渠道如何快乐地走向共赢（How can the channel be happy and win-win）.docVIP

渠道如何快乐地走向共赢（How can the channel be happy and win-win） This article is an actual case, comment, article, case material from the sales and management society: Dealing with conflicts -- a game theory of a regional manager Long days, the new Huayuan tire regional manager, has just completed the Zhejiang and Jiangsu visit, East China sales occupies an important share of Huayuan, and indeed several East China market in recent years has been very satisfied with the overall performance of the headquarters. Moreover, Huayuan in each province set up a branch management market, each tire is the tire number management, but also relates to the tire damage claim, once the occurrence of cross sales, the company from the tire can be traced back, so the stability of the tire market is quite high, it basically does not exist. However, South and north of Zhejiang Huayuan tire dealers complained of very large, although they are exclusive regional dealers Huayuan, but their market you can buy goods from Taizhou and Shaoxing, and the price is generally lower than their 2 points, to 1500 yuan a tire is calculated, which is net profit of 30 yuan, the tire industry generally 5% of sales profits, the dealer is very angry. Why is that? When the original Huayuan brand to enter the market, the pilot is two Zhejiang Province, because it is a new brand, Huayuan all by two dealers in Taizhou and Shaoxing to promote, slowly from the Taizhou and Shaoxing regions to establish a reputation and customer base. So, Huayuan on the two parts of the dealers have been grateful, give them the rebate than other dealers 2-3%. At the same time, their sales have also occupied the top two in the province. In 2003, they sold more than ten million yuan, and the amount granted by Huayuan was more than one million. This is the only two countries in the country, even the Dragon days are suspicious of the company executives and they have a special relationship?. This is actually two dealers Zhang Long and Zhang Hu two b