Retail cover of push and pull.docVIP

 PAGE \* MERGEFORMAT 7 Retail cover of ‘push’ and ‘pull’ In the distribution management, relying on the limited market distributor to complete coverage of the retail terminal is always looked forces are relatively weak, require manufacturers, channel, terminal between the good coordination and linkage to form a thrust distribution and retail terminals invisible Rally, will enable both the distributors and retail coverage to reach a new standard. First, establish a flexible evaluation mechanism to exert pressure preconceptions As a sales representative, there may be an enterprise in the sense of seeking distributors, dealers often Crimping business, a lot of pressure to the sales representative. In fact, we actually need to increase the pressure on dealers because there is no pressure it’s not moving. 1, according to the specific performance of each dealer, as well as changes in the market conditions in different regions, each sales representative should regularly analyze the existing channels are able to meet the needs of the terminal retail coverage, the need to develop new channels, or increase the individual channel dealers, and even adjust the structure of the entire sales channel. 2, regular assessment of the region’s coverage, did not follow the contract requirements for the completion of retail coverage, and asked for a formal written corrections, and to help negotiate a solution, for continuous coverage repeatedly failed to meet the retail standard, can be adjusted. Second, a full understanding of channel condition, the effective communication and co-links Reseller partners will be treated as more distributors to help gather information related to their and their own, often the exchange, thus narrowing the distance between and distributors to eliminate mistrust and misunderstanding. . 1, sales channel differentiation. Understanding of competitors, with the enterprise sales channels used by the differences and compare them; for major competitors,