Jianda is a leading enterprise in building materials industry. However, in the past two years, the management of the company was chaotic, and many salespeople fished in troubled waters to enrich themselves. To make matters worse, the salesman's self-enrichment disturbed the market price system and damaged the reputation of Jianda Company.

Based on this, the company's board of directors hired Shi Feng at the end of 2003, hoping to reverse the company's decline with the help of a new boss. Shi Feng was originally CFO of a leading building materials equipment leasing company in China. He not only has admirable financial experience, but also is a mature and sophisticated manager. Such a candidate is a good candidate for Jianda University, which is slightly chaotic in management.

After Shi Feng took office, he took a series of measures to collect power, mainly to sort out the company management from personnel and finance. For example, he stipulated that the director of a department should not use more than 3000 yuan at a time. Although the company has been reorganized, Shifeng is still busy, and various departments still have frequent violations. "I don't care, things can't be done well." Shi Feng sighed helplessly. He thinks that there is something wrong with the ability of the employees of Jianda University, so he needs to ask all the questions himself.

But the employees of Jianda don't think so. Everyone in the company, from department heads to ordinary employees, feels that they can't make decisions in the company and have no enthusiasm for work. Hu Man, the company's public relations director, complained that Mr. Shi didn't trust her professional ability and had to intervene in everything. Those public relations drafts, whether important or not, always have to read them in person or even write to modify them.

Besides Hu Man, Xu Xinhua, director of human resources, is also full of complaints. Xu Xinhua is a veteran of Jianda University, but he feels that he is just a decoration around his boss. Take recruitment as an example. Several times, all the applicants were under the department manager. According to the company's regulations, the salary of such ranks is jointly decided by the direct supervisor and the director of human resources. On several occasions, Shi Feng suddenly asked about the salary of such personnel, and readjusted the salary agreed by Xu Xinhua and the managers of relevant departments without saying hello. In fact, there is even a saying in the company: "If Shi Feng has his eye on something, he will not only step in, but also use his elbow."

Of course, Shifeng's new policy has the greatest impact on the company's sales. Especially since 2005, the head office has set strict and high financial indicators for its branches: in addition to meeting the sales standards, the gross profit margin must reach 250} of the sales, and the pre-tax profit must reach 10% of the sales. Previously, branches only needed to achieve sales targets. At the same time, the company's new authorization policy stipulates that the sales manager's price fluctuation right cannot exceed 3%, that is, the general manager of the region, and the decision-making power of price fluctuation can reach 5% at most. If it exceeds the authority, it must be submitted for approval. The original sales manager's price floating right is 7%!

In this regard, the sales staff are quite complaining: the new contract approval process is long and takes a long time; Any modification of the standard sales contract needs to be reviewed and signed by the headquarters; Dealing with insiders is more difficult than dealing with customers ... the morale of the company's sales staff is low and the sales situation is worrying. It was at this time that Gao Fei, the star sales manager of Jianda East China Branch, won a large order of more than 20 million RMB. Although Gao Fei won the big order, he failed to contact Shi Feng at the critical moment of signing the contract. In desperation, he had to reduce the price by 5.5%, which violated the regulation that the sales manager's price fluctuation right should not exceed 3%. Shi Feng was very angry when he saw that the employees violated the sales process he had just formulated-he decided to fire Gao Fei.

However, Ding Hengyuan, general manager of East China, disagreed with Shi Feng's practice. Xu Xinhua, the company's human resources director, told Shi Feng that if Shi Feng insisted on getting rid of Gao Fei, he was also prepared to leave. Unexpectedly, Xu Xinhua also stood on Ding Hengyuan's side. What should Shi Feng do in this case? How to build a big future?

Try to analyze:

Point out the main problems existing in the company.

Put forward the countermeasures and suggestions to improve the company's performance to Shi Feng, the general manager.

Check the answers and analyze the correct answers.

(1) Question: The management process is unscientific and has not adapted to the development of the company. Too centralized, "chaos, a tube will die", the high centralization and refined management of general manager Shi Feng has become the bottleneck of the company's development. The company lacks a scientific incentive system and the morale of its employees is low. Shi Feng, the general manager, has no priority in management. The growth rate of Jianda lags far behind that of its competitors. Shi Feng, the general manager, failed to grasp the company's primary problems and priorities, namely sales and market. (2) Countermeasures and suggestions: The management should fully analyze the market demand and the characteristics of competitors, establish a scientific management decision-making system chart, and determine the sales volume and profit rate of each order differently, so as to make the company play a chess game as a whole and maximize the overall interests of the company. Management should improve the existing organizational structure. When operating large orders, product manager system can be added and matrix organizational structure can be established. The product manager is responsible for the single order of the whole market and the education center for product technology students. Shi Feng, the general manager, should quickly shift the focus of management from internal management to market development in order to improve business performance. Decentralize appropriately, praise excellent employees like Gao Fei, improve the company's morale, and take this as an opportunity to carry out organizational changes. On the basis of establishing a scientific management system, Shi Feng, the general manager, should grasp the strategic overall situation of the development of Jianda University, clarify the responsibilities and rights of each post, establish an effective incentive system and control mechanism, and boldly authorize. Answer analysis