如何讓經(jīng)銷商跟你走 銷售渠道建設(shè)與銷售商管理其它上課時(shí)間：

對(duì)此課程感興趣的學(xué)員

概述/Overview
銷售渠道已經(jīng)被越來(lái)越多的企業(yè)定義為核心競(jìng)爭(zhēng)力，經(jīng)銷商管理是現(xiàn)代企業(yè)銷售渠道管理的主要方式與內(nèi)容。企業(yè)需要與戰(zhàn)略渠道成員發(fā)展合作伙伴關(guān)系，加強(qiáng)對(duì)銷售終端的管理，更好地服務(wù)終端用戶或消費(fèi)者。
本課程是為經(jīng)銷商管理的相關(guān)銷售人員量身定做的實(shí)戰(zhàn)課程，通過(guò)2天時(shí)間的培訓(xùn)，學(xué)員能夠成為更有效的經(jīng)銷商管理經(jīng)理，并能與經(jīng)銷商更好地協(xié)同業(yè)務(wù)發(fā)展戰(zhàn)略，建設(shè)完善的銷售網(wǎng)絡(luò)，優(yōu)化產(chǎn)品供應(yīng)效率，從而為企業(yè)贏得渠道銷售和渠道管理方面的競(jìng)爭(zhēng)優(yōu)勢(shì)

Sales channels has been more and more defined as the core competitiveness of enterprise, dealers management is main way and content of modern enterprise marketing channel management. Enterprise need and strategic channel member development partnership, strengthen the management of sales terminals, better serve the end user or consumer.
This course is designed for dealers management of the relevant sales personnel practice course, through two days of training, students can become more effective distributor management, and can better synergy with agency business development strategies, building perfect marketing network, optimize product supply efficiency, thus win the sales and distribution channel management for the enterprise"s competitive advantage.


課程收獲/Reward
1.充分理解銷售渠道的本質(zhì)，掌握銷售渠道規(guī)劃、設(shè)計(jì)的基本步驟
2.通過(guò)討論，了解多渠道復(fù)合系統(tǒng)的優(yōu)點(diǎn)及運(yùn)用
3.理解經(jīng)銷商管理在銷售業(yè)務(wù)運(yùn)作中的重要作用
4.充分了解經(jīng)銷商管理主管的角色與職責(zé)
5.掌握經(jīng)銷商管理的工作內(nèi)容
6.如何找到合適的經(jīng)銷商
7.掌握如何與經(jīng)銷商一起制定業(yè)務(wù)發(fā)展計(jì)劃
8.掌握如何處理好經(jīng)銷商與公司的利益沖突
9.掌握如何處理和很好地把握與經(jīng)銷商的雙贏關(guān)系
10.掌握如何選擇、評(píng)估、考核經(jīng)銷商
11.掌握如何更換經(jīng)銷商 如何準(zhǔn)確及時(shí)地把握經(jīng)銷商的信息
12.掌握如何更好地配合經(jīng)銷商的工作

1.Fully understand the nature of the sales channel, the basic steps of master planning and design of the sales channel
2.Through discussion, know and use the advantages of multi-channel composite system
3.To understand the management of dealers in the important effect of sales business operation
4.Fully understand the roles and responsibilities at the dealer management director
5.Master dealer management work content
6.How to find the right dealer
7.The knowledge of how to develop the business together with the dealer development plan
8.Grasp how to deal with the dealer conflict with the interests of the company
9.To master how to handle and grasp well the win-win relation with dealers
10.Grasp how to select, evaluate, examine the dealer
11.To master how to change a dealer How to grasp the dealer"s information accurately and timely
12.To master how to better cooperate with dealers




活動(dòng)綱要/Outline
一、銷售渠道的概念與分類
銷售渠道的特點(diǎn)與特征
直銷、直營(yíng)與分銷
分析三種銷售渠道長(zhǎng)度的利弊所在
獨(dú)家代理與獨(dú)家經(jīng)銷，總代理與總經(jīng)銷
分析其利弊所在
選擇性分銷
-　如何判斷及利弊分析
密集型分銷
如何判斷及利弊分析
討論一：根據(jù)以上所學(xué)知識(shí)，學(xué)員分組討論，各種銷售渠道長(zhǎng)度及寬度在市場(chǎng)開(kāi)發(fā)及與產(chǎn)品特點(diǎn)結(jié)合中，如何選擇運(yùn)用 每組一名代表上臺(tái)發(fā)言。

The concepts and classifications of sales channels
features and characteristics of sales channels
direct sales, retail and distribution
-analysis of the pros and cons of three kinds of marketing channel length
exclusive agent with exclusive distribution, general agent and total distribution
- to analyze its advantages and disadvantages
selective distribution
- how to determine and analysis of the pros and cons
intensive distribution
- how to determine and analysis of the pros and cons
discussion 1: according to the above knowledge, student group discussions, various sales channel length and width in market development and combined with product features, how to choose to use Each group of a representative to speak.


二、銷售渠道的結(jié)構(gòu)與設(shè)計(jì)
新市場(chǎng)開(kāi)發(fā)中銷售渠道的選擇
二八定律在渠道設(shè)計(jì)中的運(yùn)用
分銷策略與代理商、經(jīng)銷商的類型
討論二：根據(jù)供應(yīng)鏈結(jié)構(gòu)長(zhǎng)短合理性分配原則，分析流體工業(yè)品行業(yè)渠道長(zhǎng)度的設(shè)計(jì)規(guī)律。


The marketing channel structure and design
sales channel choice in the new market development
the application of this principle in the channel design
distribution strategy and the type of agents, distributors
discussion 2: according to the length of the supply chain structure reasonable allocation principle, the design of industrial products industry analysis of fluid channel length.


三、多渠道復(fù)合銷售系統(tǒng)的運(yùn)用
客戶精細(xì)化，多重復(fù)合銷售渠道出現(xiàn)的背景
產(chǎn)品細(xì)分，獲取渠道資源的最大化
特種行業(yè)銷售渠道的差異化分析
多渠道管理中，如何避免相互沖突
The use of multi-channel sales system
customer and clarify the multiple background compound sales channels
product segmentation and maximize access to resources
differentiation analysis of special trade sales channels
multi-channel management, how to avoid conflict


四、經(jīng)銷商的開(kāi)發(fā)　　　　　
經(jīng)銷商的來(lái)源與選擇
發(fā)掘潛在經(jīng)銷商的七種方法
選擇經(jīng)銷商的八大標(biāo)準(zhǔn)
評(píng)判與審核經(jīng)銷商的通常步驟
與潛在經(jīng)銷商溝通的注意要領(lǐng)及注意事項(xiàng)
吸引優(yōu)質(zhì)經(jīng)銷商的有效措施
更換經(jīng)銷商的要領(lǐng)與技巧
討論三：根據(jù)CPC目前的產(chǎn)品特點(diǎn)，我們應(yīng)如何根據(jù)不同的地區(qū)、不同的階段選擇經(jīng)銷商
請(qǐng)?jiān)O(shè)計(jì)出經(jīng)銷商選擇標(biāo)準(zhǔn)的權(quán)重分配，并闡明理由。


The development of dealers
the source of the dealers and choice
explore potential distributor seven ways
choice dealer"s eight standard
evaluation and audit dealers usually steps
communicate with potential distributors pay attention to the main point and the matters needing attention
the effective measures to attract high-quality dealers
replace the dealer"s main point and skill
discuss three: according to the product characteristics of CPC, how should we choose according to different regions, different stages of the dealer
Please design a dealer selection criteria weights allocation, and illustrat