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1、经销商管理动作分解营销培训教材(五)（Distributormanagementactiondecompositionmarketingtrainingmaterial(five)）ThefirstpartisthemaincontentThroughthecontentsofthelasttwosections,wehavestudiedtheideas,standards,andactionsofthedealers'choice.Themaincontentsareasfollows:Dealerselectioncri
2、teria:strengthcertification(subdividedintoinspectiondealers,storesize,storagescale,capacity,networkvisibilityandotherseriesofactions)Dealerselectioncriteriatwo:marketingawarenesscertification(subdividedintothedealer's"threequestions","twohoursofobservation"seriesofa
3、ctions)Dealerselectionstandardthree:marketcapacitycertification(subdividedintounderstandingdealers,nowoperatingbrandperformance,KAbusiness,wholesaleordersecondseriesaction)Dealerselectioncriteriafour:wordofmouthSurvey(subdividedintopeerunderstanding,tradereputation,
4、dealersandtheirjointpopulationmonumentseriesaction)Dealerselectioncriteriafive:managementcapabilities(subdividedintounderstandingdealerflow,logistics,capitalflowmanagementstatus,requiringdealerstoestablishthebasicmanagementAseriesofactionssuchasreason,procedure,etcD
5、ealerselectioncriteriasix:willingnesstocooperate(toseeifthedealerisenthusiastic,whethertocontractdetails,etc.ThissectionwillcoverotherconsiderationsfordealerselectionandarrangementActualactiontraining:DealerselectionnotesFirst,dealerschoosesixmajorstandardsshouldbeh
6、owtosort?Ifyouhavetoorderthesixmajorstandards,itisrecommendedtofollowthefollowinglinesofthinking.Willingnesstocooperateisthemostimportant!Nomatterthedealer'sstrength,marketingconsciousnessandotherconditionsareexcellent,ifheshowsthatheisnotveryconfidentandinterestedi
7、nthisbrand,thenhewillnotinvesttoomuchenergyandresourcesonthebrandpromotion.Alltheadvantagesofdealerscannotbeusedbymanufacturers.Notethatthedealer'swillingnesstocooperateiscontrollable,themanufacturercanstimulatedealersthroughcertainmethods(seethespecificcooperationc
8、ontent).Onthewillingnesstocooperatewithdealers,candidatesshouldpayattentiontoinvestigatetheirreputation,therearesmashedprices,washedgoods,
