销售政策的制定与运用（Formulation and application of sales policy）.doc

销售政策的制定与运用（Formulation and application of sales policy） The so-called sales policy, through the interests of the hands, to promote the members of the channel in accordance with the companys set of ideas to start work and achieve the desired effect of regulation and control means. Between manufacturers and distributors is a relationship of interest, manufacturers to manage the market, and simply say or tell dealers how to do is useless, dealers are not your subordinates, what to listen to you? Therefore, we need to promote the development of the market through the sales policy to promote the members of the channel to operate in accordance with the ideas set by us. The appropriate sales policy can play a regulation of the market, not the appropriate sales policy will play to disrupt the reverse effect of the market, make the sales policy and application related to a series of marketing activities carried out smoothly, so we can not make haste. Sales policy can be said to be multifarious, a large number, today we focus on price policy and channel policy. Firstly, we discuss the pricing policy, the general understanding of the price policy is a wholesale factory, in fact, according to the needs of the market, the price policy not only divided into zero, more kick type price, price control, Ming buckle, buttons, small span ladder type large span ladder rebate, rebate, fixed the proportion of type, type of goods at the rebate rebate, rebate, rebate cash equivalent physical type, equivalent account rebates and other tricks, the sales manager can according to different market conditions, to adopt different pricing policies, the market will be in the hands of resourceful. Kick kick price policy is an extensive price system commonly used by small and medium-sized enterprises. Its characteristic is to put their profit space to the minimum, and nothing else. The price of product and sales mode for the fast track ability in a very short life cycle of the extremely weak enterpris