管理和控制分銷渠道

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

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
渠道成員選擇時需要避免的誤區(qū)

3.建立共同的績效期望
廠商的商業(yè)計劃
區(qū)域經(jīng)銷商的業(yè)務(wù)計劃
理想經(jīng)銷商要素
銷售的指標(biāo)過程化管理

4.對績效加以監(jiān)控
監(jiān)控日常工作運營
和經(jīng)銷商一起拜訪客戶
經(jīng)銷商會議

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

6.分銷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