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1、CITY：NANJINGINTERVIEWEE：Zhoujie(manager)DATE:08/02/2002Note:1. the salespersons lack the sense of belonging and stability,so there are some short-term behaviors,such as being reluctant to make some long-term investment.and theres no long-term plans.2. they are not very sure about the long-term strat
2、egy of Fontile.3. theres few exchange of idea with the Chenhao,the head of sales department. because zhoujie do not think chenhao has convincing performance since he came into power. 4. employees from outside world lack loyalty.5. the headquarter lack well-prepared promotion plans and do not collect
3、 advice from the front line when making promotion plan.6. the salesperson can not receive systematic training ,so some of them lack ability and can not catch up with the changing market.7. the merchandiser team of nanjing fontile perform well.8. admits that the first motivation of salespersons is ma
4、king money. but think that they are more loyal than some leaders employed in recent years.9. having good relationship with Maolixiang and maozhongqun. sometimes report to them directly.10. do not grant credit to dealers.he will not give goods to the dealers unless he has got the bills from the deale
5、rs.the salesoffice does not have storage. all the storage is in the warehouses of the dearlers.in addition,the headquter owes the dealers of nanjing about 400000 yuan totally.so for the headquter, theres no financial risks .INTERVIEWEE:ZHANGXUEMIN(ZHOUJIES WIFE,IN CHARG1 OF FINANCIAL AFFAIRS.)DATE:0
6、8/03/2002Note;1. having a simple account book.2. the number of some backup components is not enough., the headquarter asks for deposit for the component which are beyond the quota. the shortage of component sometimes affecting the level of services.3. the salaries of service -persons are paid by the
7、 headquarter.INTERVIEWEE:QIANDONGMEI(SALESWOMAN,INCHARGE OF THE SALES AFFAIRS WITH 3 DEALERS.)DATE:08/02/20031. TREND:the sale of 油烟机 is stable and the growth space is limited ，but 灶具 has a great potential.2. compared with other dealers,苏宁 has obvious advantage, but theres no sign that it will monop
8、olize the whole market in the near future. the big departments still have strong competitiveness foreign-owed supermarkets account for a little part of the total sales, but the growth momentum can be seen.SUGGESTION ：The number of present samples is too limited, I consider we should not jump to conclusion, more investigation in local cities is necessary.
