公司把网状巧克力的价格定得很高,拉出很大的利润空间,以此激发经销商的积极性。但是,“商品是买涨的而不是卖涨的”。只要终端市场打不开,渠道激励机制再好也没用。在这种销售体制下,一些销售代表把扣点给下一经销商,让他低价倒到“网状巧克力”市场运作稍好的区域市场销售。结果没有一个销售代表去运作终端市场,造成“我搭台,别人一块唱戏”的结局。 The company set the price of mesh chocolate high, pulling out a lot of profit margins, in order to stimulate the enthusiasm of dealers. However, “goods are buying rather than selling.” As long as the terminal market can not be opened, the channel incentive mechanism no matter how good it is. In this sales system, some sales representatives to the next dealer point deduction, let him down to the “chocolate mesh” market slightly better sales of the regional market. The result is not a sales representative to operate the terminal market, resulting in “I set the stage, others singing a song” ending.