8、行家出手果真不同凡響

8、行家出手果真不同凡響

從Maintop“挖”來的Sales Manager Fiona對Autralia市場的銷售有著豐富的經(jīng)驗(yàn)，她當(dāng)年在澳洲Melbourne（墨爾本）上學(xué)的時(shí)候就在當(dāng)?shù)匾患襂T公司作intern（實(shí)習(xí)生），邊工邊讀，既掙了tuition（學(xué)費(fèi)），又積累了行業(yè)經(jīng)驗(yàn)和人脈，為以后在這個(gè)行業(yè)的outstanding performance（突出表現(xiàn)）打下了良好的基礎(chǔ)。Fiona畢業(yè)后沒有繼續(xù)在澳洲工作，而是選擇了立即回到中國，因?yàn)樗X得現(xiàn)在的中國飛速發(fā)展，這里才是她發(fā)揮能力和潛力的舞臺。

Fiona是杭州人，回國后卻直奔北京，因?yàn)镸aintop——她所應(yīng)聘公司的headquarter設(shè)在北京。雖然北京的空氣干燥，還經(jīng)常有大風(fēng)沙天氣，從小就在江南水鄉(xiāng)的滋養(yǎng)下長大的姑娘，在這里，顯然遇到了新的考驗(yàn)，可為了career development（事業(yè)的發(fā)展），F(xiàn)iona下定決心克服這些困難。漸漸地，她也就get used to（適應(yīng)了）這里的一切，而且她發(fā)現(xiàn)，這個(gè)城市有很多其他城市所沒有的優(yōu)勢和可愛之處。

在Maintop的三年里，F(xiàn)iona一直在Sales Department做銷售。憑著之前在Australia積累的經(jīng)驗(yàn)和她對當(dāng)?shù)豤ulture（文化）和mentality（思維方式）的了解，她總能捕捉到最好的chance（時(shí)機(jī)），并采取適時(shí)的action（行動(dòng)），sales業(yè)績在部門所有員工中遙遙領(lǐng)先，一年后就被提拔為Sales Manager。Maintop上次對Innovo采取的行動(dòng)她是知道內(nèi)幕的。Business competition（商業(yè)競爭）有時(shí)候采取一些手段并不奇怪。而Fiona答應(yīng)跳槽到Innovo并不是因?yàn)樗龑aintop的行為感到不滿，而是因?yàn)橥ㄟ^observation and judgment（觀察和判斷），她認(rèn)為Innovo更有發(fā)展?jié)摿?，在未來的五年里很有可能一躍成為Top 3的industry power（行業(yè)巨頭）。而且因?yàn)檫@次的intellectual property right事件，Innovo出于報(bào)復(fù)目的，出大價(jià)錢來挖人，F(xiàn)iona的心里也相當(dāng)明白，除了這筆big salary offer非常irresistible（難以抗拒），這個(gè)機(jī)會對她個(gè)人的career development也非常有利。所以經(jīng)過深思熟慮，她最終答應(yīng)加盟Innovo。

Fiona是在Innovo全力進(jìn)攻Australia市場的時(shí)候跳槽過來的，她入職以后，就開始抓緊時(shí)間為Innovo出謀劃策，扭轉(zhuǎn)局勢。在公司的下一次market analysis meeting上，她精準(zhǔn)犀利地分析了市場形勢，可謂語驚四座。

As you know, our market share has been sliding for the past years. Naturally, Innovo is alarmed by these changes and wants to understand the underlying reasons. The truth is, we're not entirely sure why we're losing market share, but we have identified three factors that may contribute to the cause: a growing number of competitors, our product's features, and poor advertising.

First, the number of competitors in our industry has doubled in the past year. To counter this, we must learn to differentiate Innovo from other companies. Second, our product lacks some of the features that customers are looking for. We need to improve our product and make it the best market offering. Third, our advertising has been ineffective in reaching our potential customers. We need to rethink our marketing campaigns and make sure that we're targeting the right market.

Now please have a look at the PPT presentation that I prepared.

Fiona的發(fā)言之所以能夠一語中的，是因?yàn)樗裱巳缦乱c(diǎn)：

Present what you are familiar with but is not realized by others.

Try to be convincing and inspiring.

Explain in detail of your points of view.

Support your argument with materials.

Fiona的分析中提出許多Innovo的marketing和sales teams之前都沒有考慮過或者意識到的問題，給了大家很多新的啟示?？少F的是，她不僅提出了問題，還給出了解決問題的建議，并且歡迎大家對她的觀點(diǎn)發(fā)表見解。大家立刻對這個(gè)新Sales Manager刮目相看。今天的market analysis meeting收效特別好，Johnson和Leo也對進(jìn)攻Australia市場重拾了信心。會后，Leo還跑到Johnson那里開玩笑似地請功：“Do you agree that I did a great job this time?” Johnson也幽默了一把：“Yes, somebody did a great job, but it's not you!”