Reforming and opening comes 20 years, chinese economic system transfers by planned economy stage by stage market economy, the market is buyer's market by original seller's market change gradually. Face buyer's market, force of transformation of a few company is motivation, reform product of technology of system, innovation, innovation, active right was won in intense market competition, but more enterprises do not have change idea, take old road, cannot get used to the need of market economy, and appeared “ is good do not pass 3 years, do not cross the abnormal phenomenon of ” 5 years alive. Investigate its reason, be many sided. Market sale is his main reason. The author passes the observation of a lot of pair of enterprises, talk about oneself superficial view.
One, the problem that exists in sale of current business market

The first, the sale idea of the enterprise does not have change. In the current period with confirmed planned economy, the manufacturing idea that a few state-owned companies still pursue a tradition to buyer's market, product idea and promote an idea, but in current market economy period, as a result of commodity supply exceeds demand, buyer's market appeared the issue that “ business becomes ” hard; Still a few enterprises do not have plan to hand of buyer's market arrange, follow the general trend markets a product blindly, its are or as a result it is product inventory a large number of keep long in stock, or is receivable increases quickly, it is difficult that capital have enough to meet need appears, make most enterprise is immersed in stop production or the condition of half stop production thereby.

The 2nd, high-level sale manages vacancy, bring about the other branch beyond sale branch to cannot develop sale function adequately. Current, the high-level administrator of great majority enterprise values sale job quite, but, this kind of “ takes ” seriously to have uncertainty and apparent local sex, blame process sex, not not system, comprehensive, do not reach the designated position, create high-level management vacancy thereby. High-level management vacancy brought a lot of harms. Above all, the advantage cannot get the sale of other department to be used in the round. Every branch of the enterprise, every sale function that each body has him, but when high-level management vacancy, only sale branch produces effect. Below this kind of circumstance, function of its whole sale can sell at a discount greatly. Next, decision-making and slow, influence sale job is efficient a lot of problems that have cannot get seasonable, effective settlement, come so, this decision-making problem cannot seasonable and decision-making, cause negative effect to the sale outstanding achievement of the enterprise, even, can weigh the working enthusiasm of defeat business personnel. Finally, sale job lacks direction. High-level management decides the sale way of the enterprise, when its vacancy, bring about the blind direct of sale branch necessarily.
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