资源描述：
《销售渠道的建设与管理（construction and management of sales channels）》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。
1、销售渠道的建设与管理（Constructionandmanagementofsaleschannels）ConstructionandmanagementofsaleschannelsFormula:Sales=quantity+quality(I)plantomakeChanneldevelopmentconsiderations:(marketsize,structure,customer,consumer)First,channelinventory:1,channeltypes2,estimatethetotalnumberofcustomersA3,hasdevel
2、opedcustomerB4,hasdevelopedcustomerscurrentlysalesC5,theaveragesalesof-D=C/B6,estimatedtotalsalesofchannelsE=DxA7,marketoccupancy:customerB/AsalesC/E8competitorsales:A,B,C9,thenumberofcustomerstobedevelopedA-B10,tobedevelopedcustomersalesE-CTwo,formulatedevelopmentorderThree,channelstrategy
3、:designactionplanFour.OrganizeresourcestodevelopcustomersFive、followupfeedback1,channels2,customerchanges:lossofdevelopment3,cumulativecustomer4,monthlydevelopmentvolume:targetcompletion5,monthlysales:targetcompletion6,problemsandsupport(two)customer'schoiceNinelook,sevensee(three)negotiati
4、ngskillsDissent,hesitation,puzzle12,discipline8(four)howtodealwithbigclients?1,bigcustomerdefinitionK/A2,bigcustomer's"bad"293、understandingofkeyaccounts4.Procurementconsiderations5,intothecustomer,seizefourkindsofpeopleThefinaldecisionmakers--notto(for)Effectofaggravatingquestions(cover)Th
5、istube,tube(CATCH)themagistrateisbetternowThespectatorstand(King)-Abystanderisalwaysclear-minded.6,thedevelopmentofcustomer'sfourbasicprinciples"Personalbenefitsareguaranteed(long,material+promotion,reality,respect)Thereisfriendshipbetweeneachother"Anoddingacquaintancewith:cookedface,neithe
6、rpainfulnoritching.Theintersectionofinterests:cooperationalready,threepleasesay,saysomething.Takecareofeachother,thebittercompanioninadversity:eat,share,share,Gongduonanguan,especiallythe"whatisthefourperson"inthepersonal,family,companyintheconfusion,themostdistressing,themostdifficult?Andh
7、elpsolve.Fellowlike:friendswithcompletemutualunderstanding,pleasedwitheachother,notrust,nowordsdon'ttalk.Productqualityassurance(ofothers,others,andenterprise)Enterpriseimageisthefirst(psychologicalsupport,reassurance)7,fivetoolsKnow"Li"(customers,busine
