把经销商当兄弟还是大贼（To be a dealer or a thief）.doc

把经销商当兄弟还是大贼（To be a dealer or a thief） For the marketing staff of the production enterprise, the management of this dealer is like daily dress and eating. It is a very realistic problem. The performance of the pressure, the harvest of hope, understanding and cooperation, contradiction and obstruction and so on are maintained in the dealer body, after all the specific sales dealers are doing business, as long as a day non-stop, facing the dealers is inevitable. Whether it is noisy or noisy or have to bite the stick, and it seems that the dealer management problem is open-ended, press the calabash float, just settle old problems, new problems emerged. Many a decade old dealer management business, also dare not say completely can handle all of the dealers, manufacturers and distributors business cooperation experience, is a struggle with each other mutual wrangling experience. This is only the basic business personnel to consider the category, as a senior enterprise, need to consider more questions. After all, now is the era of oversupply, product sales are placed in the top priority position. Furthermore, the core of market economy is a product, this product, competition among enterprises is inevitable, although the final is in contention for consumers, but for consumers is the premise for the channel, product is to go to the terminal through the channel to meet with consumers, can, to produce the final sales. Channel is made up of dealers as the main body, the so-called channel management is dealer management, the dealer in hand grasp the channel resources (such as offline two batch of dealers), Retail terminals, etc.) is the dealer to make money, the manufacturers find dealers, that is, fancy the channel. Integration of various dealers in the hands of channel resources, in order to manufacturers woven out of a nationwide sales network, the quality of this sales network determines the sales performance of the manufacturers products. Since sales work can not be separa