Sunday, August 28, 2005

Front line value creation

The front line act as "roots" for any Organization . They play a critical role in connecting the organisation with the market . They bring the "real revenue". Remember every enterprenuer had started his life as a frontliner

But over a period of time Frontline becomes more of value delivery mechansims rather than value creating mechansim . Sales process today is more like a production floor of pre TQM era . In pre TQM era workmen had hardly any say in the production , planning & quality management process . Japanese spread the gyan of involving the workmen in value creation for production system . Can Indian play a similar role in sales process management

I encourage all my collegues to share their comments as to what can happen if frontline sales decides or customizes ...
  • What to sell ??
  • How & through whom to sell ??
  • At what price to sell ??

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