE PROCESSES USED TO WORK AROUND BARRIERS NO ATTEMPT TO FIX PROBLEMS BARRIERS ARE ACCEPTED TRANSPARENT MANAGEMENT PRACTICES NO ONE TAKES RESPONSIBILITY FOR DIRECTIONS BLAMES ANY ATTEMPT TO MANAGE ON UPPER MANAGEMENT EXPECTATIONS NOT INSPECTED FOR COMPLIANCE NO ATTEMPT TO ENFORCE MANAGEMENT DIRECTIVES NO PENALTY FOR NOT FOLLOWING THROUGH ON DIRECTIVES MANAGERS NOT HELD ACCOUNTABLE FOR PERFORMANCE MISSING OBJECTIVES IS ACCEPTED AS GOOD TRY NO SENSE OF URGENCY TO MAKE PLAN REACTIVE MANAGEMENT IS THE NORM TOO BUSY TO PLAN PLANNING IS VIEWED AS USELESS NO TIME TO MANAGE PEOPLE MANAGEMENT FOCUS TOO TACTICAL NOT MANAGING THE DRIVERS FOCUS ON RESULTS MEASUREMENTS NO DRIVERS OR NOT ACCEPTED AS VALID SALES BUDGETS NOT ASSIGNED PROPERLY TOO MUCH OVER ASSIGNMENT
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