销售渠道的建设与管理（Construction and management of sales channels）.docVIP

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销售渠道的建设与管理（Construction and management of sales channels）.doc

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销售渠道的建设与管理（Construction and management of sales channels）

销售渠道的建设与管理（Construction and management of sales channels） Construction and management of sales channels Formula: Sales = quantity + quality (I) plan to make Channel development considerations: (market size, structure, customer, consumer) First, channel inventory: 1, channel types 2, estimate the total number of customers A 3, has developed customer B 4, has developed customers currently sales C 5, the average sales of - D=C/B 6, estimated total sales of channels E=DxA 7, market occupancy: customer B/A sales C/E 8 competitor sales: A, B, C 9, the number of customers to be developed A-B 10, to be developed customer sales E-C Two, formulate development order Three, channel strategy: design action plan Four. Organize resources to develop customers Five 、 follow up feedback 1, channels 2, customer changes: loss of development 3, cumulative customer 4, monthly development volume: target completion 5, monthly sales: target completion 6, problems and support (two) customers choice Nine look, seven see (three) negotiating skills Dissent, hesitation, puzzle 12, discipline 8 (four) how to deal with big clients? 1, big customer definition K/A 2, big customers bad 29 3 、 understanding of key accounts 4. Procurement considerations 5, into the customer, seize four kinds of people The final decision makers -- not to (for) Effect of aggravating questions (cover) This tube, tube (CATCH) the magistrate is better now The spectator stand (King) - A bystander is always clear-minded. 6, the development of customers four basic principles Personal benefits are guaranteed (long, material + promotion, reality, respect) There is friendship between each other A nodding acquaintance with: cooked face, neither painful nor itching. The intersection of interests: cooperation already, three please say, say something. Take care of each other, the bitter companion in adversity: eat, share, share, Gongduonanguan, especially the what is the four person in the personal, family, company in the confusion,