管理和控制分銷(xiāo)渠道

1.正確理解廠商與渠道商關(guān)系
廠商的需求
經(jīng)銷(xiāo)商的需求
了解廠商與渠道商的經(jīng)營(yíng)差異

2.渠道商的選擇
渠道成員選擇的原則和標(biāo)準(zhǔn)
渠道成員選擇的程序和方法
渠道成員選擇時(shí)需要避免的誤區(qū)

3.建立共同的績(jī)效期望
廠商的商業(yè)計(jì)劃
區(qū)域經(jīng)銷(xiāo)商的業(yè)務(wù)計(jì)劃
理想經(jīng)銷(xiāo)商要素
銷(xiāo)售的指標(biāo)過(guò)程化管理

4.對(duì)績(jī)效加以監(jiān)控
監(jiān)控日常工作運(yùn)營(yíng)
和經(jīng)銷(xiāo)商一起拜訪客戶(hù)
經(jīng)銷(xiāo)商會(huì)議

5.有力促進(jìn)渠道改善
與經(jīng)銷(xiāo)商內(nèi)部各層面溝通
建立與經(jīng)銷(xiāo)商管理層的顧問(wèn)方式
經(jīng)銷(xiāo)商激勵(lì)

6.分銷(xiāo)渠道中的沖突與解決方案
渠道成員信用額度和應(yīng)收款的控制
渠道沖貨的預(yù)防和解決方法
經(jīng)銷(xiāo)商的終止及更換程序

1. Understanding the relation between manufacturers and distributors
Needs of manufacturer
Needs of distributors during cooperation
Understanding the operation differences between manufacturers and distributors

2. Choosing distribution channel members
Principles and standards
Procedures and methods
Pitfalls to avoid when choosing distributors

3. Building the common performance expectations
Manufacturers’ business plan
Distributors’ plan
What makes an ideal distributor
KPI management during the cooperation

4. Monitoring performance
Monitoring channels’ daily work
Visiting customers with distributors
Meeting with distributors

5. Improving channels’ work
Communicating effectively with different levels of distributors
Building the consultative relationship with channels management teams
Motivating distributors

6. Conflicts and solutions in distribution channels
Credit and receivable control in channels
Preventing and solving conflicts
How to change and terminate distributors