论文部分内容阅读
小企业“高攀”经销商,怎个“难”字!中小企业找经销商难,要找好的经销商就更难。如果你在中小企业做过销售,你就肯定会有同感。这里给大家讲一个中小企业选择经销商的故事。原莉是一食品企业的销售主管,她所在企业是一个年销售额不足三千万的小企业。在公司做销售的主管中,原莉是唯一的女性。公司派原莉去南方开拓新市场,原莉要开拓的市场是一个中型城市,市区有100多万人口,大大小小的快速消费品的经验商有几十个。初来乍到的原莉跑了一个星期市场,也接触了一些经销商,因原莉的产品在这个市场上没有一点儿知名度,稍微大一点儿的经销商要不就是对她的产品不予理睬,要不就是条件非常苛刻。原莉想,这样一家一家去找经销商肯定不行,一是周期太长;二是对于一个没有一点儿知名度的产品,经销商不予理睬;三是就算有经销商愿意接她的产品来做,这个经销商商业道德到底如何,一时半会儿也弄不清楚。
Small business “high climb ” dealer, what “hard ” word! SMEs looking for dealers difficult to find a good dealer even harder. If you have done sales in small and medium enterprises, you will certainly feel the same. Here to tell you a small business choice dealer story. The original Li is a food company’s sales director, her company is a small business with annual sales of less than 30 million. In the company’s sales executive, the original Li is the only woman. The company sent the original Li to the South to open up new markets, the original Li to open up the market is a medium-sized city, the urban area has more than 100 million population, large and small fast-moving consumer goods experience dozens. The original Li Run first run for a week market, but also exposed some of the dealers, because the original Li’s products in this market a little reputation, a little larger dealer or not to ignore her products, or not Is the condition is very harsh. The original Li think, such a family certainly not to find the dealer, one cycle is too long; second, for a little not well-known products, dealers ignore; Third, even if there are dealers willing to pick her products to do The dealer’s business ethics in the end how, for a moment while not sure.