如何有效激励经销商(上)（How to motivate dealers effectively (Part )）.docVIP

如何有效激励经销商(上)（How to motivate dealers effectively (Part 1)） Host： Deng Yangge (the host of this column) Invited guests: Chen Jun (Marketing Director of a company) He Junhui (vice president of marketing, one company) Yang Ronghua (Sales Secretary of a company) Li Zebin (planning director of a company) Rebate is also a double-edged sword Moderator: we know that many enterprises have their own unique incentives for how to motivate dealers, but are they very effective? Maybe many companies dont know all about it. Because the effective management is usually divided into two aspects of efficiency and effectiveness, however, most of the enterprises to use the way is: through the dealer sales rebate policy, encourage dealers to do the sales volume is large, then the higher rebate rate. Does this too much emphasis on efficiency and ignore the effect? Please talk about your views and experience. Chen Jun: according to my understanding, rebate refers to the manufacturer according to a certain standard, in cash or in the form of the object of the dealers lag reward. Rebate is characterized by lagging cash, not cash on the spot. If the cash rebate time classification, generally divided into month back, back to back three years and season; if the classification from the cash rebate, generally divided into two categories, dark Ming returned back up; if classification from the reward, the rebate process can be divided into two kinds of sales rebate and rebate. In my opinion, rebate is a double-edged sword: First, due to the amount of rebate is based on the number of sales, so dealers for more rebates, we must do everything possible to sell more products. This approach has the right side, after all, to increase sales is an important purpose of the factory sales work, especially in the early stage of the product market, the role of this policy can not be underestimated. Second, inducing agent may also become a dealer rebate Cuanhuo arbitrary price short-term behavior etc.. Especially