[精选]分销基础).pptx

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1、分销基础2002、12、21渠道销售之角色资讯专员(Consultant)·今后代理的发展·业务方向·长期合作市场预测·代理和产品·月度。季。年度销售工作工作总结·代理和产品·月度。季。年度·市场代理商支持·技术。市场。销售案例。广告交流各联系·产品信息·公司方向各和存在问题渠道的开发·(VAR,Dealerorretailer)关于改变流程的想法股东资金回报率流动资金回报率X(1+)负债比例资产密集净利率毛利率成本结构流动资金周转率流动资金周转天数存货天数应收帐款天数应付帐款天数X+财务依据分销商的角色是:1.库存

2、2.管理资金的风险3.处理定单2nd-TierRecruitmentandManagementWholesalerAlignmentRecruitmentCertified2nd-TierManagementFundingManagementITsystems,ResellerSalesCenterSetupandmanagementTargetrightpartners,GeographyProductLineCoordinationsChannelMarketingISVSolutionDevelopmentWholesale

3、r:ACityMarchAprSHHGZCHDSHYWk1wk2wk3wk1wk2wk3Wholesaler:BCityMarchAprSHHGZCHDSHYWk1wk2wk3wk1wk2wk3HP/W/SAlignedRecruitmentPlanCityMarchAprSHHGZCHDSHYWk1wk2wk3wk1wk2wk31998CertifiedResellersCityResellerSMESIISVsBJSHHGZCHDSHYNJFundingManagementMonthSell-thruRebateCoopBJS

4、HHGZAprMayJuneAgendaPresentationFormatResourcesHP’spresentationW/S’sSessionpresentationComputerPrinterTelephoneDataDiskTelesalesLinkage/FollowupSMEAccountCall/ManagementCalendarProductLineTrackingContractMilestoneCheckFundingUtilizationCoverageTrackingSolution/ISVdeve

5、lopmentCertificationTempResourcesPerformanceMeasurement/TrackingChannelMarketingPackageApplicationCertificationAPCICLiteratureTrainingCommunicationToolsHPShopfrontSupportIDCDatabaseHPDatabaseHuiCongDatabaseCBIDatabaseIBMCompaqDatabaseFinalDatabasebycitybyPL,SettgtCity

6、,#resellerProductLine:V-linePCScheduledProgramsCategory:Reseller,SP,SIQualifyfor:MarAprMayGoldYesYesYesSliverYesYesYesBronzeNoNoNoProductLine:NetServerScheduledProgramsCategory:SolutionProvider,SI,ISVsQualifyfor:MarAprMayGoldYesYesYesSliverYesYesYesBronzeYesYesYesMDM’

7、sProgramPackageISVSOLUTIONSIndustrySolutionBundle,SMEPackofferetc...OAAccountingInternetEducationHotelExtendedStorageSmallOfficeNetworketc...ABCDEFGCityPartners1234567SHHGZCHDSHY产品生命周期与市场发展市场策略渠道策略市场开发市场教育局部渠道渠道开发定义目标市场区域控制渠道发展龙卷风前的准备开放式渠道提高渠道效率市场拓展大众市场宣传衍生产品市场占有率与厂牌宣

8、传更开放渠道以占领市场渠道优化渠道结构饱和市场停止市场投入产品打包拓展渠道业务诞生期发展期成熟期衰退期市场领先接受者主流保龄球道龙卷风废型高创意高效率如何达到利润目标制定明确的用户市场目标确定合适的渠道需要(种类和数量)选择和发展销售伙伴制定管理政