And distributors to create talking points and advantages of.docVIP

 PAGE \* MERGEFORMAT 10 And distributors to create talking points and advantages of I once for a company to do training in Anhui when a sales manager asked me: Before resellers to develop, the dealer knows to be with us, but why do a lot of sales staff and dealers negotiate a very long time or many times often came back with nothing? In fact, this is the problem with the dealer negotiation skills, the key is that business people do not understand and grasp the main points of the negotiations with the dealers do not know what dealers are most concerned about and want to get what? Find out the efficiency of these negotiations and the success rate would be greatly improved, otherwise, it only came back with nothing of. So, what are the main points of concern to dealers? First, we begin to look at what are the main points of concern to dealers? We did a survey on the dealer and found that dealers who choose to pay more attention to the factors that joint ventures have the following aspects: Dealers concerned about the factors that percentage (%) Product quality, good brand, sales liking 66.00 Corporate reputation is good, large-scale, there is strength 50.00 Distribution Policy Good 49.00 Occasional opportunity to \ sense of 3.5 Personal ties 1.5 1, the product quality, brand awareness, marketing the right path. 66% of dealers believe that a company’s products of good quality, brand recognition, marketing the right path, is an important element of cooperation with enterprises. Therefore, business personnel when negotiating with the dealer should be putting quality, brand, marketing LO put the focus of the negotiations, so that distributors can greatly enhance the interest and enthusiasm of the negotiations. 2, the enterprise’s credit is good, large scale, there is strength. 50% of the dealers that this is their business cooperation with the points of consideration. Dealers select enterprises have their own standards and requirements, then, business negoti