經(jīng)銷(xiāo)商是公司伙伴，他們能幫助公司開(kāi)拓市場(chǎng)，但是如果管理不當(dāng)，也會(huì)給公司帶來(lái)很多的麻煩。如何有效地選擇分銷(xiāo)商 如何建立一種真正的伙伴關(guān)系 如何有效地處理渠道之間的沖突 這些問(wèn)題一直困擾著我們。
本課程就是圍繞著渠道管理中的各種問(wèn)題設(shè)計(jì)的，參加者將在課上深入討論解決這些問(wèn)題的思路和方法，從而有效地推動(dòng)渠道管理工作，讓經(jīng)銷(xiāo)商真正成為我們企業(yè)的左膀右臂！1.正確理解廠(chǎng)商與渠道商關(guān)系
* 廠(chǎng)商的需求
* 經(jīng)銷(xiāo)商的需求
* 了解廠(chǎng)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(chǎng)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(fǎng)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
* 有分銷(xiāo)或渠道成員管理需求的銷(xiāo)售人員、主管、經(jīng)理