商超渠道及特征（Channels and characteristics of business channels）.docVIP

商超渠道及特征（Channels and characteristics of business channels） First, the overview and characteristics of business channels The management of supermarket stores is a very meticulous and tedious work. It requires managers and frontline salesmen to have excellent professional quality and professional ethics. It also requires suppliers to have regular operation management mechanism and a complete set of terminal management system, from the most professional point of view, and supermarkets, stores and other key end customer cooperation. Characteristics of business channel: (1) large scale, rapid development, management norms. (2) unified procurement, distribution, operation and management, financial settlement, quality standards and service specifications. (3) for manufacturers, to a lot of distribution, to establish the image of market development, carry out convenient marketing activities. (4) for suppliers, there is a period risk and a certain amount of financial pressure. (5) for suppliers demanding, high cost of products into the shop, strict quality requirements. (6) consumer confidence is high. Two, negotiate business negotiation (1) investigation and evaluation of new customers; The investigation and evaluation of new customers is very complicated. Specific methods of operation are as follows: 1, basic research content (1) the development history of the other party, the main establishment personnel and the main management personnel; (2) operating scale; (3) credit status (customer returns); (4) the operation of various branches; (5) the price system of various branches; (6) the commodity structure of each branch; (7) the commodity structure of liquor in various branches; (8) logistics distribution system; (9) warehouse management and delivery management process; Summarize, classify and file the above findings. 2, competing goods survey (1) the structure of the varieties, price, sales promotion, status, packaging structure of competing products in various stores (no