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宋强是一家大型家电企业的优秀业务员,在渠道管理方面很有一套。在一次简短的沟通中,宋强讲到了他亲自操作的两个案例。案例一:欲擒故纵2000年5月,我被调至西北某区域负责冰箱业务。该区域二级批发商老马与我方一贯合作良好,老马的自有门店经营我品牌冰箱零售业绩突出,占市区份额的60%,但分销网络比较薄弱,主要原因是该地区及辐射范围内另一个二级市场的经销商都有上省会家电批发市场多品种配货的习
Song Qiang is a large household appliances business outstanding salesman, a very good set of channel management. In a brief communication, Song Qiang talked about two cases in which he personally operated. Case 1: To catch the enemy In May 2000, I was transferred to the northwest of a region responsible for the refrigerator business. The region's second-tier wholesaler, Lao Ma, has always cooperated well with us and Lao Ma's own store operated my brand of refrigerators with outstanding retail performance, accounting for 60% of the city's share. However, the distribution network is weak mainly due to the radiation in the region Within the scope of another dealer in the secondary market have more than the provincial capital goods wholesale market distribution habits