渠道激励（Channel incentive）.docVIP

渠道激励（Channel incentive） Idea chapter Chapter 1 Introduction to channel motivation How to understand channel incentives? What is channel motivation? Channel incentives, as the name suggests, are pointers to channel members incentives, resources, and methods. Some enterprises are also called channel promotions, channel incentives, dealer policies, channel resources, etc.. In order to unify the concept so as to make it easy to understand, this book is tentatively called channel encouragement. Channel incentive has broad sense and narrow sense, but the channel motivation discussed in this book includes both broad sense and narrow sense. Generalized channel motivation refers to all channels, incentive mechanisms and methods, narrow channel incentives, single refers to short, flat, fast incentive. The author of the book on narrow incentives sometimes used. Promotion, promotion, rebate, competition and reward and quota and other words instead, the idea is that the channel incentive in the specific environment the meaning of more accurate, but they still are included in the channel incentive is a key word. In addition, logically speaking, members of the channel (channel) should be based on the actual situation are called agents, dealers, distributors, retailers and so on, but this book in order to facilitate the description and understanding, occasionally in the name dealer instead of channel members. Channel is one of the important sources for enterprises to gain core competitive advantage. What is the status of channel incentive in channel management? The management of channels generally includes the establishment of channel organization, the formulation of channel policy, the implementation of channel strategy, the monitoring and evaluation of channel performance, etc.. Among them, the channel policy and communication policy, channel conflict and channel sales / promotion / technical support policy, service policy channels constitute channel policy, channel incentive and