我们在厂商关系调查中发现,大部分经销商对厂家派驻当地的销售代表都是颇有微词,并带有明显的不信任情绪。理由自然各异:或者行为上不规范,或者业务上不成熟,或者思想上不积极。总之,在经销商那里,有时候销售代表不但失去了“代表厂家”的职能,甚至还会被经销商完全架空。一般说来,在切身利益没有受到直接威胁的情况下,经销商与销售代表之间是不容易出现龃龉的。在销售代表们简单的个人行为背后,是一些不合理的管理体制和授权方法。这才是问题的根源。 In our vendor relations survey, we found that most dealers are quite scornful about the sales representatives that the manufacturers have sent to the local area, and have a clear sense of distrust. Reasons vary naturally: they are either irregular in behavior or are not mature in business or are not ideologically active. In short, at the dealership, sometimes the sales representative not only lost the function of “representing the manufacturer”, but even was completely overrun by the dealer. In general, dealers and sales representatives are not prone to embarrassment when their immediate interests are not directly threatened. Behind the simple personal behaviors of sales representatives are some unreasonable management systems and authorization methods. This is the root cause of the problem.