How to distributors situational management-.docVIP

 PAGE \* MERGEFORMAT 5 How to distributors situational management? On the management of vendor management staff should also like the same as that under the vendor development stage, take the appropriate management. Otherwise, the sales staff while working very tired, but the effect was achieved in general. I integrated the Situational Leadership model, summed up the situation on the dealer management model for colleagues to reference: According to the company’s support of dealers and distributors with the degree of development of capabilities, can be divided into four types of dealers, according to various types of cases taken to correspond to the strategy, so that both saves time and effort to do right dealer The most economic management, while also achieved excellent results. The first type: Support with high and low development capacities This is the first stage of the development of dealers, when dealers had just cooperation with enterprises to-business marketing ideas, development ideas, product strategy, pricing strategies, advertising strategy, promotional strategy, market research etc. is not quite kept informed, Therefore, dealers market development for enterprises, capacity is low. However, dealers have just co-operation with enterprises, in order to be able to obtain more support enterprise policy, a higher degree of corporate support and cooperation. This type of distributors, sales force management methods used are: command and command type. All participate in the market-to-dealer operation and management, helping dealers to conduct market movements, and told dealers: how to negotiate with the two dealers? How to develop sales policies? How do I advertise promotions? How to develop channels of policy? How do I set prices? How to do market research? And so on. And require dealers to all the ideas in accordance with the development of enterprises to operate. This time, sales staff are more tired, the right dealers to conduct a comprehensive guid