销售通路的文化管理（Cultural management of sales channels）.docVIP

销售通路的文化管理（Cultural management of sales channels） The market economy of our country has experienced 20 years of development, many consumer goods market has entered a mature stage, with the change of market environment and puts forward new requirements on channel management mode and management mode, the reality of competition to promote business innovation in technology, marketing, management. However, in the sales channel, most enterprises still use the traditional mode and management mode. In the United States, Suning, domestic enterprises increasingly feel that the traditional channel management is weak and feeble, and mature international brands using its own power management path of enterprise culture, not only low cost, the effect is significant and lasting. Therefore, Chinese enterprises should also use the highest level of management and culture management in channel management. Of course, the enterprise strength of channel management is also an important factor. Cultural management is the cultivation of enterprise culture, management culture mode in advance, so that employees formed the common values, common code of conduct. So, cultural management is through the pathway penetration and dissemination of corporate culture and management culture to access staff and distributors, to form a consistent with enterprise values and norms of behavior. The establishment of trust culture, is the basic pathway of cultural management. Leave the trust, the staff is not easy to accept the path of enterprise culture, it is impossible to see the effectiveness of management and enterprise culture; dealers do not trust each other and will not be very good cooperation, therefore, should be based on mutual trust, penetration and the spread of corporate culture on the channel staff and dealers. Channel culture management is mainly reflected in the penetration of sales channel staff and corporate culture to two aspects of corporate culture dissemination dealers. Penetration of the