HowtoBeaGoodAgent.pptVIP

Be a Good Agent Stone What is the market… What is the market… A: customers buy it because it is popular, it is popular because you can see it everywhere… B: need to gather thousands of retailers to show products, to make it more popular… C: create a popular phenomenon, maintain it Life Becoming Harder… A: Demands of Manufacturers are Changing… B: Structure of Distributing is Changing… Different Agents Different Agents—According to Concept Positive ones: Sales networks combined by thousands of stores Current business relationship with wholesalers, supermarkets… Professional sales teams, some sales in charge of convenient stores, some in charge of wholesalers, some in charge of supermarket… Investing in the construction of its sales network, control its sales network tightly Different Agents—According to Concept Passive ones: Know what manufacturers’ demands: sales volume, market covering ratio, distribution rate… But, after calculating, just asking for support from manufacturers, without support, without action... Different Agents—According to Management Style Family-run store A: no warehouse management a: know nothing about which one is profitable b: no management of the sales team Different Agents—According to Management Style Hands-on A: boss does everything Different Agents—According to Management Style Enterprise A: not only do business with the manufacturers, but also learn from them how to manage sales team, how to manage warehouse, how to manage money, how to expand market… B: half of his energy on management, half of it on developing new markets… Benefits What distributors benefit by doing business with manufacturers Sales networks: A: know everything about your retailers, including who in charge of warehouse, who in charge of financial department, know their locations, arrange regular visits to them, draw a map of their locations B: set up reputation by increasing after-sales service quality. C: build a mature sales team to arrange regular