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1、经销商管理动作分解营销培训教材(十一)（Dealermanagementactiondecompositionmarketingtrainingmaterials(eleven)）Inthelastsection,welearnedthecommonmeaningsofdistributorsandhowtodealwiththebarrierstocooperation.Themainpointsofknowledgeareasfollows:1,howtoachievecashsalesindustrysales?2,with"productistooexpensive","lowp
2、rofit"asanexample,tellsthebusinesspersonnelhowtodealwiththedealer'scommondoubts3,againemphasizetheabilitytoimprovenegotiationskills:negotiationisnoteloquence,butbypreparation!ThissectionwilllearnhowtheolddealervisitsandhowtocommunicateActualcombattraining:howtovisittheolddealers(Part1)A:businessp
3、eoplevisitdealersaremostlyintheunconsciousBusinesspeoplemeetnewdistributorsandhavealottosay(companyproducts,policies,prices,promotions,etc.),butwhatifyou'regoingtovisitanolddealer?Heknowsmoreaboutthecompany'spoliciesthanyoudo.Whatdidtheolddealersay?Businesspersonneltraveleverydaytovisitdealers,ex
4、cludinglong-distancebusride,onedayeffectiveworktimeis3-4hours,.Ifyouaskhim,"whatshouldyoudointhesethreeorfourhours?"Theanswerisoften,evenabewildered,moreistoputoffthereellotof"theideaoftrainingmaterials"inaspeech!Thetruthisunderstoodbyeveryone,buttheideacannotbetransformedintoaction,andthereisnou
5、seof?themarketismade,notbyspeakingout.Inpractice,themostcommonthingisthatthesalesmanaddsthedealerandonlysaysthethirdsentenceThefirstsentence:"recentlysoldlike."",Thesecondsentence:whenwillthepaymentbegiven?";Thethirdsentence:"thistimewesentonehundredboxestofiveboxes.Howmanyboxeswouldyoulike?""Thr
6、eewords,businessbeganwiththedealer-nonsenseWell,I'veheardthatavianfluhasstartedagainTheworldtradecenterwasbombedLadenseemstohavebeencaught.........Itisnotourbusinesspeoplewanttobelazy,buttheydon'tknowwhattodonext,manyclerksarevisitingdealersintheconfusiontheythinkdayinanddayout,threewords,theirwo
7、rkhasbeenfinished,therestisgossip,anddealerssetofcustomerrelationship,goodsales,heavysalesbig.OK,what'sthedetailoftheolddistributor'sactionbreakdown?Two:visittheolddealeractiondecompositionPrinciple:regularconnection,r
