Do you dare to control competing goods dealer-.docVIP

 PAGE \* MERGEFORMAT 11 Do you dare to ‘control’ competing goods dealer? Turn the clock back to 2002, coincides with the author in the initial stage of marketing career. At the time I was ‘filled with blood’ service in the domestic beverage giant Wahaha. Although the same Danone, Fu-five years ago in the beverage market, Wahaha and Robust are neck and neck. As a newly recruited firms ‘new’, I was sent to ‘Lao Youtiao’ who are not willing to go to any of the jade market, the state account manager. Unexpectedly, that is the ‘not too much fear’ and break through the barrier experience, so I was able to speed Lai practice, thus greatly reducing their business from the grassroots to the large area of the professional marketing of the road. Background Then jade market is in the region except the state-level market, selling one of the largest county-level market. With annual sales of over one thousand million. The clerk in charge of this market at the time the highest-ranking managers of the client (a client manager), base salary, commission is also second only to prefecture-level market access. Fertilizer such an errand, why no one wants to go? It turned out that the state market, Wahaha jade dealers from 96 high-owners began to be sales agent Wahaha products. Their area of responsibility includes Jade City, including four county-level market, accounting for half of the entire territory of the regional market. However, with the leaves on the end of the century began to sink Wahaha sales channels, high-bosses become a ‘cut-fan’ is the main target. Sales territories gradually reduced after 2000 is limited to one place Jade City market. Meanwhile, the existing provincial-level managers at that time there have been the boss in charge of a short high-salesman experience. Relying on this layer of the delicate relationship between manufacturers, high-owners often do not put a client manager looked down on, not even the regional manager of children seriously. Appears t