單兵作戰時代結束，團體作戰開始；全能戰役結束，系統作戰開始

企業的發展，銷售環節是重中之重。

過去，我們要嘛習慣用大量低成本銷售員掃街，不然就重金聘用銷售超人。

其思維，都是把企業的銷售營收冀望在銷售員個人身上。如果出超量業績，用力獎賞，不次拔擢；如果久未出單，予以辭退，另換戰將。

這樣靠單兵作戰的時代，過去了！！

新的銷售發展方式，要靠團體作戰，簡單的例如銷售員、銷售經理、甚至總經理，共同發展一個重要客戶，與客戶方組織之相對應層級人員，建立起對等期待與承諾的關係。

（不過，這是有風險的，萬一銷售經理與銷售員對客戶的理解不一致（通常是我方內部信息溝通不流暢所致），又提供給客戶的方案有差異，結果可想而知。）

由於客戶決策體系是組織性的，不同部門、不同層級的人，期待不同、顧慮不同、個人性格有異、決策程序也因各公司而異，要單靠一名銷售戰士去貫穿，經常是效率不佳，必須打系統戰。銷售員首先必須扮演偵搜的角色，把相關必要的情報都查明清楚。在銷售會議上，必要時，邀請相關部門人員一起列席，共同研擬打入客戶，贏得訂單的系統戰法。依照計畫，分工執行，即時檢討修正。

The era of soldier battle ends and group battle begins; the all-round battle ends and the systematic battle begins.

Sales is the most important link in the development of enterprises.

In the past, we either used to sweep the streets with a lot of low-cost salesmen or hired sales Superman with a lot of money.

Its thinking is to expect the sales revenue of the enterprise on the individual salesman. If you exceed the performance, reward hard, not pull out again; if you haven't made the order for a long time, quit and change the battle.

This era of Soldier Combat has passed!!

The new sales development mode relies on group operations, such as salesmen, sales managers and even general managers, to jointly develop an important customer, and establish a relationship between reciprocal expectation and commitment with the corresponding level of personnel of the client organization.

(However, this is risky, in case the sales manager and the salesman have different understanding of the customer (usually due to our internal information communication is not smooth), and the solutions provided to the customer are different, the results can be imagined.)

Because the customer decision-making system is organizational, people of different departments and levels have different expectations, worries, personalities and decision-making procedures. It is often inefficient to rely solely on a sales soldier to penetrate the system, so we must fight a systematic war. The salesman must first play the role of search and find out all the necessary information. At the sales meeting, when necessary, the relevant departments are invited to attend the meeting and work out the system warfare of entering customers and winning orders. In accordance with the plan, the division of labor shall be carried out, and immediate review and amendment shall be made.