企业产品业务群 Dealermanagement

经销商管理企业产品业务群

[object Object],[object Object],[object Object],[object Object],[object Object]

（一）营销渠道的定义： ,[object Object]

营销渠道的特点： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

营销渠道的流程： ,[object Object]

营销渠道的价值： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

营销渠道成员的构成： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

营销渠道系统： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

（二）、经销商定义： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商价值来源： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

批发商概念： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

批发商营销决策： ,[object Object],[object Object],[object Object],[object Object],[object Object]

零售商类型： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商角色定位： ,[object Object],[object Object],[object Object],[object Object],[object Object]

经销商与生产厂家的关系： ,[object Object],[object Object],[object Object],[object Object]

代理商： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

代理商的种类： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

2 、总代理与分代理。 ,[object Object]

3 、佣金代理与买断代理 ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商现状分析： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

（三）经销商体系构建程序： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

获得经销商名单的途径： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

选择经销商的总体思路： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

选择经销商的原则： ,[object Object],[object Object],[object Object],[object Object]

选择经销商的标准： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商选择生产企业时考虑的主要因素： ,[object Object],[object Object],[object Object],[object Object],[object Object]

经销商对各项经销政策的关注程度：（由大到小排列） ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

生关企业与经销商谈判时，一定要向经销商重点阐述以下方面： ,[object Object],[object Object],[object Object],[object Object]

选择经销商的策略： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商信用调查的内容： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

以预备调查阶段，需收集的信息与调查事项如下： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

实况调查有以下各项： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

在进行经销商调查时，应注意下列事项： ,[object Object],[object Object],[object Object]

信用额度的设定： ,[object Object]

设定信用额度应考虑的因素： ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object]

如何计算和确定具体的信用额度： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

选择经销商： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

选择经销商时常见的误区： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

对经销商支援的内容： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

企业支援时机选择： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

企业在对经销商支援过程中应注意的问题： ,[object Object],[object Object],[object Object],[object Object],[object Object]

销售员对经销商辅导的意义： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

销售员对经销商辅导的内容： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商辅导员必须对下列情况有所了解： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

（四）经销商掌控的意义： ,[object Object],[object Object],[object Object],[object Object],[object Object]

远景掌控： ,[object Object],[object Object]

服务掌控： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

终端掌控： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

投资掌控： ,[object Object]

合同掌控： ,[object Object],[object Object],[object Object],[object Object],[object Object]

利益掌控： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

（五）经销商管理： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商激励制度： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商合同签订： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商培训： ,[object Object],[object Object]

经销商冲突管理： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

经销商窜货管理： ,[object Object]

1 、窜货的危害： ,[object Object],[object Object],[object Object],[object Object],[object Object]

2 、窜货的表现形式： ,[object Object],[object Object]

3 、窜货问题的解决方法： ,[object Object],[object Object]

经销商账款管理： ,[object Object],[object Object],[object Object],[object Object]

2 、应收账款对企业财务状况的影响： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

3 、创造迅速回款的良好条件： ,[object Object],[object Object],[object Object],[object Object]

4 、信用管理的一种方法——全程控制法： ,[object Object],[object Object],[object Object]

5 、追款的基本原则： ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

6 、追款的技巧： ,[object Object],[object Object],[object Object],[object Object]

企业产品业务群 Dealermanagement

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