渠道商的管理（Management of channel operators）.docVIP

渠道商的管理（Management of channel operators） How do manufacturers conduct channel management? Channel management has been the focus of concern in the vendor relations, then, manufacturers, management channels, what exactly? How should I manage it? The following author will elaborate. First, the purpose of the management channel is clearly defined Generally speaking, the purpose of enterprise management channel is no more than the following: To enable channel operators to complete the sales task assigned by the company; Enable channel operators to actively cooperate with the implementation of the companys sales policies and strategies; So that channel companies in accordance with the requirements of the company, do a good job in the terminal market operations, and increase investment in the terminal. Two, understand the needs of channel operators In the management of channel operators, only by understanding their needs and concerns can we communicate with them more easily and achieve effective management. Generally speaking, channel operators will pay attention to these problems: Whether the products of the enterprise have a business prospect and no prospect products, even if the profit is greater, the channel will not do; there is a good market prospect, even if the profit is thinner, the channel is willing to cooperate with such enterprises; Products are profitable, business is to make money, there is no money, channels, of course, do not want to do; What is the input-output ratio of the product, that is, how much money should be put into the whole product and how much benefit can be achieved?; What are the operational risks? The channel chamber of Commerce considers the principles, attitudes and product prospects of the manufacturers, and so on, to determine the degree of operational risk; Manufacturers support a product, especially just put into the market products, need a lot of market investment, manufacturers can put in how much, which is also concerned about the c