某公司渠道管理解决方案与评估管理（Solution and evaluation management of channel management in a company）.docVIP

某公司渠道管理解决方案与评估管理（Solution and evaluation management of channel management in a company） 1. overall solution A company sales organization and channel two aspects of improvement and adjustment. A companys own sales organization, management and channel selection and management consistent. In its own sales organization design, in addition to retaining the original office model, we should increase the establishment of industry channel managers and inventory channel managers two teams. In the channel structure, according to the previous analysis, the use of composite channels, the choice of exclusive combination of choice of distribution methods. 2. sales organization design The establishment of Industry Channel Manager: for some important industries, but now weak, but in the future to focus on the development of the industry, the establishment of industry channel managers. Responsibility is to understand the policy and development trend, industry characteristics, design resource integration and coordination of the project, to promote regional offices or pull inventory taking up the industry, distributors or agents for direct management support, collaborative project operation. The establishment of business inventory channel manager: is responsible for the regional inventory agents, formulate standard protocol, and coordinate the sales department staff and office jointly do a good job of regional agents inventory management, supervision of the implementation of the agreement. Coordinate and resolve conflicts among regional agents. This position is a window for vendors and agents. Inventory management, channel managers should lead regional offices and inventory agents to leverage leverage to create partnerships and win-win situations. 3., the industry distribution agents Industry distributors mainly cooperate with the petrochemical industry and select their own suppliers or middlemen. This will greatly reduce communication efforts and time, and also can quickly establish g