德润公司培训手册-销商的选择和管理.docxVIP

At present, the County personnel totaled 93,000 people, is three times times of 2010. Review the work of the past five years, the County formed to encourage innovation, innovation, participation in innovative atmosphere, a large number of innovations emerging high-level personnel leading the increasingly strong role; innovative idea further innovations gradually expanded from economic to social governance, public safety, intelligence and other areas of urban construction, innovation and talent support becomes increasingly important. Of hard work, the county levels to cherish, continue to consolidate, improve and, for the future development, to remain sober-minded, scientific foresight, courage to play. Under the influence of complicated international and domestic situation, the domestic economic situation, and General Secretary of stability, but downward pressure on large trend of differentiation and deepening of structural adjustment sums up the current situation. From Dongping actual see, Thirteen-Five during, County faced stable economic growth, and deepening structure adjustment of double task, both faced with economic total small, and per capita level low, and industry structure not reasonable, and economic development way extensive, basic situation, more has industry cluster early now prototype, and Park hosted capacity constantly enhanced, and resources traffic location advantage increasingly appeared, and cadres masses innovation venture passion 德润公司培训手册 经销商的选择和管理 一、什么是经销商? 经销商是指将购入的产品以批量销售的形式通过自己拥有的分销渠道向零售商进行销售的独立或连锁的商业机构。一般不直接向消费者提供服务。 什么是厂商关系（厂商关系的重要性）? 1、厂商之间构成了区域市场的销售平台,是区域市场运作的硬件和载体，即所谓的天时.地 利.人和是区域市场成功的头等大事； 厂商关系的本质是资源的整合,是区域管理者整合资源能力的体现； 厂商关系是纲,市场推广是目,所谓纲举才能目张； 厂商关系是合作双方责权利的明确和业务流程的固化,决定了未来市场运作的效率； 厂商合作关乎区域市场整体执行力的强弱； 你和经销商的关系是什么？ 人的观念决定行为，大多数业务代表在经销商管理问题上的低效，究其根源不仅仅是技能问题，他们对自己是谁——作为一名厂家业务代表在和经销商打交道的过程之中到底应该扮演什么角色都没搞清楚， 厂家和经销商之间的关系也没摆正。 ——左派（目前这种业务人员已经越来越少） 　　观念：厂家和经销商之间是买卖关系、贸易关系。 ——右派：（80%以上业务人员属此行列） 　　观念：经销商是客户、客户是上帝。 　　经销商管理就是做客情、做客情就是做江