How to motivate your channel partners make a greater contribution-.docVIP

 PAGE \* MERGEFORMAT 9 How to motivate your channel partners make a greater contribution? Since China is such a big market, in the network of channel partners (distributors, agents, distributors, etc.), most companies are either to rely on 100% of the Chinese market, sales performance, or there is a mixture of direct and co-operation partner distribution network. However, where a number of channel partners, the challenges faced by many companies: 1. A lot of channel partners tend to make excessive promises, but the results are not selling as expected, or even many cases there is no sales of the final results, although they made a commitment 2. Channel partners, sales at the lowest possible price, which may sometimes lead to serious reduction of prices are below for your direct sales force, as well as other partners; 3. Channel partners do not comply with their principle of good faith, they would just interested in when your products and services relative to that of the demand, while profit from the best, and so on A list of actual questions and complaints are far more than that. These are just a company faced with managing channel partner network, some of the most common problems, In order to solve these problems, some companies in China have realized across the board with a strategy to manage channel partners. On the contrary, successful companies have implemented in China, partner relationship management programs in order to customize the way to develop and motivate each individual and get the best results. Select the appropriate channel partners Traditionally, the use of standards, most companies choose channel partners is to look at their records, that is, based on your products and services, check with channel partners have a proven track record and provide you with a lot of sales revenue. However, the use of this simple indicator to select channel partners will have some inherent flaws, such as: o It is not clear whether these sales revenues will