越区销售"问题的分析及对策  

The Analysis and Countermeasute of the "Over-District Sale

作　　者：张志鋆[1] 

机构地区：[1]同济大学经济与管理学院,上海市200000

出　　处：《吉林师范大学学报（人文社会科学版）》2003年第3期62-64,共3页Journal Of Jilin Normal University:Humanities & Social Science Edition

摘　　要：　销售环节中的"越区销售"问题虽然十分重要但尚未引起相关企业的足够重视。本文从市场营销学的角度出发、吸收和借鉴了销售流程再造、客户关系管理(CRM)的有关知识,对越区销售的危害,成因进行了深入的分析和详尽的阐述。同时从短期措施和销售流程再造两个方面提出了解决该问题的实施方案。In the thesis, from the point of the view of the funda mental principles and methods of marketing, and such relative knowledge as custo mer relationship management is also used for reference for detailed elaboration on cause of the problem of 'over-district sale'. Through the two respects of s hort-term step and the reforgeing sale course, we advanced the implementation sc heme to resolve that issue.

关 键 词：越区销售 危害 分析与对策 

分 类 号：F723[经济管理—市场营销]