浅谈销售通路模式及其操作技巧（Discussion on the mode of sales channel and its operation skills）.docVIP

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浅谈销售通路模式及其操作技巧（Discussion on the mode of sales channel and its operation skills）.doc

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浅谈销售通路模式及其操作技巧（Discussion on the mode of sales channel and its operation skills）

浅谈销售通路模式及其操作技巧（Discussion on the mode of sales channel and its operation skills） Most marketing workers should know the 4P marketing theory: product price (product), (price), channel (place), promotion (promotion). As a good sales market first, often more than 60% of their time and energy for network establishment, maintenance and management of sales, the remaining 40% of the energy is mainly used for competitors, distributors and users, product information collection and feedback, the companys products, price and promotion positioning and suggestions, keep good communication with the company the media and government to deal with and coordinate relations, personal daily administrative work and so on. They think that as long as the sales network health, manufacturers rapport, product sales, market share will be stable. In China, both the market fast consumer goods or industrial products market, dealers are powerful. They have sufficient financial strength, a huge sales network, the local market is very familiar with, a certain scale of the sales team, with strong market control ability, it can be said more than 80% of the companys products are the dealer eventually reach the hands of consumers. Manufacturers to choose what kind of sales channel mode, zero level, grade one or two or three? The sales channel patterns, manufacturers should take what kind of strategies to maximize the role of the dealer channel? Manufacturers often take the main pathway model are as follows: (see photo) According to the sales channel pattern above, to contact the manufacturers and consumers, the sales channel model is divided into three types: The first type is a type of direct manufacturers. The companys products without any intermediate links, directly to the consumers. Such as DELL, Amway and other computer products. The second type is the provincial and city distribution. The company is looking for a distributor in a province or a city, exclusive distribution of company products in t