资源描述：
《如何开发经销商（how to develop distributors）》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、如何开发经销商（Howtodevelopdistributors）Howtosuccessfullydevelopnewchanneldistributors(agents)Generallyspeaking,whenamanufacturerentersanewmarketforthefirsttime,itdoesnothaveacomprehensiveunderstandingofthemarketsituationandwholesalers.Theyusuallysendoneortwobusinessmanagerstothewholes
2、alemarketinthecapitalcityoftheprovincetovisitwholesalersonebyone,distributethegeneralsituationofthemanufacturerandtherelevantpublicitymaterialsoftheproducts,andthennegotiatewiththeinterestedwholesalersafteraroundofrounds.Theyalsogotolargestorestoinvestigatethedistributionofcompe
3、tinggoodsandwholesalers.Oftentenortwentydaysofinvestigation,thefinalharvestisanumberofwholesalerswillingtosell,buttheimageofwholesalerstospendmoneyortospendalotoftime.Inthecaseofweakbrandappeal,andwholesalersbasicallydonotrecognizetheenterprisebrand,howtofindasuitabledealerinthe
4、newmarketsmoothly,soastoquicklyopenthemarket?First,theadvantagesanddisadvantagesofchoosingagentsEnterprisemarketingwell,certainlycannotdowithoutastrongchannelcapacity,terminaloperationofasoliddealerteam.Sowhatisthepurposeofchoosingagents?1:letmanufacturingandmarketingshuntTheent
5、erpriseisresponsibleforbuildingagoodbrandcarrier.Givetheagentareasonablesalespolicy.Andagentsintheoverallbrandstrategyofenterprisesunderthepremiseofregionalbrandoperation,doagoodjobofproductdistribution,brandpromotion,after-salesserviceandsoon,thecommonoperationofthemarket.2:red
6、uceenterpriserisk,reducemarketdevelopmentcostsChoosingagentstooperatethemarketcanreducetheduplicationofinstitutions,andusethesalesnetworkofagentstoreducethecostofchannelconstruction.Manufacturersandagentsisacommunityofinterests,fees,terminalconstructionfees,promotionalfees,wages
7、andothersalescostofsalesagentsandcancostsharing,reducethecostofmarketdevelopment.3:strategicsynergyisdifficult.Themanufacturershopethatagentsplaymoneypurchase,strengthenchannelconstruction,willcostlesstothemanufacturersandagents;productquality,thebesthopetosupplypricetothelowest
8、,theprofitishigher,tosupportlarge,theriskislow.
