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When international companies need Polish consultants? |
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There are many
situations like that, but instead of making theoretical presentation I will use
an example. When a company builds the distribution network, its sales
representatives and regional managers are being thought to build as close
relations with clients as possible. And it happens indeed. In many branches
relations between dealer or distributor and sales representative are so close
that they are almost like family members. They talk with one another about love
affairs or holiday plans. But what is interesting and symptomatic they hardly ever
talk about business. Friendship and
personal commitments build up this gentle bond that is being strengthen by different
small “sins” committed during the business trips or other events prepared for
business partners. But at the same time a sales manager expects business
effects. Closeness between a representative and a dealer makes it more
difficult to look at the sales process in the objective way. Smart sales
managers in such situations are hiring external consulting company. To monitor
sales system a consultant can use a shadowing method (what consists in
assisting representative in his everyday work activities and making
observations), he can interview distributors, dealers or crucial clients. A consultant
who does not understand Polish culture well can not carry out such
conversations. In this case foreign companies almost do not have any choice.
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