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优质经销商不是“找”来的,而是“养”大的。但许多中小企业会说:培养经销商,我们等不起,也耗不起。这种看起来颇为现实的观点背后,掩盖着的是老板们急功近利的心态。为什么好经销商如此难找?“好经销商太稀缺了。”J 品牌进入市场已经1年多了,经销商数量有100多个,但忠诚的,优质的经销商却不多。销售人员为了新品牌快速出业绩,费尽心思地说服比较成功的“大户”来经销,但1年下来,由于大经销商对新品牌重视不够,业绩很难达到预期。而开发的一些规模稍小的经销商,3个月才发一批货,业绩极不理想,于是销售人员砍掉了第一
Quality dealers are not “looking ” to, but “raising ” big. However, many SMEs will say: Training distributors, we can not afford to, but also can not afford. Behind this seemingly realistic view is the masking of the quick-wingers mentality. Why is a dealer so hard to find? “” The dealer is too scarce. “” The J brand has been in the market for more than a year, with more than 100 distributors, but not too many loyal and quality dealers. Sales staff to the new brand out of performance quickly, convinced to convince the more successful “big ” to the distribution, but 1 year down, due to the big dealer not enough attention to the new brand, the performance is difficult to achieve expectations. The development of some smaller dealers, only three months to send a shipment, the performance is very unsatisfactory, so the sales staff cut the first