论文部分内容阅读
厂商合作就像夫妻过日子,前期属于恋爱阶段:厂家在选择客户,客户也在选择厂家;中期属于结婚阶段:共同努力开发市场;后期属于婚姻维护阶段:个别客户或厂家多少都会因为最终市场保护和利润分配方面闹出矛盾,调和不好唯有分道扬镳。所以,如何使这种婚姻更持久,是需要我们每个销售人员时刻思考的问题。通过对这几年工作的总结,我认为应该从以下几个方面入手。核心产品,也就是能够给客户带来高利润的产品。“天下熙熙皆为利来,天下攘攘皆为利往”。没有利润、没有经济基础的“婚姻”是没法维护的。所以,针对核心产品,一定要保护好市场,使其生存的时间更长,让客户没有二心,即使同行厂家使出种种招数想进行插足也没有机会。
Vendor cooperation is like husband and wife live, the pre-fall stage of love: manufacturers in the choice of customers, customers are also choosing manufacturers; mid-marriage stage: work together to develop the market; late marriage belongs to the maintenance stage: how many individual customers or manufacturers will eventually because of market protection and Conflicts in the distribution of profits, reconciliation is not good only parting ways. So, how to make this marriage more lasting, is that we need every single salesperson thinking. Through the summary of these years of work, I think we should start from the following aspects. The core product, which is to bring customers a high profit product. “Hee hee hee Lee are all over the world, all the world are bustling interest to ”. There is no profit, there is no economic basis “marriage ” can not be maintained. Therefore, for the core products, we must protect the market, to make their survival longer, so that customers do not have the center, even if peers resorted to all kinds of tricks to intervene there is no chance.