How to split the old dealer sites to fine work-.docVIP

 PAGE \* MERGEFORMAT 4 How to split the old dealer sites to fine work? Not long ago, in Hangzhou, public speaking classes, a food company sales manager asked the question to the author: ‘Now our big companies, companies require channel sink, set up county-level market agents, but we previously developed and old customers are mainly ground-level city, his range includes the areas we need to develop, but the old Customers in these areas but also in product sales, but very limited, and now we are going to develop new customers and old customers in communication existed some problems, refused to abandon the area and old customers, we have thought of many ways to communicate such as the development of customer sales and old customers to give the corresponding point deduction, the newly developed customer sales counted in total sales within existing customers, but the effect is not very good, so I would like to ask Cui teacher, there is no better way to go and the old customer communication, eventually he agreed for us to develop new customers, from the psychological agree. ‘ The sales manager of the issues raised, I believe many FMCG marketing personnel will be met, the channel sink, fine work, but also on the scale of enterprises have to do the work, otherwise, the mere strength of ground-level dealers, extensive market will inevitably do so, flat channels, and marketing focus sinking, companies respond to market competition is an inevitable trend. How to solve the prefecture-level dealers mismatch problem then, I think we can start from the following aspects: 1, the sales count toward dealers, but to give enough strength commission. Although this company on the old customers, but also to give a certain amount of deduction, but to review whether enough intensity, can lift the appetite of customers, distributors nature is profit-driven, profit margins in the company to allow the case to take sometimes at the expense of the interests of large exchange for l