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1、jx公司销售队伍的设置基于数据而非经验（JXthesalesteamisbasedondata,notexperience）KeyproblemAretheretoomanyortoofewstaffinthesalesforce?IneachsalesareaBetweenthem,howcanIdistributesalesforce?HowcanIknowifthesalesteamhasthebestability?Wen/WangXiaoyingWangGangIntheenterprisemanagersusuallyhavetosolvealotofproblems,awell-
2、knownmultinationalpharmaceuticalcompany(JX)vicepresidentJacques'snewChinadistrict(apseudonym)isnowinthisstate.Inearly2005,beforethesuddendepartureoftheformerCEO,hasbeenlivingintheAsiaPacificregionCEOcametoChina,actingasagentCEO.Notlongafter,JacqueswasappointedVicePresidentinchargeofthecompany'sstrat
3、egicplanning,performanceimprovementandnewproductdevelopment.TheCEOtookofficeshortlyafterthat,heisfarfromChinadistrictasimagined,notonlyhadnopreviousyearsasearlyentryadvantage,andtotalsalesdroppedseveralsalessignificantlybehindthemaincompetitors.Thelastoneortwoyears,manyofthesamebackgroundwithmultina
4、tionalpharmaceuticalcompaniesintheannualgrowthratemaintainedatmorethantenpercent,someevenreached20%,Chinadomesticpharmaceuticalenterprisestotheannualgrowthrateisabouttwentyorthirtypercent,whiletheircompany'sgrowthhasbeenhoveringaround10%for.Jacquesisveryclearthatthebossvalues,heisresponsibleforbotht
5、hemarketingdepartment,butalsohasaproductseriessalesgeneralmanagerofactualcombatexperience,butalsounderstandwhatchallengestheyface.Asaresult,improvingtheperformanceofthesalesteamasquicklyaspossibleisconsideredoneofthequickestways.Thecompany'sexistingsalesstaffmorethan600,richproductline,thereasonable
6、personnelassignedtothecompanyupto20atthesametimehow,innumbercanalsotakeappropriatebalancednumbersofcustomers,hasbecomeakeytosolvetheproblemofJacques.StartwithselfdiagnosisJacqueslauncheda"selfdiagnosis"withinthecompany,lookingforreasonsbehind.Fromthehighestlevelexecutivecommitteetothedepartmentalman
7、agementcommitteeandthefirst-linemanagementcommittee,whicharecomposedofmiddlemanagersandfront-linemanagers,thediscussionhasbeencarriedoutatvariouslevels.Thefinaldiagnosisisthattherearemanyproblems,such
