分销基础.ppt

分销基础2002、12、21 渠道销售之角色?资讯专员(Consultant) · 今后代理的发展 · 业务方向 · 长期合作?市场预测 · 代理和产品 · 月度。季。年度?销售工作?工作总结 · 代理和产品 · 月度。季。年度 · 市场?代理商支持 · 技术。市场。销售案例。广告? 交流各联系 · 产品信息 · 公司方向各和存在问题? 渠道的开发 · (VAR,Dealer or retailer ) 关于改变流程的想法股东资金回报率流动资金回报率X ( 1 + ) 负债比例资产密集净利率毛利率成本结构流动资金周转率流动资金周转天数存货天数应收帐款天数应付帐款天数X + 财务依据分销商的角色是: 1. 库存2. 管理资金的风险3. 处理定单2nd-Tier Recruitment and Management Wholesaler Alignment Recruitment Certified 2nd-Tier Management Funding Management IT systems, Reseller Sales Center Setup and management Target right partners, Geography Product Line Coordinations Channel Marketing ISV Solution Development Wholesaler: A City March Apr SHH GZ CHD SHY Wk1 wk2 wk3 wk1 wk2 wk3 Wholesaler: B City March Apr SHH GZ CHD SHY Wk1 wk2 wk3 wk1 wk2 wk3 HP/ W/S Aligned Recruitment Plan City March Apr SHH GZ CHD SHY Wk1 wk2 wk3 wk1 wk2 wk3 1998 Certified Resellers City Reseller SME SI ISVs BJ SHH GZ CHD SHY NJ Funding Management Month Sell-thru Rebate Coop BJ SHH GZ Apr May June Agenda Presentation Format Resources HP’s presentation W/S’s Session presentation Computer Printer Telephone Data Disk Telesales Linkage/ Follow up SME Account Call/ Management Calendar Product Line Tracking Contract Milestone Check Funding Utilization Coverage Tracking Solution/ISV development Certification Temp Resources Performance Measurement/Tracking Channel Marketing Package Application Certification APCIC Literature Training Communication Tools HP Shop front Support IDC Database HP Database Hui Cong Database CBI Database IBM Compaq Database Final Database by city by PL, Set tgt City, # reseller Product Line: V-line PC Scheduled Programs Category: Reseller,SP,SI Qualify for: Mar Apr May Gold Yes Yes Yes Sliver Yes Yes Yes Bronze