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位于革命历史名城遵义市的贵州省大陆企业(集团)总公司,原是一个仅有160多万元固定资产,面临生存危机的小厂,经过10年的顽强拼搏,成为拥有14家企业、两个研究所、驻全国各地34个经营部和500多个销售点的现代企业集团,是全国500家最大化工企业之一。1994年夏,我有机会拜访这家公司,耳闻目睹,感慨万千。我深感大陆集团神奇发展的秘诀,主要在于依靠改革,转机建制,狠抓管理,苦练内功。其中,首创“销售工程法”及走内延外联发展之路,更独具特色。这里,着重介绍1984年7月刘代禄同志被任命为遵义制漆厂(大陆集团的前身)厂长以后首创的“销售工程法”。
Located in the historic city of Zunyi, the Guizhou Province Continental Corporation (Group) Corporation was originally a small factory with only over 1.6 million yuan in fixed assets and faced a crisis of survival. After 10 years of tenacious struggle, it has become a company with 14 companies and two companies. The institutes, modern business groups with 34 operating offices and more than 500 sales offices across the country are among the 500 largest chemical companies in the country. In the summer of 1994, I had the opportunity to visit this company. I heard and saw it with emotion. I deeply feel the secret of the magical development of the mainland group, mainly relying on reforms, turning systems, and paying close attention to management. Among them, the first “sales engineering method” and the development of internal extension of the road to further outreach, more unique. Here, the “Sale Engineering Act” was first introduced in July 1984 when Comrade Liu Dailu was appointed as the director of the Zunyi Paint Factory (predecessor of the Continental Group).